Showing papers in "Journal of Consumer Psychology in 2005"

TL;DR: In this article, a scale to measure the strength of consumers' emotional attachments to brands has been devised, and the scale is positively associated with indicators of both commitment and investment, as well as with satisfaction, involvement, and brand attitudes.

TL;DR: The authors argue that consumer behavior is often strongly influenced by subtle environmental cues, and they use grocery shopping as an example to argue that the traditional perspective on consumer choice based on conscious information processing leaves much variance to be explained and that many choices are made unconsciously and are strongly affected by the environment.

TL;DR: This paper found that the presence of peers increases the urge to purchase, and the presence with family members decreases it, and that this difference is greater when the group (peers or family) is cohesive and when participants are susceptible to social influence.

TL;DR: Choi et al. as mentioned in this paper found that Korean brand personality structure carries cultural meaning, reflecting the importance of Confucian values in Korea's social and economic systems, and the two unique factors (White Collar and Androgyny) that emerged in the U.S. sample suggest changing cultural values associated with occupational status and gender roles.

TL;DR: In this article, the authors identify three types of awareness: awareness of the environmental features that trigger an automatic process, the automatic process itself, and the outcome of that automatic process.

TL;DR: This article investigated the antecedents of volunteer behavior within a hierarchical model of motivation and personality and found that the measure of volunteer orientation was a significant predictor of the functional motives and of volunteer behaviors.

TL;DR: In this article, the role of consumer guilt in a retail context was explored and the results of a field study indicate that a consumer's lack of purchase can lead to a guilt response when social connectedness with a salesperson exists and the consumer perceives he or she has control over the purchase decision.

TL;DR: In this article, the power of social-relational framing to complicate superficially straightforward economic exchanges of goods and services is demonstrated. But the authors do not consider how people respond to breaches of relational boundaries (a willingness to turn a blind eye to taboo trade-offs when it is in their interest to do so).

TL;DR: This paper examined whether the effects of language extend to a potentially less malleable domain, behavioral decisions, exploring the extent to which bilingual individuals shift the underlying strategies used to resolve choice problems.

TL;DR: The authors investigated the extent to which a salesperson's presentation and consumer suspicion of ulterior motive affect salesperson evaluations and purchase intentions. And they found that suspicion of motive is a dynamic state in which consumers entertain rival hypotheses about the salesperson, and that, depending on the degree of suspicion, the same salesman's tactics will be processed very differently by consumers.

TL;DR: In this article, the authors argued that consumers' decisions to refuse a coupon might violate principles of economic rationality, however, such decisions are nevertheless functional as they serve important social goals and that it can be smarter for consumers to forgo a deal rather than obtain one.

TL;DR: This article explored advice acceptance for high-stakes decisions (i.e., those with subjectively important and risky outcomes), focusing on the relative influence of two components of consumer trust (benevolence and expertise) as well as perceived emotional decision difficulty.

TL;DR: This article examined the effect of consumer dispositions on the relationships between stress-related appraisals, consumption emotions, and the coping process, and found that consumer personality traits of consumer assertiveness and marketing maven and the general personality trait of extraversion interact with cognitive appraises to influence consumers' choice of coping strategies.

TL;DR: This paper explored the role of anticipated negative feelings in the observed disparity between buying and selling prices for the same endowed object and found that psychological variables that attenuate the emotional response to negative events should further reduce the price disparity between buyers and sellers.

TL;DR: This article found that consumers often rely heavily on price as a predictor of quality and typically overestimate the strength of this relation and that the inferences of quality they make on the basis of price can influence their actual purchase decisions.

TL;DR: This article found that congruent magnitude representations result in more favorable price knowledge (i.e., greater value perceptions and lower price judgments) and increased purchase likelihood, but consumers are not consciously aware of the role of magnitude representations in influencing price perceptions.

TL;DR: In this paper, the authors used TMT to understand maladaptive responses to fear appeals and found that participants who were highly committed to a worldview of drinking alcohol rejected socially acceptable attitudes toward drinking and driving when the message containing such attitudes was accompanied by a fear appeal that contained death as a consequence, but not when fear appeals contained the fear of arrest or serious injury.

TL;DR: In this article, the authors identify two factors, category familiarity and the nature of the category cue, that are responsible for determining whether inferences are based on a single category or multiple, competing categories.

TL;DR: A comparison of the effect of conscious inputs (e.g., the attributes of options in the choice set) and unconscious inputs as discussed by the authors indicates that the former have a significant advantage.

TL;DR: In this paper, the authors examined the conditions in which these decoy effects occur and found that decoys exerted their influence through their impact on the values that participants assigned to the attributes on which the evaluations were based.

TL;DR: This article examined the role that materialism plays in the family structure-stress relation in a sample of adolescents and found that adolescents who associate happiness with material possessions report higher levels of family stress due to family disruption (parental divorce).

TL;DR: In this paper, the authors demonstrate the potential influence of name similarity on perceptions of similarity to oneself in general, liking, and compliance in a scenario in which the protagonist's name was similar to their own, and find that the character was more similar to themselves, reported greater liking for the person and expressed more willingness to comply with a request for help than control participants did.

TL;DR: In this article, the interactive effects of mood and involvement on evaluations of product extensions that vary in their similarity to the core brand were examined, and it was shown that mood's effect on extension evaluations may further depend on the measurement procedures used to elicit product appraisals.

TL;DR: The authors examined the influence of attaching a seemingly insignificant Post-it note to a survey packet on the likelihood of completing the survey and found that participants who received a packet with an affixed Postit note request had significantly higher return rates than those who received the identical survey with (a) no sticky note, (b) the same message written on the cover sheet, but without a Post-It, or (c) a blank post-it with no message provided.

TL;DR: The authors discuss the inherent limitations of scenario studies and show how the emergence of attribution analysis in real interpersonal interactions may qualify the results obtained in these studies and discuss the norm consistency and social identity maintenance mechanisms proposed in the article and advance several alternative mediators of the phenomenon.

TL;DR: The relational framing perspective on taboo exchanges addresses a number of issues that have also been the subjects of considerable interpretive research and theorizing as discussed by the authors, such as gift giving, love, sacredness, purity, and boundaries.

TL;DR: In this paper, the authors show that price-matching guarantees affect the process through which consumers translate price information into subjective judgments, which leads consumers to perceive products and stores that offer price matching guarantees as less expensive.

TL;DR: This reply generally support Simonson's (2005) claim that research based on consumers as conscious decision makers is indeed predictive of a wide variety of behavior, and argues that the importance of consciousness should not be overstated.

TL;DR: For example, the authors suggests that buyers are prevention focused and consequently place a greater emphasis on loss-related frames, whereas sellers are promotion focused and place a higher emphasis on gainrelated frames.

TL;DR: It is theorized that forming an accurate mental representation of the text content of ads is essential for comprehension and can influence evaluations, and four empirical studies suggest that the repetition of certain verbal and pictorial cues can help provide referential continuity.