Psychology and MarketingThis is an RSS file. You can use it to subscribe to this data in your favourite RSS reader, such as GoogleReader, or to display this data on your own website or blog. Subscribe to this data using MyMedWorm.Subscribe to this data using GoogleReader.Subscribe to this data using Bloglines.Subscribe to this data using MyYahoo.

This page shows you the latest items in this publication.

Pages: 1 2 3 4

155 records returned

25 years of Psychology & Marketing: a multidimensional reviewEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
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 fai...
Source: Psychology and Marketing - November 3, 2009 Category: Psychiatry & Psychology Authors: Haseeb Ahmed Shabbir, Jon Reast, Dayananda Palihawadana Tags: Research Articles Source Type: journals

Effectiveness of price discounts and premium promotionsEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
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 rep...
Source: Psychology and Marketing - November 2, 2009 Category: Psychiatry & Psychology Authors: Mariola Palazon, Elena Delgado-Ballester Tags: Research Articles Source Type: journals

Third-person perception and purchase behavior in response to various selling methodsEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
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 campaig...
Source: Psychology and Marketing - November 2, 2009 Category: Psychiatry & Psychology Authors: Nurit Tal-Or, Shiri Shilo, Talia Meister Tags: Research Articles Source Type: journals

Metaphor's validity in marketing researchEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
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)
Source: Psychology and Marketing - November 2, 2009 Category: Psychiatry & Psychology Authors: Sonia Capelli, Alain Jolibert Tags: Research Articles Source Type: journals

Consumers' inferences about quality across diverse service providersEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
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...
Source: Psychology and Marketing - November 2, 2009 Category: Psychiatry & Psychology Authors: Anja Reimer, Valerie Folkes Tags: Research Articles Source Type: journals

The spacing effect in marketing: A review of extant findings and directions for future researchEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
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, r...
Source: Psychology and Marketing - October 8, 2009 Category: Psychiatry & Psychology Authors: Hayden Noel, Beth Vallen Tags: Research Articles Source Type: journals

Using emotional benefits as a differentiation strategy in saturated marketsEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
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 ...
Source: Psychology and Marketing - October 6, 2009 Category: Psychiatry & Psychology Authors: Ramo Barrena, Mercedes Sánchez Tags: Research Articles Source Type: journals

Face as a mediator of the relationship between material value and brand consciousnessEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
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 ...
Source: Psychology and Marketing - October 6, 2009 Category: Psychiatry & Psychology Authors: Jiangqun Liao, Lei Wang Tags: Research Articles Source Type: journals

Why do I identify with thee? Let me count three ways: How ad context influences race-based character identificationEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
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 domin...
Source: Psychology and Marketing - October 6, 2009 Category: Psychiatry & Psychology Authors: Anne M. Brumbaugh Tags: Research Articles Source Type: journals

An empirical investigation of consumers' procurement of pharmaceutical products via online retail channelsEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
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 ...
Source: Psychology and Marketing - September 3, 2009 Category: Psychiatry & Psychology Authors: Rajasree K. Rajamma, Lou E. Pelton Tags: Research Articles Source Type: journals

Comparing factor analytical and circumplex models of brand personality in brand positioningEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
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 i...
Source: Psychology and Marketing - September 2, 2009 Category: Psychiatry & Psychology Authors: Jia Yao Esther Bao, Jillian C. Sweeney Tags: Research Articles Source Type: journals

Shaping online consumer choice by partitioning the WebEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
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 in...
Source: Psychology and Marketing - September 2, 2009 Category: Psychiatry & Psychology Authors: Jolie M. Martin, Michael I. Norton Tags: Research Articles Source Type: journals

Adolescents' perceptions of family communication patterns and some aspects of their consumer socializationEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
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 s...
Source: Psychology and Marketing - September 2, 2009 Category: Psychiatry & Psychology Authors: Chankon Kim, Hanjoon Lee, Marc A. Tomiuk Tags: Research Articles Source Type: journals

Humor and ad liking: Evidence that sensation seeking moderates the effects of incongruity-resolution humorEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
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 f...
Source: Psychology and Marketing - August 6, 2009 Category: Psychiatry & Psychology Authors: Graeme Galloway Tags: Research Articles Source Type: journals

