MedWorm.com provides a medical RSS filtering service. Over 6000 RSS medical sources are combined and output via different filters. This feed contains the latest items from the 'Psychology and Marketing' source. Thu, 09 Feb 2012 02:32:20 +0100 http://www.medworm.com/index.php?rid=5669692&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20513 This study attempts to better understand the nature of market maven behavior (diffusers of general marketplace and shopping information) across three different channels—virtual worlds, the Web, and real‐life—and to examine the extent to which market maven behavior is transferable across channel context (i.e., “fluid”) or channel dependent. Using data from two surveys (one in the virtual world “Second Life” and a follow‐up Web survey for the same respondents), this paper explores differences and determinants of maven behavior. Employing partial least squares analysis, the findings indicate that market maven propensity is transferable across channels (i.e., high‐scoring market mavens retain this across channel). However, while there may be the transferability of market mave... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5669692 Thu, 09 Feb 2012 07:12:26 +0100 5669692 http://www.medworm.com/index.php?rid=5669691&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20512 ABSTRACTBuilding upon previous research and in an attempt to better understand the influence of mood states on variety‐seeking (VS) tendency, two specific emotional states (sadness and happiness) are discussed. Furthermore, this article proposes that the effects of mood states on VS are moderated by individuals’ differences. In this article, optimum stimulation level, self‐monitoring, and need for cognition are used to examine the moderating effects of this relationship. Consistent with the proposed hypotheses, the results indicate that sad individuals tend to incorporate more VS than happy ones. In addition, the three personality types tested in this article moderate the effects of mood on VS. Finally, suggestions for future research are discussed. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5669691 Thu, 09 Feb 2012 07:12:25 +0100 5669691 http://www.medworm.com/index.php?rid=5669690&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20511 ABSTRACTConsumer response to price is often subjective and prone to systematic perceptual biases, such as the “face value” effect, whereby consumer perceptions of willingness to pay are systematically biased by the nominal value of a new currency. That is, prices presented in higher denomination currencies are perceived to be more expensive and prices presented in lower denomination currencies are perceived to be less expensive. The results from two separate experiments suggest that for high‐price products, when a substantial enough discount is invoked, the face value effect can reverse and becomes a double‐edged sword. While existing research implies that the face value effect becomes stronger for high‐price products, the findings from this research suggest this is the case only... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5669690 Thu, 09 Feb 2012 07:12:23 +0100 5669690 http://www.medworm.com/index.php?rid=5669689&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20510 ABSTRACTWith the recent growth of reality television programing and its appeal to adolescent viewers, marketers, advertisers, and public policy experts need to understand what motivations drive adolescents to watch reality programs. By understanding adolescent viewer motivations, professionals will be able to craft effective marketing strategies and develop public policy programs for improving the welfare of adolescents. This research involves an exploratory study that examines adolescents’ motivations for watching reality programs through a content analysis of free‐response data from a national sample of 800 adolescents in the United States, members of a Harris Online panel. Theoretical, managerial, and public policy implications of the findings are discussed. (Source: Psychology and ... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5669689 Thu, 09 Feb 2012 07:12:22 +0100 5669689 http://www.medworm.com/index.php?rid=5669688&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20509 This study explores the role of consumption in the lives of British adolescents, with a particular focus on its role in forming and maintaining self‐esteem. Through a large qualitative study, over 100 adolescents revealed their attitudes and feelings toward consumption—particularly fashion. It was found that as a result of peer pressure and the importance of conformity among adolescents, consuming the correct possessions at the right time, is essential for social acceptance, gaining and maintaining friendships and thus self‐esteem. This paper argues that self‐esteem has been commodified. The consequences of failing to “keep up” with consumption trends were revealed; these include social exclusion, negative peer evaluation, and reduced self‐esteem. Moreover, these negative con... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5669688 Thu, 09 Feb 2012 07:12:21 +0100 5669688 http://www.medworm.com/index.php?rid=5631346&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20508 This article reports two consecutively implemented studies demonstrating that the compromise effect is robust even in an enhanced design that incorporates basic conditions of real purchase decisions in laboratory‐based experiments. Specifically, the relative share of the middle option increases significantly in an overall analysis when experienced consumers make unforced decisions between real brands in a binding choice context. However, segmented analysis indicates substantial differences, meaning that (1) the compromise effect is strong and significant among quality‐seeking consumers, whereas (2) the compromise effect is weak and insignificant among price‐conscious subjects. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5631346 Fri, 27 Jan 2012 07:36:17 +0100 5631346 http://www.medworm.com/index.php?rid=5631345&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20507 This study examines the reference group effect on adolescent evaluations of brand extension. Three factors are important to this process: the product fit between parent and extension category (similar vs. dissimilar), the consumption type of the extension product (public vs. private), and the parent brand image (prestige‐oriented vs. functional‐oriented). An experiment with 217 teenagers generally supports the hypotheses. Results suggest that adolescents are willing to pay a higher price premium to publicly consumed brand extension product than a privately consumed. In addition, the level of category similarity enhances the consumption type effect. Managerial implications on brand extension strategy in adolescent's market are discussed. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5631345 Fri, 27 Jan 2012 07:36:16 +0100 5631345 http://www.medworm.com/index.php?rid=5631344&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20506 ABSTRACTAlthough widespread belief holds that salespeople can leverage their personal relationships with prospective customers to gain business, previous research has not investigated the implications of friendships between salespeople and customers for customers’ postpurchase satisfaction and fairness judgment. Findings from two experiments show that friendships benefit salespeople only when the outcome of the transaction is unfavorable. Specifically, when salespeople and customers are close friends rather than acquaintances, the customers perceive an unfavorable outcome as relatively more fair and satisfactory, but such an effect does not occur when the outcome of the transaction is favorable. This paper also shows that customers’ perceived fairness mediates the interaction effect be... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5631344 Fri, 27 Jan 2012 07:36:15 +0100 5631344 http://www.medworm.com/index.php?rid=5631343&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20505 This study investigates the influence of customer satisfaction and elapsed time since purchase on customers’ explicit and implicit knowledge of price. The results of two large, independent surveys of customers who purchased a consumer durable good indicate that customer satisfaction and elapsed time have different effects on explicit versus implicit price knowledge. Customer satisfaction has a negative impact on explicit price knowledge, but no substantial effect on implicit price knowledge. The length of time between purchase and retrieval of the price information has a negative impact on explicit price knowledge but no substantial effect on implicit price knowledge. Finally, customer satisfaction has a moderating role, in that the higher the customer satisfaction level, the stronger th... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5631343 Fri, 27 Jan 2012 07:36:13 +0100 5631343 http://www.medworm.com/index.php?rid=5631342&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20504 This article advocates the value of emergent paradigms and methods that are becoming increasingly popular in behavioral sciences and hold promise for studying the consumer behavior of older adults. It particularly recommends approaches that emphasize the importance of examining consumers in the context of the time and life circumstances in which they are embedded, and it builds a research agenda to help address contemporary research issues and guide further research. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5631342 Fri, 27 Jan 2012 07:36:12 +0100 5631342 http://www.medworm.com/index.php?rid=5563098&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20503 (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5563098 Sun, 01 Jan 2012 05:00:00 +0100 5563098 http://www.medworm.com/index.php?rid=5563097&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20501 ABSTRACTThis research focuses on a previously unexamined risk associated with the widely used new product development strategy of line extensions. Specifically, it explores consumer reactions when line extensions become too visually similar and examines both short‐term and longer term strategies for solving the problem. Examined in the context of consumer durables, specifically, automobiles, the results show that consumers who make categorization mistakes when trying to distinguish between two visually similar product lines have more negative attitudes not only toward the product but also toward the parent brand. The results of Study 1 confirm that providing a design vocabulary that articulates the car's design features is effective in reducing consumer's categorization mistakes. In addi... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5563097 Sun, 01 Jan 2012 05:00:00 +0100 5563097 http://www.medworm.com/index.php?rid=5563096&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20405 ABSTRACTThe current research explores the role of Web site characteristics, such as animation and iconic navigation aids, in predicting consumers’ self‐reported intentions to revisit a retailer's Web site. An experimental study (n = 339) shows that Web site characteristics do not affect revisit intentions directly but through the vividness of mental images that consumers hold of the Web site as a whole. Vivid mental Web site imagery is stimulated by animation and facilitated by individual tendencies to put faith in intuitive rather than rational thinking, while it does not relate to the use of icons in navigation. The implications of these findings for researchers, Web designers and marketers are discussed. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5563096 Sun, 01 Jan 2012 05:00:00 +0100 5563096 http://www.medworm.com/index.php?rid=5563095&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20431 ABSTRACTEven satisfied consumers frequently do not come back, which challenges loyalty theory and marketing practice. It is reasoned that variety‐seeking tendencies will significantly affect short‐term revisit intentions, whereas satisfaction and regret will mostly determine long‐term revisit intentions. Thus, the influence of satisfaction on loyalty is hypothesized to be critically dependent on the time perspective of the intentions, now or later, and variety seeking. A representative survey (N = 400) in eight Spanish cities supported these predictions. Multivariate moderated‐mediation analyses revealed that indeed the influence of satisfaction, regret, and variety seeking critically depends on the time perspective of the behavioral intentions. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5563095 Sun, 01 Jan 2012 05:00:00 +0100 5563095 http://www.medworm.com/index.php?rid=5563094&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20502 This study utilizes a dimensional qualitative research (DQR) approach to examine what men think, feel, and experience as they consider integrating erectile function (EF) aids into their sexual relationships. The findings suggest that the process of accepting changes in sexual functioning and consuming EF aids frequently moves beyond intrapersonal issues to encompass spouse/partner relationships. The insights gleaned from this study have implications not only for the marketing of EF aids but also for healthcare professionals assisting men in the treatment of their symptoms. Finally, the study findings expand current marketing applications of the DQR framework by demonstrating the value of second‐order modality analysis. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5563094 Sun, 01 Jan 2012 05:00:00 +0100 5563094 http://www.medworm.com/index.php?rid=5368031&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20435 (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5368031 Fri, 04 Nov 2011 04:43:04 +0100 5368031 http://www.medworm.com/index.php?rid=5368030&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20432 Abstract“Green consumption” is an increasingly important topic in today's society. The effect of the ecological value provided by traditionally non‐green products, such as automobiles, on their consumer's post‐purchase behavior, such as brand or model loyalty, requires further clarification. The present study provides qualitative and quantitative insights from car users on how the ecological aspect of consumption integrates into the link between perceived value and consumer loyalty intentions (value–loyalty link). In general, car usage is accompanied by perceived functional, economic, emotional, and social value. Perceived ecological value is shown to have a significant impact on these four value dimensions. The relevance of “green to have quality,” “green to save money,”... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5368030 Fri, 04 Nov 2011 04:43:02 +0100 5368030 http://www.medworm.com/index.php?rid=5368029&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20430 AbstractThis paper examines the relationship between adolescent girls' self‐esteem, self‐monitoring, and social groups (i.e., susceptibility to peer influence and group identification/differentiation) on one hand, and their perception of brand symbolism on the other. There is particular interest accorded to adolescent girls living in a transitional society. A single model is proposed to test the hypothesized relationships using structural equation modeling. The research findings reveal the existence of two categories of adolescents in a transitional society: modern and conservative. The former's perception of brand symbolism is found to be significantly influenced by their self‐esteem. The latter's, however, is affected by their self‐monitoring. Additionally, self‐monitoring has ... