Journal of Consumer Research最新文献

Serving with a Smile on Airbnb: Analyzing the Economic Returns and Behavioral Underpinnings of the Host’s Smile Airbnb 上的微笑服务：分析房东微笑的经济回报和行为基础

IF 5.7 1区管理学

Journal of Consumer Research Pub Date : 2024-08-09 DOI: 10.1093/jcr/ucae049

Shunyuan Zhang, Elizabeth M. S. Friedman, Kannan Srinivasan, Ravi Dhar, Xupin Zhang

{"title":"Serving with a Smile on Airbnb: Analyzing the Economic Returns and Behavioral Underpinnings of the Host’s Smile","authors":"Shunyuan Zhang, Elizabeth M. S. Friedman, Kannan Srinivasan, Ravi Dhar, Xupin Zhang","doi":"10.1093/jcr/ucae049","DOIUrl":"https://doi.org/10.1093/jcr/ucae049","url":null,"abstract":"\u0000 Non-informational cues, such as facial expressions, can significantly influence judgments and interpersonal impressions. While past research has explored how smiling affects business outcomes in offline or in-store contexts, relatively less is known about how smiling influences consumer choice in e-commerce settings even when there is no face-to-face interaction. In this paper, we use a longitudinal Airbnb dataset and a facial attribute classifier to quantify the effect of a smile in the host’s profile photo on property demand and identify factors that influence when a host smile is likely to have the biggest effect. A smile in the host’s profile photo increases property demand by 3.5% on average. This effect is moderated by a variety of host and property characteristics that provide evidence for the role of uncertainty underlying why smiling increases demand. Specifically, when there is greater uncertainty regarding either the quality of the accommodations or the interaction with the host, a host smile will have a greater effect on demand. Online experiments confirm this pattern, offering further support for uncertainty perceptions driving the effect of smiling on increased Airbnb demand, and show that the effect of smiling on demand generalizes beyond Airbnb.","PeriodicalId":15555,"journal":{"name":"Journal of Consumer Research","volume":null,"pages":null},"PeriodicalIF":5.7,"publicationDate":"2024-08-09","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141923518","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

‘Woman-Owned Business’ Labels Enhance Perceived Competence 妇女创办的企业 "标签可提高认知能力

IF 5.7 1区管理学

Journal of Consumer Research Pub Date : 2024-08-08 DOI: 10.1093/jcr/ucae050

Nicole Davis, Tami Kim

引用次数: 0

He Loves the One He Has Invested In: The Effects of Mating Cues on Men’s and Women’s Sunk Cost Bias 他爱他投资的人：交配线索对男女沉没成本偏见的影响

IF 7.2 1区管理学

Journal of Consumer Research Pub Date : 2024-07-26 DOI: 10.1093/jcr/ucae048

Rui Chen, Hao Sun, Zhaoyang Guo, Haipeng (Allan) Chen

{"title":"He Loves the One He Has Invested In: The Effects of Mating Cues on Men’s and Women’s Sunk Cost Bias","authors":"Rui Chen, Hao Sun, Zhaoyang Guo, Haipeng (Allan) Chen","doi":"10.1093/jcr/ucae048","DOIUrl":"https://doi.org/10.1093/jcr/ucae048","url":null,"abstract":"The sunk cost bias, ie, people’s suboptimal tendency to continue to pursue previously invested options, has been found in many domains, and various mechanisms have been proposed. The current study offers a novel perspective for understanding sunk cost bias. Drawing on previous findings suggesting that sunk cost bias may be adaptive and promoted by fundamental motives, it is theorized that sunk cost bias may be a goal-oriented behavior in the mating domain and that this bias can extend to consumption domains (e.g., product/service with nonrefundable deposits, lotteries earned through prior effort, loyalty program memberships obtained through previous purchases) when mating cues are salient. One field study and seven experiments (six of which were pre-registered) demonstrated that mating cues strengthen an implemental mindset among men (vs. women). Consequently, men exhibit a stronger sunk cost bias in consumption when mating cues are salient. However, this effect was not found among women due to differences in their mating tactics. In addition, this paper distinguishes sunk cost effect from status quo bias and rules out multiple alternative explanations for the results (including affect, overconfidence, the investment-payoff link, persistence, perceived morality, shame, guilt, and disgust associated with abandoning the original option).","PeriodicalId":15555,"journal":{"name":"Journal of Consumer Research","volume":null,"pages":null},"PeriodicalIF":7.2,"publicationDate":"2024-07-26","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141777322","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Mixed Couples, Mixed Attitudes: How Interracial Couples in Marketing Appeals Influence Brand Outcomes 混合夫妇，混合态度：营销诉求中的异族情侣如何影响品牌结果