Product involvement in organic food consumption: Does ideology meet practice?Email this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
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 suppo...
Source: Psychology and Marketing - August 4, 2009 Category: Psychiatry & Psychology Authors: Anssi Tarkiainen, Sanna Sundqvist Tags: Research Articles Source Type: journals

The effect and moderation of gender identity congruity: Utilizing "real women" advertising imagesEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
The present article examines the predictive ability of gender identity congruity in explaining women's responses to advertising appeals. The contributions of the article are twofold: (1) to demonstrate whether advertisements that are congruent with female consumers' gender identities elicit strong positive responses and (2) to identify the factors that moderate/mediate the impact of gender identity congruity on consumer responses to advertisements. The research findings provide evidence of the ability of gender identity congruity to elicit positive responses to advertising appeals. The relationship between gender identity ...
Source: Psychology and Marketing - August 4, 2009 Category: Psychiatry & Psychology Authors: Stéphanie Feiereisen, Amanda J. Broderick, Susan P. Douglas Tags: Research Articles Source Type: journals

The reflection effect in time-related decisionsEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
This article presents evidence to the contrary. Drawing on literature from organizational behavior, the authors posit that consumers' schedules provide the reference points necessary to produce the reflection effect in time-related decisions. Two experimental studies support this expectation. Potential rationales and limiting conditions are explored. © 2009 Wiley Periodicals, Inc. (Source: Psychology and Marketing)
Source: Psychology and Marketing - August 4, 2009 Category: Psychiatry & Psychology Authors: Nobuhide Zushi, Eleonora Curlo, Gloria P. Thomas Tags: Research Articles Source Type: journals

Trait superstition and consumer behavior: Re-conceptualization, measurement, and initial investigationsEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
The authors propose that superstitions are employed as a heuristic device and that they influence a variety of consumer behaviors. Previous research has assessed superstition by investigating specific superstitious beliefs. The present research advances the literature by developing a general measure of a propensity to be superstitious. In a two-study sequence, a new measure of trait superstition is developed and a nomological net of its consequences and antecedents identified. Study 1 employed a sample of 322 student responses to investigate the influence of trait superstition on traditional superstitious behaviors, such a...
Source: Psychology and Marketing - July 5, 2009 Category: Psychiatry & Psychology Authors: Brad D. Carlson, John C. Mowen, Xiang Fang Tags: Research Articles Source Type: journals

Complaining: A function of attitude, personality, and situationEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
This study confirms that the likelihood that consumers will complain over defects and deficiencies depends a lot on the situation and specifically on the size of the loss due to the defect and deficiency. However, some individuals refrain from complaining even in serious cases. This study shows that the propensity to complain depends on the person's attitude toward complaining and on personality traits (inclination to become dissatisfied). The two latter variables reinforce one another. © 2009 Wiley Periodicals, Inc. (Source: Psychology and Marketing)
Source: Psychology and Marketing - June 30, 2009 Category: Psychiatry & Psychology Authors: John Thøgersen, Hans Jørn Juhl, Carsten Stig Poulsen Tags: Research Articles Source Type: journals

Value structures in a decoy and compromise effect experimentEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
Two processes have been identified as governing decoy and compromise effects in decision making: The value shift process suggests that the decoy influences the cognitive evaluation of the target or the competitor in terms of their perceived attribute values. The value added process postulates that the decoy provides an increment in value for the target because the presence of the decoy helps justify the choice of the target over the competitor. Several theories for explaining such value shifts are analyzed and then tested in an experimental setting. The results are surprising and contradict traditional assumptions, since a...
Source: Psychology and Marketing - June 30, 2009 Category: Psychiatry & Psychology Authors: Hans Pechtl Tags: Research Articles Source Type: journals