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5368029 Fri, 04 Nov 2011 04:42:59 +0100 5368029 http://www.medworm.com/index.php?rid=5307023&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20434 (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5307023 Wed, 12 Oct 2011 19:41:21 +0100 5307023 http://www.medworm.com/index.php?rid=5307022&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20419 AbstractThe paper examines the effect of different payment modes on hedonic post‐purchase product evaluations over time. Two theoretical frameworks—mental accounting and cognitive dissonance—suggest such an effect, but are contradictory regarding its direction. Additionally, the paper examines whether prospective consumers are able to correctly predict post‐purchase evaluations and the effect of payment mode over time. In an online survey, hedonic evaluations of 346 car owners in three ownership phases (one, two, and three years after purchase) were measured and compared to predictions of 75 prospective car owners. Two different payment modes (down payment vs. installments) were distinguished. Results showed an interaction between payment mode and the hedonic evaluation of the car ... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5307022 Wed, 12 Oct 2011 19:41:19 +0100 5307022 http://www.medworm.com/index.php?rid=5307021&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20429 AbstractIn this paper, the literature on aggressive driving tendencies as a consumption experience is reviewed. Two studies test a comprehensive model that includes personality, attitudinal, and value antecedents to such behavior. The research supports the role of most of the antecedents. However, personality and attitudinal constructs were found to be stronger predictors of aggressive driving than values. Furthermore, the paper demonstrates that aggressive driving tendencies increase incidences of law breaking. Suggestions for future research and practical implications are discussed. © 2011 Wiley Periodicals, Inc. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5307021 Wed, 12 Oct 2011 19:41:18 +0100 5307021 http://www.medworm.com/index.php?rid=5186940&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20433 (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5186940 Sat, 03 Sep 2011 20:35:55 +0100 5186940 http://www.medworm.com/index.php?rid=5186939&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20428 This article proposes dimensional mapping as a method qualified to enhance the application of DQR, contributing to theory development in consumer behavior. The authors show how multidimensional scaling (MDS) can be applied in a mixed method approach for analyzing rich qualitative data. They discuss potential advantages of using MDS in a qualitative– quantitative research framework (e.g., openness to the data, taking participants' perspective, metric data level, accounting for fuzzy data, reliability, and validity) in combination with the BASIC IDS proposed by Cohen (1999b) in order to evaluate the comprehensiveness of the results and derive psychologically meaningful conclusions and implications. The proposed approach is illustrated in an exemplary empirical study investigating the perce... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5186939 Sat, 03 Sep 2011 20:35:55 +0100 5186939 http://www.medworm.com/index.php?rid=5186938&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20427 AbstractCompanies spend millions of dollars researching consumers, consumer attitudes to brands, and consumer uses of products. Yet the irony is that consumers are now doing this research themselves and posting their material to video‐sharing sites such as YouTube. In this paper we argue that the BASIC IDS framework (Cohen, 1999) for dimensional qualitative research can be used to deconstruct consumer‐generated videos to yield valuable insights into the paradoxes of consumer–service interactions. One category of service that has gained huge media attention of late, and yet is poorly understood, is the phenomenon of online social networks. Using three consumer‐generated ads about the social networking site Facebook, we explore the paradoxes of consumer–service interaction, namely ... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5186938 Sat, 03 Sep 2011 20:35:54 +0100 5186938 http://www.medworm.com/index.php?rid=5186937&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20426 AbstractConsumers spend billions of dollars every year on products and services designed to help improve or change their physical appearance and performance. Such procedures, especially where surgery is involved, are not without risk of adverse consequences such as physical injury, irreversible nerve damage, or even permanent disfigurement. The popularity of appearance‐enhancing cosmetic surgery seems to be rising, despite the many risks associated with it. To qualitatively investigate the complex interplay of relevant factors (including variables related to individual motivation, risk tolerance, self‐concept, and societal standards of beauty), and to organize and analyze the resulting qualitative data, the systematic, psychologically sophisticated blueprint of dimensional qualitative ... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5186937 Sat, 03 Sep 2011 20:35:53 +0100 5186937 http://www.medworm.com/index.php?rid=5186936&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20425 This article demonstrates the application of McCracken's (1988) long interview method to collect data for grounded theory construction. Both emic (self) and etic (researcher) interpretations of international visitor experiences focus on making sense of leisure travel thinking processes (including unconscious/conscious beliefs, attitudes, and choices) and tourist behavior. In this article, long interviews of Japanese tourists visiting Hawaii's Big Island enable mapping and comparing visitors' plans, motivations, choices, and consequences. The results demonstrate nuanced complexities of visitors' travel‐related unconscious/ conscious thinking and behavior. Also, the findings uncover the emergence of a possible segment of visitors—the kyooiku tsuaa (education touring) segment for the Stat... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5186936 Sat, 03 Sep 2011 20:35:53 +0100 5186936 http://www.medworm.com/index.php?rid=5186935&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20424 AbstractThis research seeks to examine donor motivation for supporting nonprofits with a bequest. We employ dimensional qualitative research (DQR) procedures, demonstrating both the utility of the approach and how the framework can be employed to illuminate bequest giving. Employing an approach to data analysis based on grounded theory, our findings indicate that bequest gifts are motivated by a variety of factors, including a lack of family need, a need to live on, a desire to make a difference to a cause, reciprocity, and spite. In addition, we highlight a second‐order modality that emerged from the BASIC IDS analytical framework. Identification was found to be a highly influential factor in driving bequest‐giving behavior. A series of practical fund raising recommendations are offer... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5186935 Sat, 03 Sep 2011 20:35:52 +0100 5186935 http://www.medworm.com/index.php?rid=5186934&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20423 (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5186934 Sat, 03 Sep 2011 20:35:52 +0100 5186934 http://www.medworm.com/index.php?rid=5090541&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20422 (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5090541 Thu, 04 Aug 2011 04:26:29 +0100 5090541 http://www.medworm.com/index.php?rid=5090540&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20421 AbstractIn the present experiment, 85 female undergraduate students were presented with an advertisement for chewing gum, featuring an attractive or a moderately attractive same‐sex model. Participants were either primed on their gender or not. Results showed that gender‐primed women were willing to pay more for the product when it was promoted by an attractive model, and, with increasing levels of social comparison orientation, women showed a more positive attitude toward the product when it was promoted by an attractive as opposed to a moderately attractive model. In contrast, when they were primed on being a female, women were willing to pay less when the product was promoted by an attractive model, and, with increasing levels of social comparison orientation, they had a less positi... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5090540 Thu, 04 Aug 2011 04:26:23 +0100 5090540 http://www.medworm.com/index.php?rid=5090539&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20420 This study focuses on one long‐term affective trait, happiness, and examines its impact on service evaluation and commitment, as it has been shown that the level of happiness affects whether people perceive life events, both great and small, in a positive or negative manner. Three studies were conducted to research the issue. The first study shows that customers who are happier evaluate service quality in utilitarian services in a more positive manner than do customers who are less happy. The second study shows that for hedonic services, involvement serves as an antecedent to perceived service quality; happier customers are also more involved in hedonic services, and thus perceive service quality in a more positive manner. Study 3 examines the link between happiness and commitment and sh... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5090539 Thu, 04 Aug 2011 04:26:11 +0100 5090539 http://www.medworm.com/index.php?rid=5090538&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20418 AbstractThe growth and success of outdoor advertising is in large part due to the medium's ability to reach an increasingly elusive and mobile consumer. However, this success has come with a price. Public pressure and regulation have begun to eliminate or curtail many outdoor advertising locations, leading practitioners to question the effectiveness of the remaining outdoor advertising sites. Using associative learning techniques, these studies investigate what effect, if any, the environment in which outdoor advertising appears has on the attitudes, beliefs, and purchase intent of the advertised brand. The results of four experiments presented here suggest that the background environment does not impact advertising effectiveness, and practitioner concern of such may be unfounded. © 2011 ... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5090538 Thu, 04 Aug 2011 04:25:59 +0100 5090538 http://www.medworm.com/index.php?rid=5090537&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20417 AbstractOne way consumers cope with an unfair consumption experience is to express how they felt about it. Understandably, these disclosures are often rich with emotion. Does emotional disclosure in this context influence consumers' perceptions of fairness? Drawing hypotheses from the emotional disclosure literature, this research reveals that writing about emotions improves consumer fairness perceptions and satisfaction. However, the benefit of emotional disclosure disappears if the disclosure is solicited by the company perceived to be responsible for the unfairness and they do not offer redress. The findings lead to the recommendation that companies provide and facilitate opportunities for consumers to disclose to third parties the emotions arising from consumption experiences perceived... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5090537 Thu, 04 Aug 2011 04:25:47 +0100 5090537 http://www.medworm.com/index.php?rid=5090536&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20416 This study compares the influence of sales promotions on brand attitude across promotion types over time. An experiment is conducted with 154 subjects, who are exposed to test materials for 12 weeks. Evidence shows that the long‐term effects of sales promotions on brand attitude vary across deal types. Non‐monetary promotions seem to work better in eliciting consumers' favorable brand attitude than monetary promotions over time. However, such effects are moderated by consumers' deal proneness. Although monetary promotions may induce more negative effects than non‐monetary promotions, these effects are weaker for high deal‐prone consumers than for low deal‐prone consumers. © 2011 Wiley Periodicals, Inc. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=5090536 Thu, 04 Aug 2011 04:25:39 +0100 5090536 http://www.medworm.com/index.php?rid=4948202&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20415 AbstractEndorsements play an important role in marketing communications. For international marketing communications, marketers must be cognizant of how the portrayal of body ideals and cultural background of endorsers can affect marketing communications. Two experimental studies showed that body image comparisons and the effectiveness of endorsers varies according to the type of body shapes portrayed and the body mass index (BMI) of the respondents. In the first experiment, the success or failure of endorsements was found to be influenced by their body shape and to some extent the cultural background with respect to the type of product or service promoted. In a second experiment where more realistic or medium‐thin and medium‐fat body shapes were used, source attractiveness was not infl... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4948202 Tue, 21 Jun 2011 01:15:00 +0100 4948202 http://www.medworm.com/index.php?rid=4948201&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20414 AbstractThe moderating roles of consumer brand involvement type and product type on the effect of a match between consumers' self‐schema and the cause a brand supports on consumers' preference for the cause‐supporting brand is investigated. The authors show that a schema–cause match enhances consumer preference for a brand engaging in cause‐related marketing when (1) consumers' involvement with the brand is of the impression‐relevant type (vs. outcome‐relevant type) and (2) when the branded product is functional (vs. hedonic). © 2011 Wiley Periodicals, Inc. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4948201 Tue, 21 Jun 2011 01:14:59 +0100 4948201 http://www.medworm.com/index.php?rid=4948200&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20413 AbstractSales managers often are required to give negative information to their sales personnel. Perhaps the salespeople's territories will be reduced, their compensation or expense program decreased, or their positions realigned or eliminated. Although extensive research has examined delivering negative news to sales personnel, no empirical work has yet explored how that inimical information should be disseminated to sales subordinates. Scholars in organizational psychology argue that providing adverse news to employees using interpersonal sensitivity is advantageous for both the individual and the organization. To date, though, this issue has not been investigated in a selling context. Therefore, this article reports the results of an exploratory study that investigated factors that infl... