Showing papers in "Journal of Consumer Psychology in 2011"

TL;DR: The authors suggest that consumers should buy more experiences and fewer material goods; use their money to benefit others rather than themselves; buy many small pleasures rather than fewer large ones; eschew extended warranties and other forms of overpriced insurance; delay consumption; consider how peripheral features of their purchases may affect their day-to-day lives; beware of comparison shopping; and pay close attention to the happiness of others.

TL;DR: This article proposed that the concept of emotional attachment, and specifically the independent constructs of psychological ownership and affective reaction, can help explain many of the endowment effect findings documented in the literature.

TL;DR: This article found that the effects of two versus one-sided arguments depend on the perceived consistency between a reviewer's arguments and rating, and that beliefs that the reviewer is able (vs. willing) to tell the truth mediated the effects.

TL;DR: A review of the literature reveals that the theoretical underpinnings of the majority of loyalty program research rest on psychological mechanisms from three specific domains (status, habit, and relational) as mentioned in this paper.

TL;DR: In this paper, the authors present a series of studies, including two field experiments, that test the effectiveness of an alternative, "active choice" policy in which there is no default, but decision makers are required to make a choice.

TL;DR: In this paper, the authors propose a framework for understanding the formation of the possession-self link, arguing that a possession's ability to represent the important domains on which a person bases her self-worth affects the possession−self link.

TL;DR: The authors argue that time plays a critical role in understanding happiness, and it complements the money-spending happiness principles in Dunn, Gilbert, and Wilson (2011) by offering five time-spent happiness principles: spend time with the right people; spend time on the right activities; enjoy the experience without spending the time; expand your time; and be aware that happiness changes over time.

TL;DR: In two laboratory and one pilot field study, the authors demonstrate that cause marketing, whereby firms link products with a cause and share proceeds with it, reduces charitable giving by consumers, even when it is costless to the consumer to buy on CM (versus not); further, instead of increasing total contribution to the cause, it can decrease it.

TL;DR: For instance, the authors argued that loss aversion is nothing more than an affective forecasting error, while others have argued that there are many situations in which losses are actually more impactful than comparable gains.

TL;DR: The authors found that consumers who do not exit the luxury goods market are still interested in logo-laden products even during recessions, and that products introduced during the recession actually display the brand far more prominently than those products withdrawn Data from Hermes and luxury ads in Vogue magazine indicate manufacturers did not tone things down.

TL;DR: In this article, the authors respond to Dunn, Gilbert, and Wilson (2011) and offer additional ideas about how to apply the virtue of thrift to obtain greater affective benefit from spending less.

TL;DR: In this paper, the authors tested the effectiveness of an indirect, persuasive strategy that benefits from the positive consequences of implementation intentions by mimicking people's underlying psychological processes, and found that a strategy presenting vivid information on critical cues and appropriate behavioral responses affected mental imagery.

TL;DR: This paper explored nonconscious effects on consumers' tendency to seek consistency versus variety in sequential choices and found that activation of concepts related to a positive frame of repetition (e.g., loyalty) triggers a preference-based construal of consumption that encourages consistency seeking.

TL;DR: In this article, responsibility aversion is defined as the preference to minimize one's causal role in outcome generation, and the results of five studies support a responsibility aversion motivation behind uncertainty-seeking behavior.

TL;DR: In this paper, the authors show that brand exposure can have double-sided effects on behavior, with brand identity associations creating both positive and negative effects on objective consumer performance, and they show that Red Bull branding creates a U-shaped effect on race performance.

TL;DR: The authors found that self-esteem discrepancy is an important driver of materialism and the desire to self-enhance through material possessions, and showed that increases in selfesteem discrepancy cause increases in materialism.

TL;DR: In this article, the authors distinguish between two dimensions of motivation: the motivation to attain a focal goal (outcome-focused dimension) and motivation to "do things right" in the process of reaching that goal (means focused dimension).

TL;DR: In this article, the impact of interactivity on product placement effectiveness in video games has been investigated, and it was found that when children cannot interact with the placements in games, perceptual fluency is the underlying mechanism leading to positive affect.

TL;DR: In this paper, the effect of non-conscious, experiential processing on the impact of peculiar beliefs in a consumer auction-based sales scenario is investigated. But the authors do not consider the role of consumer psychology and choice in decision-making.

TL;DR: The authors found that consumers are less satisfied with a product chosen from an extended assortment than from a limited one when they either deliberated intensively or chose spontaneously, but this effect reversed when consumers were distracted before choosing.

TL;DR: This article examined the role of habits in subliminal advertising and found that when the advertised brand was competing with a more habitual brand, priming increased choice for the primed brand at even the expense of the habitual choice.

TL;DR: In this paper, the authors show that subliminal conditioning can motivate consumers to drink water even in the absence of deprivation. But, the motivation resulting from conditioning is more specific than following deprivation, as only the latter can be reduced by pursuing alternative behaviors.

TL;DR: In this article, the authors tested and confirmed the hypothesis that unconscious thought leads to an automatic weighting process whereby important decision attributes receive more weight, and unimportant decision attributes receives less weight.

TL;DR: In this paper, an implicit cognition measure is used to demonstrate the automatic transfer of properties (both cognitive evaluations and affective responses) from a common associative node to seemingly unrelated objects.

TL;DR: This article showed that semantic conditioning can occur unconsciously, and can have significant and meaningful consequences for brand evaluation, and influence subsequent attitudinal responses via conceptual disfluency processes, and that the ideographs served as brand names of beverages were less favorable when associated attributes were incongruent with existing schemas.

TL;DR: Nonconscious consumer psychology as discussed by the authors describes a category of consumption behavior that is driven by processes that occur outside a consumer's conscious awareness, such as cognition, motivation, decision making, emotion, and behavior without recognizing the role that nonconscious processes played in shaping them.

TL;DR: Three experiments indicate that when individualists and collectivists engage in impression management on self-reports, they do so through different psychological mechanism s, highlighting distinct conditions under which social norms may influence consumer self- reports across cultures.

TL;DR: The authors found that consumers are more likely to spend loyalty program points when they can easily anticipate the benefits they can enjoy with the points, and that the decision to spend points is facilitated when it is easier to compute the percentage savings one can get by using the points.

TL;DR: The authors found that consumer preferences are often influenced by the distinctiveness of the options involved, but do needs for distinctiveness display motivational reward properties? Four studies suggest that they do, and that these cross-domain spillover effects were moderated by sensitivity to the general reward system and satisfied by even seemingly unrelated intervening rewards.

TL;DR: The authors argue that money is not a happiness-giver, but a resource that does supremely well what most resources do to various degrees: it enables its owner to solve problems and avert suffering.