Cultural value, consumption value, and global brand image: A cross-national studyEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
This study developed a conceptual framework which incorporated cultural value not only as a direct antecedent of brand image, but also as an indirect antecedent of brand image through consumption value, and empirically tested it using the category of apparel. Following this framework, this study hypothesized the differences in brand image, cultural value, and consumption value between the U.S. and South Korea. Data were gathered through surveying university students residing in the San Francisco and Seoul metropolitan areas using a convenience sampling method. A total of 329 completed questionnaires were used in factor ana...
Source: Psychology and Marketing - June 30, 2009 Category: Psychiatry & Psychology Authors: Hye-Jung Park, Nancy J. Rabolt Tags: Research Articles Source Type: journals

Scholarly works from the GMC: A judgment sampleEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
No Abstract. (Source: Psychology and Marketing)
Source: Psychology and Marketing - June 17, 2009 Category: Psychiatry & Psychology Authors: Eunju Ko Tags: Editorial Source Type: journals

Modeling consumer adoption of mobile shopping for fashion products in KoreaEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
This study explores the potential of a consumer technology adoption model in examining structural relationships among mobile commerce characteristics, perceived value, and intention to adopt mobile shopping for fashion products. Through an online survey method, the 511 valid questionnaires obtained from Korean users of a mobile Internet service identified perceived m-commerce characteristics consisting of four factors: usefulness, enjoyment, ease of use, and instant connectivity. The first three factors were positively related to perceived value, whereas instant connectivity was negatively related. Moreover, estimated stru...
Source: Psychology and Marketing - June 9, 2009 Category: Psychiatry & Psychology Authors: Eunju Ko, Eun Young Kim, Eun Kyung Lee Tags: Research Articles Source Type: journals

Consumer adoption of virtual stores in Korea: Focusing on the role of trust and playfulnessEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
This study employs TAM (technology acceptance model) as the base model and develops a more comprehensive version of TAM to better reflect a virtual store. The model employs playfulness, trust, information richness, and system quality, in addition to perceived usefulness and ease of use. The study investigates the causal relationships among the constructs used in this revised TAM and identifies the causal role of the constructs in developing the intention to use a virtual store. It finds that attitude toward a virtual store is the most significant factor in predicting the behavioral intention to use a virtual store. It also...
Source: Psychology and Marketing - June 9, 2009 Category: Psychiatry & Psychology Authors: Sang Hyun Oh, Yong Man Kim, Chong Whan Lee, Gyu Yeol Shim, Min Sook Park, Hong Seob Jung Tags: Research Articles Source Type: journals

Value-based segmentation of luxury consumption behaviorEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
Following a broader perspective in exploring customer perceptions of and motives for purchasing luxury brands, it is not sufficient to explain the whole picture of luxury consumption in terms of socially oriented consumer motives and the desire to impress others. The main contribution here is to explore a multidimensional framework of luxury value as a general basis for identifying value-based consumer segments. The empirical results can be seen as a first step toward a better understanding of consumers' luxury value perceptions as based on social, individual, functional, and financial aspects. ©2009 Wiley Periodicals, In...
Source: Psychology and Marketing - June 9, 2009 Category: Psychiatry & Psychology Authors: Klaus-Peter Wiedmann, Nadine Hennigs, Astrid Siebels Tags: Research Articles Source Type: journals

The investigation of Chinese consumer values, consumption values, life satisfaction, and consumption behaviorsEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
The primary objective of this study was to investigate how the changing value systems of modern Chinese consumers affect their consumption behaviors and life satisfaction through the mediating variables of consumption values. The results of the multivariate data analysis show that three out of four types of consumer values (i.e., functional, emotional, and social) were positively related to foreign brand purchasing. Among all accepted relationships, the one between collectivism and functional value was the highest, whereas the collectivism and epistemic value relationship was the lowest. Individualism and collectivism were...
Source: Psychology and Marketing - June 9, 2009 Category: Psychiatry & Psychology Authors: Ge Xiao, Jai-Ok Kim Tags: Research Articles Source Type: journals

Do VIP programs always work well? The moderating role of loyaltyEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
This paper addresses some important issues involving the effective deployment of ever-increasing VIP program budgets. Recent research results on the effects of VIP programs have been somewhat mixed. Some studies have found a positive influence on consumer behavior, while others report no significant impact. The purpose of this research is to provide a possible explanation for such contradictory evidence in the literature. The results of this study reveal that customer responses to VIP programs depend on their loyalty traits. Specifically, two loyalty dimensions - behavioral loyalty and attitudinal loyalty - interact with e...
Source: Psychology and Marketing - June 9, 2009 Category: Psychiatry & Psychology Authors: Donghoon Kim, Seung-yon Lee, Kyunghee Bu, Seho Lee Tags: Research Articles Source Type: journals