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4948200 Tue, 21 Jun 2011 01:14:59 +0100 4948200 http://www.medworm.com/index.php?rid=4948199&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20412 AbstractThis research aimed to investigate the possible relationships between the concepts of consumer loyalty (attitudinal and behavioral), satisfaction, and team identification in the context of sport spectatorship. Specifically, several models were tested to investigate (1) the direct influence of team identification, consumer behavioral loyalty, and consumer satisfaction on consumer attitudinal loyalty, and (2) the mediating or moderating role of team identification in the relationship between consumer satisfaction, behavioral loyalty, and attitudinal loyalty. Results from a sample of 395 spectators of French ice hockey first division clubs revealed that consumer transaction–specific satisfaction was found to be the stronger predictor for consumer attitudinal loyalty alongside team i... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4948199 Tue, 21 Jun 2011 01:14:58 +0100 4948199 http://www.medworm.com/index.php?rid=4948198&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20411 This study examined factors that affect consumer satisfaction with TV shopping by investigating both convenience‐ and emotion‐related variables. Data were obtained from 295 online surveys with TV home shoppers who were 60 years and older. The structural model revealed (1) a positive effect of lack of shopping mobility on loneliness and perceived convenience of TV shopping, (2) a positive effect of loneliness on parasocial interaction, and (3) positive effects of parasocial interaction and perceived convenience on satisfaction with TV shopping. Results provide implications for TV shopping networks and producers. Parasocial interaction can be utilized to enhance the consumer experience by alleviating older consumers' loneliness, which ultimately leads to their satisfaction. Furthermore, ... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4948198 Tue, 21 Jun 2011 01:14:57 +0100 4948198 http://www.medworm.com/index.php?rid=4888160&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20410 AbstractRecent work suggests that sound symbolism in brand names conveys marketing‐relevant messages. However, if the customer sees a brand name rather than hears it, visual characteristics of the letters may convey messages of their own. These may conflict with or reinforce the message conveyed by sound symbolism of the name. Study 1 replicates the essence of the sound symbolism effect claimed in recent work. Study 2 shows that the visual characteristics of letters provide a plausible alternative explanation of these findings. Study 3 manipulates the visual characteristics in the brand name letters and reverses the previously found direction of sound symbolism effects. The findings suggest that powerful visual messages are present in brand names and that because of confounding, the cont... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4888160 Fri, 03 Jun 2011 00:30:36 +0100 4888160 http://www.medworm.com/index.php?rid=4888159&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20409 This study investigates the role that service attributes, customer subgoals, and goals play in forming the satisfaction judgment. Drawing on means‐ends chain theory, and on satisfaction research, satisfaction is conceptualized as the result of a process in which customers activate multiple comparative referents. In a pilot study, a paper‐and‐pencil laddering technique was used to collect attributes and goals connected to the satisfaction judgment. These elements were then used as items in a satisfaction survey of 200 customers. A mixture regression model revealed that both attribute‐related dimensions and goal‐related dimensions determine overall satisfaction, albeit not homogeneously among customers. Two customer segments were identified: Socializers, whose satisfaction is drive... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4888159 Fri, 03 Jun 2011 00:30:35 +0100 4888159 http://www.medworm.com/index.php?rid=4888158&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20408 AbstractConsumers can process information containing social norms at different cognitive deliberation levels. This paper investigates the effect of cognitive deliberation for both descriptive and injunctive norms. The experimental study examines the consequences for attitudes and behavioral intentions of these two norm formulations under different levels of deliberation. Results show that (1) cognitive load limits the influence of both norm formulations, and (2) cognitive deliberation increases the effect of descriptive and decreases the effect of injunctive norms. The positive and negative thoughts made salient by the information are shown to lead to these consequences. Marketers therefore need to consider the context and channels in which social norms are communicated, as this can affect... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4888158 Fri, 03 Jun 2011 00:30:34 +0100 4888158 http://www.medworm.com/index.php?rid=4888157&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20407 AbstractThe fair trade market includes several types of actors, ranging from world shops to supermarkets, and from restaurants to clothing stores, involving a heterogeneous clientele. An analysis of fair trade consumers must be sufficiently granular to capture their different expectations, attitudes, and motivations; hence the need to segment the market. Through the concept of involvement, the objective of this research is to analyze and compare by segments the determinants of behavior of fair trade consumers. The research consists of three phases: segment identification, behavioral analysis by segment, and synthesis of the managerial implications. Two out of four hypothesized criteria prove to be effective in segmenting the fair trade market, namely age and distribution channel preference... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4888157 Fri, 03 Jun 2011 00:30:30 +0100 4888157 http://www.medworm.com/index.php?rid=4888156&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20406 AbstractThis research examines consumer reactions to online ads varying in levels of entertainment value. Results show that more favorable brand attitudes and more positive purchase intentions are formed when consumers are exposed to an ad that generates a high (game ad), rather than a low (banner ad) level of entertainment value. However, such effects are qualified by consumers' shopping goals. When consumers have access to their goals to seek specific product information, affect transfer is impaired, such that the advantage of entertaining ads dissipates. This research also documents moderating roles of individual differences in need for cognitive closure and Internet usage versatility. © 2011 Wiley Periodicals, Inc. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4888156 Fri, 03 Jun 2011 00:30:26 +0100 4888156 http://www.medworm.com/index.php?rid=4772852&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20404 Abstract“Retail therapy” is often applied to the notion of trying to cheer oneself up through the purchase of self‐treats. The negative moods that lead to retail therapy, however, have also been associated with greater impulsivity and a lack of behavioral control. Does this lead to mindless shopping when consumers are “down” and regret later? The current work documents that a bad mood does lead to greater purchase and consumption of unplanned treats for the self. However, it also provides evidence that the consumption of self‐treats can be strategically motivated. Those individuals who do indulge can also exercise restraint if the goal of restraint also leads to improved mood. Finally, retail therapy has lasting positive impacts on mood. Feelings of regret and guilt are not ass... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4772852 Mon, 02 May 2011 22:50:40 +0100 4772852 http://www.medworm.com/index.php?rid=4772851&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20403 AbstractAlthough the field of psychology is undergoing an immense shift toward the use of functional magnetic resonance imaging (fMRI), the application of this methodology to consumer research is relatively new. To assist consumer researchers in understanding fMRI, this paper elaborates on the findings of prior fMRI research related to consumer behavior and highlights the features that make fMRI an attractive method for consumer and marketing research. The authors discuss advantages and limitations and illustrate the proposed procedures with an applied study, which investigates loss aversion when buying and selling a common product. Results reveal a significantly stronger activation in the amygdala while consumers estimate selling prices versus buying prices, suggesting that loss aversion ... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4772851 Mon, 02 May 2011 22:50:39 +0100 4772851 http://www.medworm.com/index.php?rid=4772850&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20402 AbstractUncertainty is an important concept within consumer behavior which to date is under‐theorized, especially in relation to important downstream variables such as information search intention and purchase intention, and can therefore lead to a loss of utility. The authors propose a new multidimensional conceptualization of consumer uncertainty and develop a theoretical model of uncertainty within two consumer behavior contexts, namely avoidance of sweatshop apparel and avoidance of food additives. Drawing on literature‐based insights as well as qualitative research and Expected Utility Theory, the authors develop hypotheses that offer insight into the potential antecedents (ambiguity and credibility) and consequences (search intention and purchase intention) of uncertainty. Using ... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4772850 Mon, 02 May 2011 22:50:38 +0100 4772850 http://www.medworm.com/index.php?rid=4772849&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20401 This study suggests that mood‐induced differences in cognitive processing style (relational vs. item‐specific elaboration) are possible explanations affecting brand extension evaluations. Results of two experiments showed that consumers in a positive (vs. negative) mood engaged in relational (vs. item‐specific) elaboration and consequently evaluated brand extensions and brand extension fit more favorably than consumers in a negative mood. The effects were found immediately after exposure (Experiment 1) and after a one‐week delay (Experiment 2). Theoretical and practical implications are discussed. © 2011 Wiley Periodicals, Inc. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4772849 Mon, 02 May 2011 22:50:36 +0100 4772849 http://www.medworm.com/index.php?rid=4772848&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20400 AbstractMarketers often use salient stimuli to draw consumers' attention to a specific brand in the hope that a selective focus on the brand increases the sales of this brand. However, previous studies are inconsistent concerning the impact that selectively focusing on a specific brand has on final brand choice. To offer an explanation for these inconsistent results, this paper introduces decision involvement as a moderator of the relation between selective focus and attitude–decision consistency. Two studies indicate that selectively focusing on a not preferred alternative indeed alters choice decisions, but only when decision involvement is low. Study 1 further shows that this interaction effect between selective focus and involvement takes place in the selection rather than the brand ... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4772848 Mon, 02 May 2011 22:50:35 +0100 4772848 http://www.medworm.com/index.php?rid=4666995&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20399 AbstractThe present studies investigated whether the visual co‐presentation of a brand name and a product visual increases or decreases the acquisition of liking toward these stimuli in a conditioning paradigm. In Study 1, participants were presented with an elemental brand name, an elemental product visual, or a compound of both stimuli, along with liked faces. Results indicated that the mere pairing with the liked face led to increased liking in the elemental condition, but not in the compound condition (i.e., cue competition). Study 2 showed that this effect is due to the divided attention toward the compound, but not due to competition among conditioned stimuli (CSs) to predict the unconditioned stimulus (US). © 2011 Wiley Periodicals, Inc. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4666995 Sat, 02 Apr 2011 03:33:49 +0100 4666995 http://www.medworm.com/index.php?rid=4666994&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20398 This study evaluates the effect of the interaction between cognitive variables and the presence of scent on online search motivation, purchase characteristics, and telepresence. An interaction between consumers' type of thought process and the presence of scent was identified as influencing search motivation (attention focus and challenge) and telepresence experience. Ambient scent influenced the search motivation of consumers possessing systematic cognitive thinking style (SCTS) and the telepresence experience of consumers with intuitive cognitive thinking style (ICTS). In addition, much in the same way that ambient scent affects consumer behavior in traditional stores, in online settings consumers exposed to scent were found to demonstrate a higher degree of approach behavior. The result... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4666994 Sat, 02 Apr 2011 03:33:48 +0100 4666994 http://www.medworm.com/index.php?rid=4666993&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20397 This study investigated which age measures, independent or interdependent, were better for cross‐cultural consumer research. Specifically, it assessed the fit between the “actual” and “ideal” self‐concept model within the framework of self‐construal theory by examining the actual and ideal self‐attributed age identity across South Korea (n = 480), China (n = 207), and France (n = 338) using both independent and interdependent age identity scales. Multivariate analyses revealed differences for individuated self‐schemata across the three countries for actual and ideal age self‐construal, as well as for actual other‐referent interdependent age self‐schemata. However, the reverse occurred too: The ideal interdependent ages showed a lack of difference across the three di... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4666993 Sat, 02 Apr 2011 03:33:47 +0100 4666993 http://www.medworm.com/index.php?rid=4666992&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20396 AbstractLegal and consumer psychology scholars have focused recent attention on source confusion, which is the likelihood that consumers will be confused regarding the company that is a product's source or sponsor. The authors evaluate two potential antecedents of source confusion: (1) consumer motivation and (2) a brand extension that has been undertaken by a competitor. There have been disagreements in the courts, the scholarly legal literature, and the consumer psychology literature concerning the nature and extent of the impact of these two variables on the likelihood of consumer confusion. Based on schema theory, the authors hypothesize that consumer motivation and brand extension will influence the likelihood of source confusion. An interaction between the two variables is proposed, ... