Showing papers by "J. Jeffrey Inman published in 2005"
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TL;DR: The authors examine the interplay between incidental affect and task-related affect in the context of consumer choice and find that people are more likely to rely on a status quo option when they have to make emotionally difficult trade-offs.
Abstract: We examine the interplay between incidental affect and task-related affect in the context of consumer choice. Specifically, we examine the differential impact of two discrete negative affective states — anger and sadness — vis-a`-vis a neutral affective state. We replicate Luce’s (1998) finding that people are more likely to rely on a status quo option when they have to make emotionally difficult trade-offs. However, incidental affect moderates this effect such that angry individuals are more influenced by task-related affect, while sadness is less influenced by it. These findings support our thesis that consumers experiencing different negative emotions display differential reliance on avoidance choice strategies such as choosing the status quo.
117 citations
TL;DR: The authors examine the interplay between incidental affect and task-related affect in the context of consumer choice and find that consumers are more likely to rely on a status quo option when they have to make emotionally difficult trade-offs.
Abstract: We examine the interplay between incidental affect and task-related affect in the context of consumer choice. Specifically, we examine the differential impact of two discrete negative affective states—anger and sadness—vis-a-vis a neutral affective state. We replicate Luce's ([1998][1]) finding that people are more likely to rely on a status quo option when they have to make emotionally difficult trade-offs. However, incidental affect moderates this effect such that angry individuals are more influenced by task-related affect, while sadness is less influenced by it. These findings support our thesis that consumers experiencing different negative emotions display differential reliance on avoidance choice strategies such as choosing the status quo.
[1]: #ref-13
101 citations
TL;DR: In this article, the effects of co-branding on attribute uncertainty of partner brands are investigated, and it is shown that it is not necessarily in a brand's best interest to choose a partner that is of the highest performance possible, while under certain conditions, uncertainty associated with the brands increases through the alliance, increasing the risk of image impairment.
Abstract: Co-branding is often used by managers to reinforce the image of their brands. In this paper, we investigate when a brand's image is reinforced or impaired as a result of co-branding, and which partner is right for a firm that considers co-branding for image reinforcement. We address these issues by examining the effects of co-branding on attribute uncertainty of partner brands. We conceptualize attribute beliefs as two-dimensional constructs. The first dimension reflects the expected value of the attribute, while the second dimension reflects the degree of certainty about the attribute. We argue that these parameters are updated after consumers are exposed to a co-branding activity and develop an analytical model that incorporates these notions. Based on categorization theory, the model describes the updating mechanism of partner brand beliefs that occur as a result of co-branding. An analysis of the model leads to several propositions, which we test in an experiment. Our findings indicate that it is not necessarily in a brand's best interest to choose a partner that is of the highest performance possible. Moreover, we find that while expected values of the brand attributes may improve as a result of co-branding, under certain conditions, uncertainty associated with the brands increases through the alliance, increasing the risk of image impairment.
100 citations
TL;DR: The Practice Prize reports consist of one article with two parts as follows: "Sinha, Ashish, J. Jeffrey Inman, Yantao Wang, Joonwook Park. Attribute drivers: A factor analytic choice map approach for understanding choices among SKUs" and "Tellis, Gerard J., Rajesh K. Chandy, Deborah MacInnis, Pattana Thaivanich.
Abstract: The Practice Prize Reports consist of one article with two parts as follows: "Sinha, Ashish, J. Jeffrey Inman, Yantao Wang, Joonwook Park. Attribute drivers: A factor analytic choice map approach for understanding choices among SKUs" and "Tellis, Gerard J., Rajesh K. Chandy, Deborah MacInnis, Pattana Thaivanich. "Modeling the microeffects of television advertising: Which ad works, when, where, for how long, and why?"
34 citations