How to repair customer trust after negative publicity: The roles of competence, integrity, benevolence, and forgivenessEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
The purpose of the comprehensive model presented here is to explain the underlying mechanism by which corporations can repair customer trust after negative publicity. The study sets out to examine corporate informational, affective, and functional initiatives managers take to influence three trustworthiness factors - competence, benevolence, and integrity - and to elicit forgiveness. A scenario-based experiment conducted to test the conceptual model found support for most hypotheses. According to the results, rebuilding a trustworthy image and earning consumer forgiveness are crucial steps in repairing consumer trust. A cl...
Source: Psychology and Marketing - June 9, 2009 Category: Psychiatry & Psychology Authors: Yi Xie, Siqing Peng Tags: Research Articles Source Type: journals

Cognitive segmentation: Modeling the structure and content of customers' thoughtsEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
This paper proposes a cognitive segmentation technique that models both customers' cognitive content and structure. Cognitive segmentation provides a quantitative operationalization of idiographic cognitions that can be compared and integrated across customers to move beyond the in-depth understanding and wide generalizing trade-off. In addition, cognitive segmentation utilizes participants' own semantics for eliciting and aggregating cognitions. This method allows researchers to understand content in light of structure, as participants' elicited cognitive contents are further interpreted as a function of the complexity of...
Source: Psychology and Marketing - May 4, 2009 Category: Psychiatry & Psychology Authors: François A. Carrillat, Robert J. Riggle, William B. Locander, Gary F. Gebhardt, James M. Lee Tags: Research Articles Source Type: journals

Beliefs of and attitudes toward political advertising: An exploratory investigationEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
The major goals of this study were to identify voters' belief structures about political advertising, develop a scale to measure beliefs, and examine how the identified beliefs are related to overall attitudes toward political advertising. The reliabilities, factor structure, and validity tests indicate that five belief dimensions - information, veracity, cynicism, money politics, and entertainment - have sound and stable properties. The scale demonstrates that voters assess political advertising at the instrumental level (e.g., information, veracity, and entertainment) as well as the institutional level (e.g., cynicism an...
Source: Psychology and Marketing - May 1, 2009 Category: Psychiatry & Psychology Authors: Hyun Seung Jin, Soontae An, Todd Simon Tags: Research Articles Source Type: journals

The role of consideration sets in brand choice: The moderating role of product characteristicsEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
This study investigates the role of consideration sets in brand choice. Brand-level aggregated data are used to capture the responses of consumers who face a number of international and domestic brands in markets rather than two or three brands in experimental designs, as in Chaudhuri and Holbrook (2001). Empirical evidence from path analysis shows that the consideration set for hedonic products includes a smaller number of dominant brands, whereas the consideration set for utilitarian products includes more and diverse brands. The probability of being finally chosen from the consideration set differs according to product ...
Source: Psychology and Marketing - May 1, 2009 Category: Psychiatry & Psychology Authors: Jung-Chae Suh Tags: Research Articles Source Type: journals

Attachment orientations in business-to-business relationshipsEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
Attachment theory has produced an impressive body of evidence for explaining individual differences in personal relationship behavior. The current study examines whether attachment theory can be fruitfully extended to business-to-business relationships. Hypotheses about the impact of personal attachment orientations on key relationship constructs are developed and empirically tested in two business-to-business relationships. Customers who are securely attached in their personal relationships with their romantic partners experience higher levels of satisfaction, trust, and repurchase intent in their business-to-business rel...
Source: Psychology and Marketing - May 1, 2009 Category: Psychiatry & Psychology Authors: Marcel Paulssen Tags: Research Articles Source Type: journals

Marketing movies: An introduction to the special issueEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
No Abstract. (Source: Psychology and Marketing)
Source: Psychology and Marketing - April 18, 2009 Category: Psychiatry & Psychology Authors: Steven R. Pritzker Tags: Introduction Source Type: journals