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4666992 Sat, 02 Apr 2011 03:33:47 +0100 4666992 http://www.medworm.com/index.php?rid=4666991&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20395 AbstractManagers are more and more interested in social networking sites because they provide opportunities for strengthening relationships with customers as well as site content and service. Using social networking sites effectively, however, depends on understanding both the psychological attributes and social interactions of participants. This paper addresses these topics by presenting the results of a two‐study inquiry into the importance of two personality traits (consumer innovativeness and expressiveness) to active and passive use of social networks among Italian consumers. In Study 1 (n = 753) it was found that innovativeness is positively related to active and passive use. Study 2 (n = 277) revealed that self‐identity expressiveness and social identity expressiveness positivel... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4666991 Sat, 02 Apr 2011 03:33:46 +0100 4666991 http://www.medworm.com/index.php?rid=4534251&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20371 AbstractThis research examines the relationship between attention to online advertising and brand attitude, aided recall, and purchase intention. Results indicate that attention to an ad is affected by ad type (pictorial vs. text) and the interaction between ad location (left vs. right) and page (image‐oriented vs. textual), suggesting a range of factors that impact attention. Furthermore, under the online conditions of this study, attention is positively related to aided recall and to purchase intention, but negatively associated with brand attitude. Re‐sults are interpreted in the framework of dual attitude theory (Wilson, Lindsey, & Schooler, 2000) and other effects models. Although a clear “hierarchy of effects” appears to be elusive, the results suggest that marketers must... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4534251 Wed, 02 Mar 2011 04:02:04 +0100 4534251 http://www.medworm.com/index.php?rid=4534250&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20394 AbstractThis paper integrates sociological and psychological perspectives to examine gay consumption practices in relation to the dynamics of gay identity development. Specifically, this paper investigates how internal motivational factors underlying gay identity formation and external social influence work in concert to affect gay identity attempts throughout the gay identity development process. The findings of this study reveal that the consumption patterns of gay men are continuously evolving and correspond to attempts at discovering, disclosing, constructing, maintaining, (re)constructing, suppressing, and/or disposing the gay social identity. Precipitated by individual differences, two divergent pathways—the linear progression and pendular progression pathways—of identity attempt... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4534250 Wed, 02 Mar 2011 04:02:00 +0100 4534250 http://www.medworm.com/index.php?rid=4534249&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20360 AbstractResearch evidence to date suggests that the combined presence of item‐specific and relational processing is necessary to induce higher memory performance of the target ad and proper evaluation of the target brand. This elaborative processing, however, requires cognitive capacity. In this paper, an item‐specific‐relational processing framework was employed to explain the roles of consumer product knowledge in the competitive and non‐competitive ad contexts. Findings from an experimental study suggest that high‐ and low‐knowledge consumers differed in product memory and evaluation in competitive and non‐competitive ad contexts. Such differences could be explained by consumers' engaging in item‐specific and/or relational processing depending on whether target brand inf... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4534249 Wed, 02 Mar 2011 04:01:59 +0100 4534249 http://www.medworm.com/index.php?rid=4534248&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20355 AbstractMost studies on retail price images do not capture the complete domain of this construct because they predominantly measure the cognitive dimensions of price perception. The current paper extends this research by integrating emotions in the analysis of retail price images. Results from an empirical study demonstrate that several price‐related emotions mediate the impact of cognitive price image dimensions on intentions to shop in retail stores. Such effects exist for distress, anger, contempt, shame, and guilt. Furthermore, these emotions have an incremental effect on shopping intentions beyond the mere cognitive price image dimensions. Hence, integrating these emotions in the analysis of retail price images improves the prediction of such intentions considerably. An analysis of ... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4534248 Wed, 02 Mar 2011 04:01:58 +0100 4534248 http://www.medworm.com/index.php?rid=4534247&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20393 AbstractThe purposes of this research were to examine developmental experience at different career stages and to clarify the role of sales beliefs in promoting experiential learning of salespeople. By applying the theoretical framework of expertise research and cognitive psychology, data from Japanese real estate salespeople were analyzed. Results suggest that (1) experiential learning is activated in the later stage (from 6 to 10 years) of a career, and (2) salespeople who balance customer and goal achievement orientations learn from others in the early stage (from 1 to 5 years) of their careers. A discussion of the theoretical and managerial implications is presented. © 2011 Wiley Periodicals, Inc. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4534247 Wed, 02 Mar 2011 04:01:56 +0100 4534247 http://www.medworm.com/index.php?rid=4509364&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20392 This article reviews the evidence from the fields of marketing, psychology, and cognitive neuroscience, demonstrating just how important the feel of a product, not to mention the feel of its packaging, can be in determining people's overall product evaluation. Problems for tactile design associated with the growth of the aging population, and the growth of Internet‐based shopping, are highlighted. The critical role that touch can play in multisensory product design, appreciation, and marketing is also discussed, as is the increasingly frequent use by marketers of synesthetic correspondences to evoke tactile sensations via the visual and auditory modalities. We put forward the argument that tactile stimulation may influence multisensory product evaluation by means of affective ventriloqui... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4509364 Wed, 23 Feb 2011 20:43:30 +0100 4509364 http://www.medworm.com/index.php?rid=4509363&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20391 This study sets out to explore whether it is possible to influence consumers' tactile perception of fast‐moving consumer goods by altering the surface texture. In this study individual tactile sensing and visual appreciation were compared with the combined visual and tactile sensing of surface textures for two types of products (soap and biscuits). Three types of textures on the outside of either a soap or biscuit box and three separate sample swatches of the textures used on the boxes were used in the study. The three soap or biscuit boxes were visually presented to the participants. This was followed by a blind haptic evaluation of the three textures, and then by a combined visual and tactile evaluation of three differently textured boxes (either soap or biscuit boxes). The results sug... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4509363 Wed, 23 Feb 2011 20:43:29 +0100 4509363 http://www.medworm.com/index.php?rid=4509362&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20390 This study investigated 3D virtual touch created by Novint Falcon haptic interfaces and its impacts on consumer behavior in the interactive marketing of automobiles. It was hypothesized that consumers' instrumental Need for Touch (NFT) plays a significant moderating role in haptic interfaces. Results from a 2 (nature of tactile stimuli: haptic input with force feedback versus no force feedback) × 2 (haptic orientation: high NFT versus low NFT) full factorial between‐subjects experiment indicated that consumers high in instrumental NFT evaluate products more positively, enjoy the test‐driving experience more, and show stronger brand–self connection when there are force feedback haptic stimuli as opposed to when there is no force feedback. Theoretical and managerial implications of th... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4509362 Wed, 23 Feb 2011 20:43:29 +0100 4509362 http://www.medworm.com/index.php?rid=4509361&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20389 AbstractPrevious research has shown that a touch or haptic element attached to a persuasive appeal can increase persuasion, particularly for individuals who have a clear preference for touch to enjoy its sensory feedback (high autotelics). This research extends previous work by including involvement in the context of an appeal by a nonprofit. We find, in an experiment where we manipulate involvement, that when a haptic element is present, high autotelics are more persuaded regardless of their involvement with the message. However, for low autotelics, a haptic element increases persuasion under conditions of low versus high involvement with the message. A second experiment measures involvement and finds that again, under low involvement conditions, both high and low autotelics are persuaded... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4509361 Wed, 23 Feb 2011 20:43:28 +0100 4509361 http://www.medworm.com/index.php?rid=4509360&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20388 (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4509360 Wed, 23 Feb 2011 20:43:28 +0100 4509360 http://www.medworm.com/index.php?rid=4328322&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20387 AbstractThe focus of this paper is on analyzing how consumer evaluations of brand extensions with a moderate or poor fit to the core brand can be enhanced using advertising cues such as a fit prime and advertisement elements that are typically associated with the core brand. The results of the empirical study show that using a fit prime in advertisements is beneficial for moderately fitting brand extensions, but disadvantageous for poorly fitting extensions. Moreover, the results show that advertisement elements that are typically associated with the core brand can build links between the extension and the core brand and thus enhance the perceived fit. These findings imply that the options for extending a brand should not be considered as limited to product categories similar to the catego... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4328322 Mon, 10 Jan 2011 21:13:49 +0100 4328322 http://www.medworm.com/index.php?rid=4328321&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20386 AbstractDiscrimination in the marketplace is a significant problem for many blacks and for service providers. However, recent research suggests that some whites may respond similarly to blacks when they witness what they perceive to be a discriminatory act in a service encounter. Using an experimental design methodology, this research investigates the extent to which this occurs. The degree to which an observing customer values the other customer's welfare and feels empathy has been found to explain differences in service failure perceptions among white study participants. White participants high in empathy for blacks were found to react similarly to blacks relative to the inherent negativity of the service failure. This suggests that a service failure involving black customers that hints ... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4328321 Mon, 10 Jan 2011 21:13:47 +0100 4328321 http://www.medworm.com/index.php?rid=4328320&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20385 AbstractTwo field experiments examine the attitudinal consequences of consumers changing their minds about previously seeing brands when in fact they have not. In the first study, an increase in false brand awareness, holding brand exposure constant, is found to result in more favorable brand attitudes. In the second study, changes in false brand awareness were found to mediate the development of defensive thoughts in which respondents self‐justify changing their minds. Defensive thoughts, in turn, mediate the development of brand attitudes. The results suggest that simple changes in one's subjective probability of previously seeing a brand independent of actual exposure can have significant attitudinal consequences for that brand. This is due to the generation of self‐justifying cogni... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4328320 Mon, 10 Jan 2011 21:13:47 +0100 4328320 http://www.medworm.com/index.php?rid=4328319&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20384 This study proposes a set of hypotheses based on the Elaboration Likelihood Model (ELM) of persuasion, a conceptual model that explains the formation of individual attitudes that are prompted by central and peripheral cues. The model proposes the use of central signals when the buyer is highly involved and peripheral signals when the buyer is less involved. Nevertheless, the results of this study would suggest that these relationships are not so clearly defined in the case of online buying, which implies that certain assumptions associated with the ELM need to be revised to take the particularities of the online context into account. © 2011 Wiley Periodicals, Inc. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4328319 Mon, 10 Jan 2011 21:13:46 +0100 4328319 http://www.medworm.com/index.php?rid=4328318&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20383 AbstractIn two online experiments this research investigated the process by which consumers respond to online apparel stock outages (or stockouts) and examined the effectiveness of managerial responses in mitigating the adverse impact of stockouts. Results of Experiment 1 demonstrated that negative emotions evoked by stockouts depressed perception of store image, lowered decision satisfaction, and reduced behavioral intent. In addition, the effect of negative emotion on behavioral intent was mediated by perception of store image and decision satisfaction. The results of Experiment 2 showed that financial compensation was most effective in mitigating the negative impact of out‐of‐stock occurrences on consumer responses. © 2011 Wiley Periodicals, Inc. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4328318 Mon, 10 Jan 2011 21:13:45 +0100 4328318 http://www.medworm.com/index.php?rid=4243665&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20382 AbstractUtilizing the case‐based reminding theory in analogical reasoning, this research proposes that the evaluation of a brand extension can be improved by reminding consumers of a similar brand in the extension category. This effect is derived from a brand‐to‐brand similarity, in addition to the product‐to‐product and brand‐to‐product similarity identified in prior literature. Experiment 1 explores the idea that the effect of similar case reminders is most pronounced in moderately similar extensions than in highly similar or highly dissimilar extensions due to schema congruity. Experiments 2 and 3 distinguish the levels of similarity (i.e., product‐to‐product, brand‐to‐product, and brand‐to‐brand similarity) as a source of consumers' evaluations on a brand exte... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4243665 Thu, 09 Dec 2010 21:09:14 +0100 4243665 http://www.medworm.com/index.php?rid=4243664&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20381 AbstractDuring the past 35 years, academic researchers have been examining the relationship between environmentally responsible consumption behavior and numerous antecedent variables. Because sustainability requires a long‐term perspective, the study included generativity, a construct developed by Erikson (1950) and self‐enhancement values (Schwartz, 1994) as antecedent variables for environmentally responsible consumption behavior. Generativity refers to individuals' beliefs that their current behavior has consequences that extend into future generations, while self‐enhancement refers to values relating to power, wealth, and influence. These variables are related in that generativity requires consideration of others while self‐enhancement generally refers to considering only one's... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4243664 Thu, 09 Dec 2010 21:09:13 +0100 4243664 http://www.medworm.com/index.php?rid=4243663&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20380 This study also explores how gay and lesbian respondents understand their role as distinct consumers in relation to gay social movements. In contrast to cultural critiques that argue that constructions of gay consumer markets are antithetical to gay social movements, this study shows how actual gay and lesbian consumers not only understand this dialectic, but also use it as both self‐validation and as leverage in achieving social gains. © 2010 Wiley Periodicals, Inc. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4243663 Thu, 09 Dec 2010 21:09:12 +0100 4243663 http://www.medworm.com/index.php?rid=4243662&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20379 AbstractThis research expands marketing's knowledge regarding unethical retail disposition (URD). URD is a type of consumer fraud, whereby consumers purchase an item of merchandise with the intent of using it and returning it to a retailer for a refund. The authors first employ grounded theory methodology to develop an original framework illustrating why consumers engage in either URD participation or restraint; next, they demonstrate empirical support for the framework. The authors support and augment previous URD research by reporting that URD offenders employ eight neutralization techniques to remedy personal guilt associated with committing the fraudulent behavior. This research also takes a novel approach by illustrating that consumers describe six motivations underlying URD restraint... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4243662 Thu, 09 Dec 2010 21:09:12 +0100 4243662 http://www.medworm.com/index.php?rid=4243661&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20378 AbstractBrand managers strive to achieve an outstanding position in the psyche of the user by differentiating the product and service. In order to do so, brands are now often promoted by communications that focus on a trivial attribute difference. The current study tests both how the use of such an irrelevant attribute affects the perceptions of the consumer and how they rate the brand when the irrelevance of the attribute is previously revealed. The results of a controlled experiment (n = 894) show that the use of irrelevant attributes generally has a positive effect on buying behavior and that this effect is obtained even when the actual irrelevance is previously proven to the consumer. Further, the results are consistent across a variety of outcome variables, including attention, percei... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4243661 Thu, 09 Dec 2010 21:09:11 +0100 4243661 http://www.medworm.com/index.php?rid=4137152&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20377 AbstractFor many years marketing academics have recommended, and practitioners have implemented, organization‐wide programs that measure customers' levels of satisfaction with a firm's offerings because it is believed that satisfied customers are both more likely to continue using a previously adopted product and less likely to engage in negative word‐of‐mouth communication. Given the ubiquity of product‐review forums resulting from today's increasing levels of e‐commerce, this paper pairs cause constructs from the diffusion literature with effect constructs from the satisfaction and services literatures to reconsider that perspective. Specifically, it examines the relationships bet‐ween six perceived innovation attributes known to influence a new product's diffusion process an... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4137152 Fri, 05 Nov 2010 23:31:20 +0100 4137152 http://www.medworm.com/index.php?rid=4137151&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20376 AbstractThis research explores the effect of product packaging uniformity on variety seeking. It is shown that the incidence of variety seeking is greater in product categories where packaging is similar among competitors, and thus the packaging display has relatively low arousal potential, as compared to categories where the packaging is less uniform across brands and therefore has higher arousal potential. Two experiments test and support these propositions. © 2010 Wiley Periodicals, Inc. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4137151 Fri, 05 Nov 2010 23:31:20 +0100 4137151 http://www.medworm.com/index.php?rid=4137150&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20375 AbstractAlthough it seems intuitively appealing that physically attractive models constitute useful advertising tools, the existing literature on the topic has yielded inconsistent findings with regard to the conditions under which physically attractive models affect product attitudes favorably. The current research aimed to examine the role of elaboration likelihood and product relevance in predicting the advertising effectiveness of physically attractive models. Two experiments are reported that suggest that when elaboration likelihood is high, product relevance is consequential: An attractive model that advertises a product that is relevant for physical attractiveness affects product attitudes more favorably than does an attractive model that advertises a product that is less relevant f... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4137150 Fri, 05 Nov 2010 23:31:19 +0100 4137150 http://www.medworm.com/index.php?rid=4137149&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20374 AbstractIn this research the authors examine whether counterfactual thinking, the process of imagining alternatives to reality, can have a detrimental impact on consumers' feelings. Five studies examine the dysfunctional role of counterfactual thinking in the presence of Minimum Purchase Requirement conditional message framing (“X% off all purchases if you spend at least $Y”), and its affective consequences. Results show that the presence or absence of the minimum amount restriction (Studies 1A and 1B), success or failure to meet the restriction (Studies 2A and 2B), and perceived closeness (i.e., outcome proximity) to success or failure in meeting the restriction (Study 3), drastically influence consumer affect to the extent that participants receiving an inferior deal exhibited higher... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4137149 Fri, 05 Nov 2010 23:31:18 +0100 4137149 http://www.medworm.com/index.php?rid=4052310&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20373 Abstract (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4052310 Sun, 10 Oct 2010 14:01:31 +0100 4052310 http://www.medworm.com/index.php?rid=4052309&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20372 Abstract (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4052309 Sun, 10 Oct 2010 14:01:30 +0100 4052309 http://www.medworm.com/index.php?rid=4052308&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20370 Abstract (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=4052308 Sun, 10 Oct 2010 14:01:30 +0100 4052308 http://www.medworm.com/index.php?rid=3967549&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20369 Abstract (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3967549 Wed, 15 Sep 2010 07:21:51 +0100 3967549 http://www.medworm.com/index.php?rid=3967548&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20368 Abstract (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3967548 Wed, 15 Sep 2010 07:21:51 +0100 3967548 http://www.medworm.com/index.php?rid=3967547&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20367 Abstract (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3967547 Wed, 15 Sep 2010 07:21:51 +0100 3967547 http://www.medworm.com/index.php?rid=3967546&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20366 Abstract (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3967546 Wed, 15 Sep 2010 07:21:50 +0100 3967546 http://www.medworm.com/index.php?rid=3967545&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20365 Abstract (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3967545 Wed, 15 Sep 2010 07:21:50 +0100 3967545 http://www.medworm.com/index.php?rid=3870960&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20364 Abstract (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3870960 Tue, 17 Aug 2010 07:32:54 +0100 3870960 http://www.medworm.com/index.php?rid=3870959&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20363 Abstract (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3870959 Tue, 17 Aug 2010 07:32:54 +0100 3870959 http://www.medworm.com/index.php?rid=3870958&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20362 Abstract (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3870958 Tue, 17 Aug 2010 07:32:53 +0100 3870958 http://www.medworm.com/index.php?rid=3870957&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20361 Abstract (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3870957 Tue, 17 Aug 2010 07:32:53 +0100 3870957 http://www.medworm.com/index.php?rid=3870956&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20359 Abstract (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3870956 Tue, 17 Aug 2010 07:32:52 +0100 3870956 http://www.medworm.com/index.php?rid=3839015&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20358 Abstract (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3839015 Sat, 31 Jul 2010 23:00:00 +0100 3839015 http://www.medworm.com/index.php?rid=3839014&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20356 Abstract (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3839014 Sat, 31 Jul 2010 23:00:00 +0100 3839014 http://www.medworm.com/index.php?rid=3728426&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20358 The present research is an attempt to better understand the role of trust in the adoption of technology-based service channels, namely Internet and phone banking. The study conceptualizes and measures trust, distinguishing the cognitive and affective component of trust (the trusting beliefs), the behavioral component of trust (trusting intentions), and the purchase behavior (intention to use), suggesting a mediating role of trusting intentions. Then it tests a model that combines the effect of trusting beliefs and trusting intentions together with the Technology Acceptance Model variables, privacy, and security as well as individual characteristics. Results from 762 retail bank customers revealed a strong mediating role of trusting intention on the intention to use and similar patterns of ... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3728426 Mon, 05 Jul 2010 23:00:00 +0100 3728426 http://www.medworm.com/index.php?rid=3728425&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20357 This study examined the relationship between individual values, demographics, and materialism. Both self-enhancement and self-transcendence values were examined using data from a telephone survey with a random sample of 303 U.S. respondents. It was hypothesized that self-enhancement is positively related to materialism and self-transcendence is negatively related. The results suggest that the relationship between values and materialism is more complex than believed previously. Analysis of variance revealed several interactions that were of potential importance for both public policy and marketing strategy. Of particular interest was the interaction between self-enhancement and self-transcendence. © 2010 Wiley Periodicals, Inc. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3728425 Mon, 05 Jul 2010 23:00:00 +0100 3728425 http://www.medworm.com/index.php?rid=3728424&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20356 This study examines consumers' responses to advertisements employing "Scratch and Save" (SAS) type promotions, which are emerging store-level promotional tools. Due to SAS promotions' "gambling" characteristics, they offer the possibility of high savings levels, however, they also confront the consumer with uncertainty about the value of the discount at the point of purchase. Particular attention is paid to the depth of the claimed savings, and its effect on regular price believability and consumers' expected savings, as well as perceived value and shopping intentions. The depth of the advertised SAS promotions was observed to not affect consumer believability of the regular price in SAS advertisements. In addition, the disjunction effect is made applicable through showing that the minimum... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3728424 Mon, 05 Jul 2010 23:00:00 +0100 3728424 http://www.medworm.com/index.php?rid=3728423&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20354 The objective of this paper is to investigate how avatars reflect the personality of their creators (targets) in virtual worlds. Using the Brunswik Lens Model as the theoretical framework, an investigation of real consumers in the virtual world Second Life reveals that perceivers who view targets' avatar use particular thin-slices of observations such as avatar cues (e.g., attractiveness, gender, hairstyle) to form accurate personality impressions about targets. The findings support the premise that real-life companies that intend to expand to virtual worlds can use member avatars as a proxy for member personality and lifestyles. As a future research direction, avatars and other consumer-generated media could be used as the basis for targeting and segmentation of online consumers. © 2010 ... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3728423 Wed, 30 Jun 2010 23:00:00 +0100 3728423 http://www.medworm.com/index.php?rid=3650892&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20349 Given the potential utility of brand personality for marketers, the present research conceptualizes and investigates the relationships between five brand personality dimensions and brand trust as well as brand affect. This research proposes that some brand personality dimensions relate more to brand trust, whereas other dimensions relate more to brand affect. The results suggest that Sincerity and Ruggedness brand personality dimensions are more likely to influence the level of brand trust than brand affect, whereas the Excitement and Sophistication dimensions relate more to brand affect than to brand trust. The Competence dimension appears to have similar effects on both brand trust and brand affect. The research findings are consistent with marketing and consumer researchers' assertions ... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3650892 Fri, 11 Jun 2010 14:15:07 +0100 3650892 http://www.medworm.com/index.php?rid=3650896&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20353 This paper examines the measurement of childhood materialism using Schor's () Consumer Involvement Scale. Schor treated consumer involvement empirically as a unidimensional construct, though she suggested that conceptually it may be multidimensional. Using confirmatory factor analysis procedures on data collected from children in the U.S. and U.K., the psychometric superiority of a three-factor structure is established, comprising dissatisfaction, consumer orientation, and brand awareness components. Additional analyses demonstrate distinct associations between each of these components and other constructs, including self-esteem, outside school activities, and child-parent relations. The scale's generalizability across boys and girls is also confirmed. The results suggest that Schor's Cons... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3650896 Wed, 09 Jun 2010 23:00:00 +0100 3650896 http://www.medworm.com/index.php?rid=3650895&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20352 The postmodern consumer often finds authenticity in communities of consumption including those that are based around a focal brand. Two means through which authenticity can be achieved are an individual authenticating act or a collective authoritative performance. Using this dual lens, the contested nature of authenticity within subcultures is explored. Drawing on long, interpretive interviews with surfers, skaters, and snowboarders, it was found that the contested nature of authentic community membership is driven by different identity benefits, including flow and kinship. These two separate benefits lead members to engage different brand-related cues when seeking an authentic brand partner. This paper advances the understanding of subcultural authenticity by identifying the diversity of ... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3650895 Wed, 09 Jun 2010 23:00:00 +0100 3650895 http://www.medworm.com/index.php?rid=3650894&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20351 Customers' preference for the hedonic benefits (e.g., aesthetics) and utilitarian benefits (e.g., functionality) offered by a product varies depending on the context - buying versus selling, and choice versus willingness-to-pay. However, a customer's preference formation could involve brand information or price information in addition to the benefits offered by the product. It is unclear how the consideration of brand or price information influences customers' relative preference for hedonic and utilitarian product benefits. Does this information alter preference in favor of a product that offers greater utilitarian or greater hedonic benefits, and why? The results show that (1) hedonic (utilitarian) attributes have a significantly stronger influence on consumer preference when accompanied... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3650894 Wed, 09 Jun 2010 23:00:00 +0100 3650894 http://www.medworm.com/index.php?rid=3650893&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20350 This study explores how brand credibility and brand prestige affect brand purchase intention and empirically investigates how the combinatory mechanism of brand credibility and brand prestige materialize across multiple product categories. The proposed model of six latent constructs is tested with structural equation modeling analysis: brand credibility, brand prestige, perceived quality, information costs saved, perceived risk, and brand purchase intention. The results suggest that both brand credibility and brand prestige positively influence brand purchase intention through perceived quality, information costs saved, and perceived risk under different product categories representing the high and low self-expressive nature. Several implications for advertising messages and brand position... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3650893 Wed, 09 Jun 2010 23:00:00 +0100 3650893 http://www.medworm.com/index.php?rid=3562488&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20342 This introduction reviews core principles of storytelling theory. The article explains basic propositions of good storytelling. A brief summary of each of the six articles that follow appears. The article extends a note of appreciation to the members of the special editorial board for this issue and to Rajan Nataraajan. © 2010 Wiley Periodicals, Inc. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3562488 Fri, 14 May 2010 14:07:32 +0100 3562488 http://www.medworm.com/index.php?rid=3562494&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20348 This study investigates how consumers use brands to construct their self. Focusing on the consumer's experience of brands, the study interprets consumer narratives on how brand consumption contributes to the construction of the self. The findings demonstrate that consumers use brands in different ways: symbolic, iconic, and indexical. Apart from the symbolism of brands used to construct the self, consumers also use brands that resemble something in an iconic manner. Additionally, consumers use brands that have a factual connection to something in an indexical way to construct the self. Given these findings, this paper therefore contributes to both theory and practice. Theoretically, the findings support semiotic theory and the relationships between the object, the sign, and the interpretan... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3562494 Wed, 12 May 2010 23:00:00 +0100 3562494 http://www.medworm.com/index.php?rid=3562493&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20347 This article elaborates on the rationales for its central proposition, briefly reviews relevant literature on VNA, and illustrates one mode of VNA for the complementary stories told by a consumer and brand. © 2010 Wiley Periodicals, Inc. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3562493 Wed, 12 May 2010 23:00:00 +0100 3562493 http://www.medworm.com/index.php?rid=3562492&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20346 This article considers the value of using three approaches to assess brand knowledge: free association technique, storytelling, and collage-creation. Each method is suitable for tapping and reproducing different aspects of brand knowledge. The empirical study combines the three methods in an explorative setting to retrieve consumer brand knowledge regarding a major sports brand. The study compares knowledge that each method elicits and provides brand management with recommendations how to decide when to use each method and whether to employ one or more of these methods. © 2010 Wiley Periodicals, Inc. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3562492 Wed, 12 May 2010 23:00:00 +0100 3562492 http://www.medworm.com/index.php?rid=3562491&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20345 Research and theorization on branding is one of the most robust areas of inquiry in both marketing and consumer behavior. The present article advocates a novel source of ideas for use in conceptualizing the origins and functions of branding - the evolution of human capacity for symbolic reasoning and group identity. Drawing on theories of the evolution of human culture, I examine three examples of branding narratives constructed around interpersonal ties gained from commercial DNA testing. The first deals with the human tendency to see the self as part of a group having a unique and attractive history. The second examines humans' desire to reach outward to others seen as having the same traits and values as ourselves. The third deals with the negotiation of identity within a branded commun... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3562491 Wed, 12 May 2010 23:00:00 +0100 3562491 http://www.medworm.com/index.php?rid=3562490&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20344 Consumers learn to attach social and contextual meaning to products and brands through observing the character relationships with particular objects or specific brands in the archetypal stories in film on "the big screen" (cinema). Luxury brands become objects of desire, fueling consumer aspirations and giving consumers frames of reference in their own consumption ideals. However, substantial research attention to the brand narratives that popular culture portrays has yet to emerge. This paper therefore presents a textual analysis of the brand narratives evident within popular culture, specifically in the context of James Bond films. In taking this interpretive approach, this article identifies three different and contrasting brand-self narratives that reinforce a particular archetypal myt... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3562490 Wed, 12 May 2010 23:00:00 +0100 3562490 http://www.medworm.com/index.php?rid=3562489&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20343 Most families in the Western world are aware of Harry Potter, the stupendously successful stories about a boy wizard "who lived." Most families are familiar with the shadow tales attached to Harry Potter - the tales of the rags to riches author, the mega-blockbuster movies, the forthcoming theme park in Florida, the long lines of enthusiastic consumers outside book stores at midnight. Harry Potter, in short, is a Niagara of narratives, a sea of stories. This paper plots the Harry Potter stories onto Booker's seven-element theory of narrative emplotment and considers how consumers interact with the Harry Potter brand phenomenon. Three consumer narratives of engagement are evident - discovery, diachronic, and denial - as is the disagreement between battling plots. © 2010 Wiley Periodicals, ... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3562489 Wed, 12 May 2010 23:00:00 +0100 3562489 http://www.medworm.com/index.php?rid=3446785&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20337 Research on emotion as information in persuasive communication and ad response has created a need for a measure of individual abilities in the management of emotional information. Previous measures (e.g., emotional intelligence measures) lack adequate validity and reliability for use in persuasion and advertising contexts. Four studies iteratively refine a parsimonious Emotional Information Management scale that corresponds to theoretical dimensions of the construct and interrelationships between those dimensions - recognition of emotion, regulatory processes of optimistic utilization and management of emotions, as well as cognitive and emotional empathy. Reliability and construct validity are demonstrated, and scale norms are established. Although gender does not affect recognition of emo... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3446785 Thu, 08 Apr 2010 14:41:45 +0100 3446785 http://www.medworm.com/index.php?rid=3446789&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20341 This research examines how salience of manipulative intent affects the evaluation of ads that are presented in a narrative or expository format. Study 1 shows that when manipulative intent is not salient, narrative ads are evaluated more positively than expository ads because they trigger a narrative processing style. When manipulative intent is salient, however, consumers regard the advertiser's tactics more suspiciously and adopt an analytical processing style to evaluate both narrative and expository ads. As a result, the relative advantage of narrative ads over expository ads disappears. A mediational analysis reveals that these effects are mediated by inferences of manipulative intent. Furthermore, Study 2 shows that cognitive load moderates these effects and that the negative impact ... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3446789 Tue, 06 Apr 2010 23:00:00 +0100 3446789 http://www.medworm.com/index.php?rid=3446788&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20340 This article aims to build on previous research analyzing the effects of perceived justice on customers' satisfaction with service recovery and the attitudinal consequences of the recovery strategies firms adopt after service failures occur. The results obtained from a conceptual model developed for the mobile-phone sector support the idea that justice perceptions positively influence satisfaction with service recovery. Other findings are that satisfaction with service recovery positively affects trust and commitment, and that these two variables, in turn, positively affect overall customer satisfaction. Finally, the results also suggest that positive past experiences mitigate the effects of inadequate service recovery strategies on the quality of the relationship with the customers. © 20... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3446788 Tue, 06 Apr 2010 23:00:00 +0100 3446788 http://www.medworm.com/index.php?rid=3446787&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20339 Research in positioning strategy suggests that a product schema, when presented in a moderately incongruent fashion, can evoke a greater degree of positive evaluation than if presented congruently with consumer expectations. This phenomenon has been coined the schema congruity effect. To date, one of the limitations of the phenomenon is that it has been applied almost exclusively to taxonomic stimuli, with little reference to thematic, eventlike stimuli. Two experiments verified that taxonomic and thematic product categories differ with respect to their unique characteristics. Consequently, despite successful replication of the schema congruity effect during taxonomic interpretation, when pushed thematically, the schema congruity effect failed to manifest. Furthermore, both experiments con... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3446787 Tue, 06 Apr 2010 23:00:00 +0100 3446787 http://www.medworm.com/index.php?rid=3446786&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20338 The use of vignettes for qualitative consumer research is discussed in this article. More specifically, vignettes are proposed as a useful research technique for conducting systematic and rigorous studies of consumer interaction processes, in particular as these relate to family consumption issues. Following an overview of methodological and practical problems of studying consumption interaction processes in families, a discussion of how vignettes may be used to enhance knowledge of family decision-making processes in real-life contexts is presented. Design implications are discussed and strategies for applying the vignette method are outlined and illustrated by two recent studies of pro-environmental consumer behavior in a family context. The paper concludes with a discussion of the benef... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3446786 Tue, 06 Apr 2010 23:00:00 +0100 3446786 http://www.medworm.com/index.php?rid=3352562&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20333 The study investigates children's understanding of television advertising, with emphasis on differences between children of different ages (6- to 11-year-old children). Forty-two focus groups were conducted and grounded theory analysis was employed to discover, analyze, and discuss the findings and their implications. Findings suggest that children view advertising as more complex than has been suggested by perspectives employed by previous research. Overall, a positive relationship was found between age and understanding of the aims of advertising. None of the 6- to 7-, only a few of the 8- to 9-, and most of the 10- to 11-year-old children understood the role of television advertising. Topics such as sponsorship or the source of television advertising seemed to confuse children in all ag... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3352562 Thu, 11 Mar 2010 16:13:56 +0100 3352562 http://www.medworm.com/index.php?rid=3352566&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20336 Two experiments tested the hypothesis that priming independent and interdependent self-concepts affects responses to advertisements. In Experiment 1, for a privately consumed product, the influence of product assortment size on ad effectiveness was moderated by the accessibility of these self-concepts. Experiment 2 replicated this finding for a publicly consumed product and also examined an additional ad feature, consensus information. Ad effectiveness was enhanced by larger product assortment only when the independent self-concept was primed and by the presence of consensus information only when the interdependent self-concept was primed. © 2010 Wiley Periodicals, Inc. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3352566 Wed, 10 Mar 2010 00:00:00 +0100 3352566 http://www.medworm.com/index.php?rid=3352565&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20332 This paper offers a new perspective on consumer knowledge analysis that combines Human Associative Memory (HAM) models from cognitive psychology with network analytic approaches in order to gain deeper insights into consumers" mental representations, such as brand images. An illustrative case study compares the associative networks of a manufacturer brand with a retail brand and is used to demonstrate the application and interpretation of various network measures. Network analysis is conducted on three levels: Node-level analysis yields insights about salient brand image components that can be affected through short-term marketing activities. Group-level analysis is concerned with brand image dimensions that characterize a brand and can be strategically influenced in the medium term. Final... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3352565 Wed, 10 Mar 2010 00:00:00 +0100 3352565 http://www.medworm.com/index.php?rid=3352564&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20335 Groups of users and admirers of a brand who engage jointly in group actions to accomplish collective goals and/or to express mutual sentiments and commitments are known as brand communities. Lately, brand communities have been a heavily researched topic in marketing science. While the positive consequences of brand communities are well documented in the literature, little is known about how brand communities can be facilitated and how consumer-brand relationships can be fostered. This research empirically assesses the relevance of offline (i.e., events) and online marketing management tools (i.e., Web sites with online bulletin boards and online expert chats) to strengthen brand communities by facilitating shared customer experiences and multi-way interactions. Additionally, the importance... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3352564 Wed, 10 Mar 2010 00:00:00 +0100 3352564 http://www.medworm.com/index.php?rid=3352563&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20334 This empirical paper explores the antecedents and consequences of trust in the online retail context and examines the moderating role of consumers' familiarity with a Web site in the relationship between Web site quality and trust. Data were collected with an online questionnaire. The research highlights the importance of the Web site interface in consumer online behavior by systematically examining how different quality features affect consumer trust. A multidimensional view of Web site quality with the following dimensions is developed: Web site usability, security and privacy assurance, and product information quality. Trust is shown to lead to positive consequences, such as the formation of positive attitudes and behavioral intentions toward the Web site. The study also identifies the ... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3352563 Wed, 10 Mar 2010 00:00:00 +0100 3352563 http://www.medworm.com/index.php?rid=3265301&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20328 Against a background of research suggesting that brand symbolism understanding does not develop until 7 to 11 years of age, two studies investigate various aspects of preschool children's brand knowledge. While children's recognition of child-oriented brands is found to be significantly greater than their recognition of brands that are marketed primarily to teens and adults, these young children do recognize brands. In a second study, children's ability to form mental representations of brands is assessed, along with their understanding of brands as social symbols. Cognitive ability, theory of mind, and executive functioning are assessed as predictors of these brand-related outcomes. Theory of mind and executive functioning are both significant predictors of the ability to form mental repr... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3265301 Fri, 12 Feb 2010 15:10:20 +0100 3265301 http://www.medworm.com/index.php?rid=3265305&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20327 This note proposes an improved version of the Consumer Entitlement Inventory (CEI) developed by Boyd and Helms (). Two studies, conducted in two different cultural settings - France (n = 203) and the United States (n = 181) - raised some issues with the original version of the CEI. The underlying theoretical reasons for these results are discussed and an analysis of the CEI's content validity is performed. An improved version of the CEI, enriched with items that more closely capture the consumer entitlement construct, is proposed. © 2010 Wiley Periodicals, Inc. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3265305 Thu, 11 Feb 2010 00:00:00 +0100 3265305 http://www.medworm.com/index.php?rid=3265304&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20331 The purpose of this study was to examine the combinatorial effects of enduring and momentary mechanisms of cultural identity salience on identity-based apparel brand choices of three Hispanic acculturation segments (Hispanic-dominant, mainstream-dominant, and balanced-bicultural). The hypotheses were empirically tested among Hispanic students at a midwestern university in the U.S. employing a two-session online experiment. Results revealed that the influence of cultural primes (momentary salience of the cultural identity) on subsequent brand choices of Hispanic consumers is moderated by their bidimensional acculturation (enduring salience of the cultural identity). As posited, the current study found that the same cultural primes had differential effects among the three Hispanic acculturat... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3265304 Thu, 11 Feb 2010 00:00:00 +0100 3265304 http://www.medworm.com/index.php?rid=3265303&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20330 The current study moves beyond customer-perceived value and corporate image and demonstrates that switching costs are important factors in influencing a customer's decision to stay with a service provider. This work finds support for a contingency model involving customer-perceived value, corporate image, and switching costs. The results indicate that the impacts of customer-perceived value and corporate image on customer loyalty decrease under conditions of high switching costs. Implications of the results are discussed. © 2010 Wiley Periodicals, Inc. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3265303 Thu, 11 Feb 2010 00:00:00 +0100 3265303 http://www.medworm.com/index.php?rid=3265302&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20329 Promotional tools and services management strategies are often intertwined with changes in the timing of payments for and receipt of products. A series of studies investigates how the timing of payments and the receipt of products impacts purchase intentions and consumer dollar valuations - e.g., how much extra customers would pay to receive a product more quickly. Using the "time and outcome valuation model" as a theoretical basis, the studies assess the impact of timing changes across four classes of phenomena: delaying the receipt of a good (DR), delaying the payment for a good (DP), advancing the receipt of a good (AR), and advancing the payment for a good (AP). Findings reveal that in unplanned timing changes, the hypothesized sequence for dollar valuations, DR > AP > DP > AR, is supp... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3265302 Thu, 11 Feb 2010 00:00:00 +0100 3265302 http://www.medworm.com/index.php?rid=3155139&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20321 No Abstract. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3155139 Sat, 09 Jan 2010 15:01:53 +0100 3155139 http://www.medworm.com/index.php?rid=3155144&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20326 Two developments in the last two decades frame the importance of Web-based marketing communications for firms. First is the phenomenal growth of the Internet as a viable commerce and communication option and second is the clear shift in attitude research toward recognizing the pervasive role of automatic processes in almost all the social psychological processes. Therefore, this article discusses the potential implications of Web-based marketing communications for consumers' implicit and explicit attitudes. In doing so, first, this article reviews the emergence of research on implicit attitudes, distinguishes implicit attitudes from explicit attitudes, and discusses research on explicit and implicit attitudes relative to branding. Second, a brief discussion of marketing research on attitud... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3155144 Fri, 08 Jan 2010 00:00:00 +0100 3155144 http://www.medworm.com/index.php?rid=3155143&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20325 This research (1) examines how specific consumer motives (i.e., goal-directed: searching for information, experiential: browsing for recreation) influence the trusting belief-loyalty relationship at a Web site in a distinct manner and (2) investigates how the online flow experience in each of the motive states strengthens or weakens the trusting belief-loyalty relationship. The results suggest that for consumers with an experiential motive, benevolence- and integrity-related beliefs are the key drivers of loyalty, while ability-related beliefs do not drive loyalty. On the other hand, for consumers with a goal-directed motive, the ability- and integrity-related beliefs are the key drivers of loyalty, while benevolence-related beliefs are not influential. Further, this research illustrates t... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3155143 Fri, 08 Jan 2010 00:00:00 +0100 3155143 http://www.medworm.com/index.php?rid=3155142&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20324 The purpose of this study was to examine the effects of various online visual merchandising (VMD) cues - high and low task relevant cues - on consumer pleasure and arousal under different situational involvement (browsing vs. purchasing). A random sample of 1634 female college students participated in an experiment in the context of online apparel shopping. The results of the study revealed a significant effect for high task relevant cues on pleasure and arousal under high situational involvement (purchasing situation). In addition, a significant effect for low task relevant cues on pleasure and arousal under low situational involvement (browsing situation) was found. Pleasure and arousal induced by various online VMD cues were positively related to consumer satisfaction, purchase intentio... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3155142 Wed, 06 Jan 2010 00:00:00 +0100 3155142 http://www.medworm.com/index.php?rid=3155141&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20323 Although Web pages and sites consist of a multitude of individual cues, this paper argues that marketers need a gestalt approach to understand how consumers perceive online shopping environments. Following a systematic review of the literature on categorizations of online shopping environments, this paper develops and tests a gestalt model of consumer perceptions of online shopping environments. The model shows that consumers perceive online shopping environments in terms of their sense-making and exploratory potential. It encompasses perceptions at the level of both individual pages and the experience consisting of the navigation through a succession of pages accessed during one visit. It also accounts for the informational needs all shoppers possess, reflected in the central role of info... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3155141 Wed, 06 Jan 2010 00:00:00 +0100 3155141 http://www.medworm.com/index.php?rid=3155140&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20322 Discussion and conclusions are provided, and directions for future research are presented. ©2010 Wiley Periodicals, Inc. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3155140 Wed, 06 Jan 2010 00:00:00 +0100 3155140 http://www.medworm.com/index.php?rid=3069562&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20316 This article investigates the role of public commitment in influencing motivation and behavior in a weight-loss setting. The role of susceptibility to normative influence (SNI) is also examined. The publicness with which a commitment to weight loss is made has a significant and favorable impact on long-term weight-loss compliance behavior. Short- and long-term public commitment resulted in higher levels of weight-loss motivation and higher levels of weight loss. Weight-loss motivation partly mediates the effect of public commitment on weight loss, while SNI moderates the effect of public commitment on weight loss. © 2009 Wiley Periodicals, Inc. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3069562 Wed, 09 Dec 2009 15:06:19 +0100 3069562 http://www.medworm.com/index.php?rid=3069566&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20320 This study proposes and tests a model stating that salespersons' OCB is determined by salespersons' SM, with this relationship being mediated by salespersons' person-organization (PO) fit and job satisfaction. This study also analyzes the moderating effect of salespersons' SM on PO fit to job satisfaction relationships, as well as on job satisfaction to OCB relationships. Data collected from 122 supervisor-salesperson dyads in 35 companies across 9 different sectors confirm the proposed model. In fact, the results show that SM, both directly and indirectly, has a positive effect on OCB due to the way in which it influences salespersons' PO fit and job satisfaction. The results also confirm the moderating role of SM in the relationships between job satisfaction and OCB, and between PO fit a... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3069566 Tue, 08 Dec 2009 00:00:00 +0100 3069566 http://www.medworm.com/index.php?rid=3069565&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20319 This study tries to rectify this gap in the literature. This study finds that three factors (commitment, consumer-company identification, and consumer sensitivity to corporate social performance) moderate attitude change toward a retailer following exposure to moderately negative (vs. positive) publicity. However, given extremely negative information, the buffering effects of the moderating factors disappear, and attitude changes are significant for all consumers. © 2009 Wiley Periodicals, Inc. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3069565 Tue, 08 Dec 2009 00:00:00 +0100 3069565 http://www.medworm.com/index.php?rid=3069564&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20318 This article suggests that mental budgeting processes provide afurther understanding of how and to what degree price increases negatively affect a customer's future purchase behavior in a particular category of expenses. Furthermore, the authors analyze how customer income and different price presentation tactics alter this reaction. Results of two experimental studies using both students and non-students show that customer income attenuates the negative effect of a price increase on the likelihood of a future purchase in a particular expense category. As an underlying mechanism, the influence of customer income on future purchase behavior is partially mediated by the degree to which customers engage in mental budgeting. Moreover, mental budgeting strengthens the negative effect of a price... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3069564 Tue, 08 Dec 2009 00:00:00 +0100 3069564 http://www.medworm.com/index.php?rid=3069563&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20317 This study examines online customer purchase decision making from the value perspective based on mental accounting theory. This study also identifies monetary (perceived price) and non-monetary (perceived risk, convenience, and pleasure) determinants of value. This study further explains how the individual determinants affect online purchase decision making directly and indirectly though value perception. The findings of this study offer Internet vendors practical suggestions for increasing online sales. This study, with its results, also helps advance knowledge of electronic commerce. © 2009 Wiley Periodicals, Inc. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=3069563 Tue, 08 Dec 2009 00:00:00 +0100 3069563 http://www.medworm.com/index.php?rid=2953237&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20311 The first issue of Psychology & Marketing was published in 1984. The journal was conceived as a forum for academics and practitioners in psychology, marketing, and related fields to engage in an exchange of scholarly information. The raison d'être of the journal was to bring psychologically sophisticated information and methodologies to bear on all aspects of marketing theory and practice. This review analyzes the performance of Psychology & Marketing from several perspectives, and includes data comparing its performance to the performance of other journals. Looking back over the last 25 years of its history, it seems fair to conclude that Psychology & Marketing has clearly delivered on its tacit promise of effectively building the knowledge base of marketing through psychology-based insi... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=2953237 Tue, 03 Nov 2009 15:06:55 +0100 2953237 http://www.medworm.com/index.php?rid=2953241&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20315 Although price discounts are by far the most common form of sales promotions employed by firms, the increasing use of premiums as a promotional strategy may imply that they are occupying a more important place in the promotional strategy. Since price discounts are quite costly and can reduce consumers' reference prices, undermine perception of quality, and hurt brand equity, it is crucial to know what type of promotion is the most preferred and valued by consumers. As the most recent works in the field have argued that the promotional benefit level is an important determinant of promotional effectiveness, this research reports the results of two experimental studies that investigated the interaction effect between promotional benefit level and promotion type across three levels of benefit ... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=2953241 Mon, 02 Nov 2009 00:00:00 +0100 2953241 http://www.medworm.com/index.php?rid=2953240&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20314 Two studies investigated whether various tactics of personal selling that generate different levels of resistance also produce different degrees of third-person perceptions. Furthermore, the studies compared third-person perceptions to the actual influence on behavior. Study 1 showed that more direct and blatant selling methods produce more TPP. Study 2 showed that people tend to underestimate the influence of the more direct method, especially with regard to themselves. The study concludes by identifying the ideal selling method as one in which the customers are asked about their willingness to listen to the sales campaign before they are told about it. This method increases sales and creates satisfied customers. © 2009 Wiley Periodicals, Inc. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=2953240 Mon, 02 Nov 2009 00:00:00 +0100 2953240 http://www.medworm.com/index.php?rid=2953239&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20313 This article offers an analysis of the validity of metaphor using three steps: (1) analysis of the metaphor's source concept, (2) analysis of the metaphor's aptness, and (3) analysis of the process of metaphor generation. These three steps have been applied to investigate the validity of two very well-known metaphors in marketing: product life cycle and brand personality. Results show these two metaphors lack validity when analyzed using the three steps. © 2009 Wiley Periodicals, Inc. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=2953239 Mon, 02 Nov 2009 00:00:00 +0100 2953239 http://www.medworm.com/index.php?rid=2953238&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20312 When consumers encounter different services as part of the same service experience they may use information about one group of service providers to draw inferences about the quality they expect to receive from another group of service providers. This research identifies the conditions under which information about the quality of one type of service (e.g., a hotel's front desk) influences quality perceptions of another type of service (e.g., a hotel's tour services). Results show that consumers' beliefs about managerial control influence generalizations across service providers. Also, consumers infer managerial control from the spatial proximity between the premises of the service providers. © 2009 Wiley Periodicals, Inc. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=2953238 Mon, 02 Nov 2009 00:00:00 +0100 2953238 http://www.medworm.com/index.php?rid=2870618&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20307 The spacing effect refers to the advantage in memory for information repeated at separate points in time over information repeated in massed fashion. This phenomenon has been extensively studied in psychology and has a wide scope of application. In spite of its possible applications, particularly related to advertising effectiveness, the spacing effect and its underlying theories have received limited attention in marketing. Evidence suggests that encoding variability theory, the one most frequently cited in marketing to explain the spacing effect, cannot explain existing empirical evidence as well as two other theories, reconstruction theory and study-phase retrieval theory. This paper reviews these theories, as well as extant research, and discusses implications for advertising and direc... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=2870618 Thu, 08 Oct 2009 10:14:16 +0100 2870618 http://www.medworm.com/index.php?rid=2870621&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20310 The high level of product substitution in most consumer markets often makes it difficult to match supply with demand, especially in sectors with mature, saturated markets with intense competition and a high degree of product differentiation. The difficulty of using technical characteristics such as quality and/or price to differentiate products suggests that marketers could profit from gaining more insight into the way in which consumers' purchase decisions are influenced by their perceived emotions. This paper investigates this issue in the wine market, a highly saturated market with homogeneous supply, obtaining results that appear to support the notion that emotions do indeed play a part in consumer choice structures, which show a higher degree of abstraction in those segments that repo... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=2870621 Tue, 06 Oct 2009 23:00:00 +0100 2870621 http://www.medworm.com/index.php?rid=2870620&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20309 Although the relationship between materialism and name-brand consumption has been documented in literature, its relational mechanism is not well addressed. It can hardly explain why people buy brand products without really knowing about the brands. In this case, people may consume brand products not for material possessions but for social needs, such as a desire to have favorable social self-worth and to be respected in relation to others and social activities, which is defined as face (Ting-Toomey & Kurogi, 1998). The present study explored how the relationship between materialism and brand consciousness is influenced by face. The role of face was tested both as a moderator and as a mediator. The results showed that face consciousness, material values, and brand consciousness were signifi... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=2870620 Tue, 06 Oct 2009 23:00:00 +0100 2870620 http://www.medworm.com/index.php?rid=2870619&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20308 Three quasi-experimental studies with nonstudent samples reveal that one's ability to identify with a character shown in an ad based on shared race depends on the construction of the ad and the context in which characters are depicted. Results show that race-based identification overshadows both gender- and role-based identification for a racially targeted ad for distinctive black subjects but occurs for both black and white subjects for a culturally ambiguous ad. Further, results show that race-based character identification is absent when black and white characters are depicted in a mainstream inclusive ad and that dominant cultural norms predominate. Theoretical and managerial implications regarding the contextuality of race-based identification, processing of source cues, and construct... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=2870619 Tue, 06 Oct 2009 23:00:00 +0100 2870619 http://www.medworm.com/index.php?rid=2760569&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20303 This study explores the potential impact of consumers' cognitive characteristics on their decision making as it relates to procuring pharmaceutical products via online retail channels. The results of the study indicate that both powerful others health locus of control and objectivism determine the propensity to procure pharmaceuticals via electronic retail channels. Moreover, health value is identified as a portentous moderator of the relationship between consumers' health locus of control, objectivism, and pharmaceuticals procurement via electronic retail channels. The implications of the findings and recommendations for future research are offered, as well. © 2009 Wiley Periodicals, Inc. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=2760569 Thu, 03 Sep 2009 17:11:21 +0100 2760569 http://www.medworm.com/index.php?rid=2760572&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20306 Competition has never been greater, which means it is more important than ever that organizations assess their brand management strategies, including brand personality management. However, little empirical research addresses the brand personality concept, particularly its role in product evaluation. An exception, which views brand personality as a set of human personality characteristics associated with a brand, has been criticized for its use of a factor analytical approach. An alternative approach posits that the brand represents a relationship partner with which the consumer may choose to engage; it corresponds to the interpersonal circumplex approach to personality modeling. The present study compares these two approaches by developing brand positioning maps and predicting consumer out... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=2760572 Wed, 02 Sep 2009 23:00:00 +0100 2760572 http://www.medworm.com/index.php?rid=2760571&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20305 This research explores how partitioning attributes in online search interfaces changes the valuations of those attributes - and impacts subsequent choice - such that attributes that are displayed as separate categories tend to receive greater decision weight than attributes grouped under umbrella categories. Across several choice domains - cars, dates, and hotels - we show that different attribute partitions impact the importance assigned to attributes (Studies 1 and 2), as well as consumer choices (Studies 3 and 4). We argue that these effects are due in part to users' willingness to use the implicit recommendations of interface designers to determine the importance of attributes, a willingness that extends to following explicit recommendations of online agents based on those attributes (... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=2760571 Wed, 02 Sep 2009 23:00:00 +0100 2760571 http://www.medworm.com/index.php?rid=2760570&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20304 This study examined the effects of family communication patterns (FCP) on adolescent consumers' decision-making styles and influence in family purchase decisions. Two underlying dimensions of FCP (concept-orientation and socio-orientation) were measured separately for mother-child communication and father-child communication and regressed on adolescents' use of the selected decision-making styles and influence in purchase decisions involving durable products and nondurable products for their own use. Results show that only mother-child communication patterns have significant associations with adolescents' decision-making styles and family purchase influence. Specifically, mothers' concept-oriented communication was positively linked to children's use of utilitarian decision-making styles (... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=2760570 Wed, 02 Sep 2009 23:00:00 +0100 2760570 http://www.medworm.com/index.php?rid=2673291&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20299 This study examines whether the liking advantage associated with ads containing incongruity-resolution humor depends on sensation seeking. Higher sensation seekers are assumed to enjoy arousal induction because they are lower in base arousal level. From this it can be predicted that ads containing incongruity-resolution humor will not be liked better by such people than will equivalently arousing non-humorous ads. However, the higher base arousal assumed to characterize lower sensation seekers is claimed to be associated with a preference for reduction of induced arousal. Incongruity-resolution humor provides a mechanism for reduction of the arousal occasioned by the incongruity. As a result, it is expected that lower sensation seekers will like ads containing such humor more than non-humo... Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=2673291 Thu, 06 Aug 2009 11:38:23 +0100 2673291 http://www.medworm.com/index.php?rid=2673294&cid=s_33742_36_f&fid=33742&url=http%3A%2F%2Fdx.doi.org%2F10.1002%252Fmar.20302 This study assesses the level of consumers' felt involvement in four distinct product categories of organic food (coffee, bread, fruit, and flour), and examines the role of felt involvement in the broader context of organic food shopping behavior. It is shown that the reason why consumers do not buy organic food regularly despite their positive attitudes is that such ideologically formed attitudes are not present in habitual, low-involvement shopping activities with limited problem-solving needs as in food shopping from grocery stores. The statistical analysis of an empirical sample of 200 consumers gives substantial support to the hypothesized new organic food buying behavior model. © 2009 Wiley Periodicals, Inc. (Source: Psychology and Marketing) Psychology and Marketing journals http://www.medworm.com/rss/comments.php?id=2673294 Tue, 04 Aug 2009 23:00:00 +0100 2673294