Do experts and novices evaluate movies the same way?Email this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
This study assessed college student (i.e., novice) ratings on movies released from 2001 to 2005 and compared them to expert opinions and those of self-declared novices on major movie rating Web sites. Results suggest that the student ratings overlapped considerably - but not overwhelmingly - with the self-described novices, student ratings correlated at a lower magnitude with critic ratings, and the ratings of students who saw the most movies correlated more highly with both critics and self-described novices than those of students who saw the least movies. The results suggest a continuum of creative evaluation in which th...
Source: Psychology and Marketing - April 17, 2009 Category: Psychiatry & Psychology Authors: Jonathan A. Plucker, James C. Kaufman, Jason S. Temple, Meihua Qian Tags: Research Articles Source Type: journals

Values of protagonists in best pictures and blockbusters: Implications for marketingEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
Understanding the personal values of protagonists in films can provide a foundation upon which to build film marketing campaigns. The research discussed below focused on the personal values of protagonists in 93 films comprising three samples released in the United States between 1996 and 2005 noteworthy for their eminent creativity and/or high profitability. The method used was content analysis with coding based on the adaptations of the Rokeach value descriptors. The most important personal values related to goals were determined to be family security, self-respect, a sense of accomplishment, and true friendship (in all ...
Source: Psychology and Marketing - April 17, 2009 Category: Psychiatry & Psychology Authors: Douglas Charles Beckwith Tags: Research Articles Source Type: journals

Creativity and integrity: Marketing the "in development" screenplayEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
This study's purpose was to explore the relationship between creativity and integrity in the ideation phase of feature filmmaking. Integrity refers to one's self-defined ability to maintain authenticity and moral autonomy while preserving one's sense of membership and loyalty to the team or organization. When team members choose elements for the screenplay's story that they feel will attract the ideal audience, the dynamic tension between creativity and integrity is most apparent. The forces at play during this phase of work yielded the research question: In what ways and to what degree do screenwriters and'or studio execu...
Source: Psychology and Marketing - April 17, 2009 Category: Psychiatry & Psychology Authors: Brooks Ferguson Tags: Research Articles Source Type: journals

Cinematic success criteria and their predictors: The art and business of the film industryEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
The author reviewed the empirical research on the factors underlying the success of feature-length narrative films. After specifying some methodological caveats, the review examined the three main criteria by which a film's success can be evaluated: critical evaluations (both early and post-theatrical run), financial performance (including first weekend and gross), and movie awards (including dramatic, visual, technical, and music categories). To what extent do these criteria represent distinct aesthetic and economic assessments? The review then turned to the various predictors of these success criteria. How is success con...
Source: Psychology and Marketing - April 17, 2009 Category: Psychiatry & Psychology Authors: Dean Keith Simonton Tags: Research Articles Source Type: journals

The influence of source credibility on attitude certainty: Exploring the moderating effects of timing of source identification and individual need for cognitionEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
This research investigates the influence of source credibility on attitude certainty, referring to an individual's subjective confidence in his/her attitude. Results of a laboratory experiment (N = 220) show that low source credibility, compared with high source credi-bility, leads to greater attitude certainty. This relationship, however, only holds when the source is identified before message exposure and for people who are low in need for cognition. Theoretical and practical implications of the findings are discussed. ©2009 Wiley Periodicals, Inc. (Source: Psychology and Marketing)
Source: Psychology and Marketing - March 8, 2009 Category: Psychiatry & Psychology Authors: Xiaoli Nan Tags: Research Articles Source Type: journals

The brand anchoring effect: A judgment bias resulting from brand awareness and temporary accessibilityEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
Following the Selective Activation, Reconstruction, and Anchoring (SARA) and consumer-based brand equity models, high awareness brands are expected to serve as anchors for forming impressions of co-branded entities. Comparing the brand personality profiles of fictitious brand alliances with high and low awareness brands, the brand anchoring effect is found in Studies 1 and 2. Moreover, Study 3 shows that the effect generalizes to specific brand characteristics and results from making brand-related information more available. Future research on brand awareness and on the brand anchoring effect is discussed. © 2009 Wiley Pe...
Source: Psychology and Marketing - March 6, 2009 Category: Psychiatry & Psychology Authors: Franz-Rudolf Esch, Bernd H. Schmitt, Joern Redler, Tobias Langner Tags: Research Articles Source Type: journals

Selecting the right cause partners for the right reasons: The role of importance and fit in cause-brand alliancesEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
Cause-brand alliances (CBAs) are becoming a routine strategy to enhance the image of the brand and the cause and to encourage brand sales. This research conducted two studies to evaluate importance and fit as selection criteria for the cause partner. Study 1 evaluated the relative importance of a cause on attitudes and purchase intent for a familiar versus an unfamiliar brand. Results suggested that importance of the cause had an effect on attitudes and purchase intent for an unfamiliar brand but not for a familiar brand. Based on an unexpected finding in Study 1, a second study was conducted that addressed the issue of ca...
Source: Psychology and Marketing - March 6, 2009 Category: Psychiatry & Psychology Authors: Barbara A. Lafferty Tags: Research Articles Source Type: journals

Consumer decision making and variety of offerings: The effect of attribute alignabilityEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
This article approaches the issue of assortment variety from a decision-theoretical perspective, by positing circumstances under which expanding the number of varieties will positively or negatively affect consumer behavior. Herein, the concept of attribute alignability provides explanatory potential. Two experimental studies are presented which analyze the effect of the number of product varieties on customers' decision-making behavior by means of manipulating the choice settings in a virtual car configurator. It can be shown that whether the product attributes in question are alignable or nonalignable is the decisive fac...
Source: Psychology and Marketing - March 6, 2009 Category: Psychiatry & Psychology Authors: Andreas Herrmann, Mark Heitmann, Robert Morgan, Stephan C. Henneberg, Jan Landwehr Tags: Research Articles Source Type: journals

Leaving the store empty-handed: Testing explanations for the too-much-choice effect using decision field theoryEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
Economic theories of choice suggest that more options are better, and people should prefer choosing from among more options to find their most valued alternative. But in an intriguing counter-example, Iyengar and Lepper (2000) observed that while people were attracted to more options while shopping, the larger set size increased the likelihood that they would leave the store empty-handed. Surprisingly, this too-much-choice effect has not been consistently observed in situations where it would be expected (e.g., Chernev, 2003; Scheibehenne, 2008). This paper describes boundary conditions for the too-much-choice effect that ...
Source: Psychology and Marketing - February 9, 2009 Category: Psychiatry & Psychology Authors: Ryan K. Jessup, Elizabeth S. Veinott, Peter M. Todd, Jerome R. Busemeyer Tags: Research Articles Source Type: journals

Testing the tyranny of too much choice against the allure of more choiceEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
When choosing among several options, people often defer choice. Previous research found that choice deferral can increase and/or decrease as the number of available options increases. To understand these contradictory findings, the assumption was made that people may defer choice for either of two reasons. The number of deferrals made in a controlled laboratory experiment that were inferred to be due to no options being good enough, decreased as the number of options increased. In contrast, the number of deferrals inferred to be due to there being uncertainty regarding which option was the best, increased. Observing these ...
Source: Psychology and Marketing - February 9, 2009 Category: Psychiatry & Psychology Authors: Chris M. White, Ulrich Hoffrage Tags: Research Articles Source Type: journals

Size, entropy, and density: What is the difference that makes the difference between small and large real-world assortments?Email this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
Consumer research has shown the downsides of offering consumers too much choice and is now starting to explore moderators of the effect of assortment size on consumer decisions. Building on previous studies, this research examines two side effects of tyranny of choice in the marketplace: high assortment entropy and high density of attribute values. We analyze two supermarkets - one offering small, the other large assortments - to examine how size, entropy, and density relate in the marketplace. We find that larger supermarket assortments come with higher density and higher entropy. Simulations of various choice strategies ...
Source: Psychology and Marketing - February 9, 2009 Category: Psychiatry & Psychology Authors: Barbara Fasolo, Ralph Hertwig, Michaela Huber, Mark Ludwig Tags: Research Articles Source Type: journals

What moderates the too-much-choice effect?Email this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
Core theories in economics, psychology, and marketing suggest that decision makers benefit from having more choice. In contrast, according to the too-much-choice effect, having too many options to choose from may ultimately decrease the motivation to choose and the satisfaction with the chosen option. To reconcile these two positions, we tested whether there are specific conditions in which the too-much-choice effect is more or less likely to occur. In three studies with a total of 598 participants, we systematically investigated the moderating impact of choice set sizes, option attractiveness, and whether participants had...
Source: Psychology and Marketing - February 9, 2009 Category: Psychiatry & Psychology Authors: Benjamin Scheibehenne, Rainer Greifeneder, Peter M. Todd Tags: Research Articles Source Type: journals

The effect of choice complexity on perception of time spent choosing: When choice takes longer but feels shorterEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
Two studies examine the effect of the complexity of the choice environment on the perceived duration of the time spent choosing. The experiments demonstrate that the estimation of the time spent making a decision is affected by the number of options available in the choice set. In Experiment 1, participants having to choose 1 of 24 mobile phones tended to underestimate the time spent whereas participants confronted with the choice of 6 mobile phones tended to overestimate the actual time spent. Experiment 2 corroborates this finding, in the presence of varying degrees of attribute correlation. We conclude with theoretical ...
Source: Psychology and Marketing - February 9, 2009 Category: Psychiatry & Psychology Authors: Barbara Fasolo, Floriana A. Carmeci, Raffaella Misuraca Tags: Research Articles Source Type: journals

Testing the boundaries of the choice overload phenomenon: The effect of number of options and time pressure on decision difficulty and satisfactionEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
The number of alternatives available to people in many day-to-day decisions has greatly increased in Western societies. The present research sought to build upon recent research suggesting that having large numbers of alternatives can sometimes have negative consequences for individuals. In the present experiment, participants were presented with descriptions of either 3 or 10 prizes and asked to choose one, for which they were to be entered in a drawing. The number of alternatives was manipulated in conjunction with the amount of time people were allotted to make a decision (limited vs. extended decision time). Following ...
Source: Psychology and Marketing - February 9, 2009 Category: Psychiatry & Psychology Authors: Graeme A. Haynes Tags: Research Articles Source Type: journals

Satisfaction in choice as a function of the number of alternatives: When "goods satiate"Email this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
People are typically thought to be better off with more choices, yet often prefer to choose from few alternatives. By considering the perceived benefits and costs of choice, it is proposed that satisfaction from choice is an inverted U-shaped function of the number of alternatives. This proposition is verified experimentally. It is further hypothesized that differences in cognitive costs affect the relative location of the function's peak. Specifically, since - in large sets - perceptual costs of processing alternatives varying in shape are greater than for alternatives varying in color, the peak of the satisfaction functi...
Source: Psychology and Marketing - February 9, 2009 Category: Psychiatry & Psychology Authors: Elena Reutskaja, Robin M. Hogarth Tags: Research Articles Source Type: journals

Introduction to the special issue on assortment structure and choiceEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
No Abstract. (Source: Psychology and Marketing)
Source: Psychology and Marketing - February 1, 2009 Category: Psychiatry & Psychology Authors: Benjamin Scheibehenne, Peter M. Todd Tags: Introduction Source Type: journals

Does brand social power mean market might? Exploring the influence of brand social power on brand evaluationsEmail this article to a colleague. Save this article to My Clippings. Discuss or comment on this article.
The importance of brand equity has been recognized in the marketing literature for years. Although researchers generally agree there is a social component to brand equity, empirical work in this area stops short of exploring the brand's ability to exert a social influence on consumers and their choices. The present manuscript attempts to address this deficit and extend the brand equity literature by proposing a new construct - brand social power. Drawing from research on social influence and perceived power, five bases of brand social power are identified and a conceptual attempt is made to integrate brand social power wit...
Source: Psychology and Marketing - January 8, 2009 Category: Psychiatry & Psychology Authors: Jody L. Crosno, Traci H. Freling, Steven J. Skinner Tags: Research Articles Source Type: journals