IF 7.2 1区管理学

Journal of Consumer Research Pub Date : 2024-07-19 DOI: 10.1093/jcr/ucae047

Nicole Davis, Rosanna K Smith, Julio Sevilla

{"title":"Mixed Couples, Mixed Attitudes: How Interracial Couples in Marketing Appeals Influence Brand Outcomes","authors":"Nicole Davis, Rosanna K Smith, Julio Sevilla","doi":"10.1093/jcr/ucae047","DOIUrl":"https://doi.org/10.1093/jcr/ucae047","url":null,"abstract":"Interracial couples are increasingly featured in marketing messages, yet little is known about how their representation influences consumer behavior. Across six experiments (N = 4,956) and a field study on Facebook, interracial couples in marketing appeals enhance brand outcomes relative to monoracial dominant (ie, White) couples, but decrease brand outcomes relative to monoracial nondominant (ie, minority) couples. These effects stem from how the racial composition of dominant (vs. nondominant) members within a couple either amplifies or dilutes perceived warmth. Monoracial couples possess consistent stereotype attributes, with dominant (vs. nondominant) groups typically seen as lower in warmth. Thus, monoracial couple warmth is amplified: monoracial dominant couples are seen as less warm (ie, negative amplification), and monoracial nondominant couples as warmer (ie, positive amplification) than the individuals in the couple. Interracial couples possess inconsistent racial attributes, inducing stereotype dilution with intermediate levels of perceived warmth. Warmth drives brand outcomes above and beyond brand diversity, social desirability, and brand morality. Effects are moderated by consumers’ social dominance orientation and whether the monoracial dominant couple is nondominant along another dimension (ie, sexual orientation). This work holds theoretical implications for stereotyping research and provides practical insight into multiracial marketing.","PeriodicalId":15555,"journal":{"name":"Journal of Consumer Research","volume":null,"pages":null},"PeriodicalIF":7.2,"publicationDate":"2024-07-19","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141741090","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Consumer Dirtwork: What Extraordinary Consumption Reveals about the Usefulness of Dirt 消费者的污垢工作：非同寻常的消费揭示了泥土的用途

IF 7.2 1区管理学

Journal of Consumer Research Pub Date : 2024-07-17 DOI: 10.1093/jcr/ucae046

Nathan B Warren, Linda L Price

{"title":"Consumer Dirtwork: What Extraordinary Consumption Reveals about the Usefulness of Dirt","authors":"Nathan B Warren, Linda L Price","doi":"10.1093/jcr/ucae046","DOIUrl":"https://doi.org/10.1093/jcr/ucae046","url":null,"abstract":"Societies create material, social, and moral boundaries that define who and what is dirty. “Dirt” encompasses literal and figurative things—objects, beings, ideas—that transgress these boundaries and thus are “out of place.” Previous research describing how consumers avoid and manage dirt assumes that dirt is aversive. The concept of consumer dirtwork emerged from our examination of self-described “dirtbag” wilderness consumers. Dirtwork reveals the potential usefulness of dirt. Instead of cleaning, dirtworkers redraw dirt boundaries, revealing resources they then work to capture. Boundary redrawing describes a continuum of adjustments to dirt boundaries, ranging from small shifts to complete inversions. Resourcing work describes the efforts required to capture the resources that are uncovered by boundary redrawing. Dirtwork results in challenges and rewards, and offers the possibility of continued dirtwork-resourced consumption. Dirtwork contributes by revealing the process wherein consumers make use of dirt, thus demonstrating the usefulness of dirt and fluidity of dirt boundaries. Dirtwork provides a useful lens for understanding consumer behaviors that do not aspire or cannot conform to socially-imposed cleanliness rules, including stigmatized, mundane, and extraordinary consumption. Dirtwork challenges assumptions that clean is good, socially-valuable, safe, and sustainable, and implicit associations of dirt with danger, stigma, and unsustainability.","PeriodicalId":15555,"journal":{"name":"Journal of Consumer Research","volume":null,"pages":null},"PeriodicalIF":7.2,"publicationDate":"2024-07-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141741091","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Who Am I Here? Care Consumers’ Identity Processes and Family Caregiver Interventions in the Elderscape 我是谁？老年景观中护理消费者的身份认同过程和家庭护理者的干预措施

IF 7.2 1区管理学

Journal of Consumer Research Pub Date : 2024-07-17 DOI: 10.1093/jcr/ucae045

Julia Rötzmeier-Keuper, Nancy V Wünderlich

{"title":"Who Am I Here? Care Consumers’ Identity Processes and Family Caregiver Interventions in the Elderscape","authors":"Julia Rötzmeier-Keuper, Nancy V Wünderlich","doi":"10.1093/jcr/ucae045","DOIUrl":"https://doi.org/10.1093/jcr/ucae045","url":null,"abstract":"With increasing longevity, the need for institutional elderly care has become commonplace. This study explores the experiences of elderly care consumers in institutional care settings, which we define as the “elderscape”—a heterotopic place shaped by the marketization of care. Drawing from 24 in-depth interviews with elderly care consumers, their family caregivers, and professional caregivers, we present a model of elderly care consumers' navigation patterns and identity processes in the elderscape. The transition to the elderscape often compels elderly consumers to strive to preserve their identities. Boundaries defined by market logic and professional care logic require elderly care consumers to navigate these constraints, sometimes adapting their identities. As a result, distinct navigation patterns emerge: rebuilding personal connections, revaluating possessions, reconsidering activities, and reclaiming space. Furthermore, the identity preservation efforts of elderly care consumers are complicated by the interventions of family caregivers. The findings highlight the dual nature of family caregivers' impact on elderly consumers' identity processes. Depending on their motivations—such as care, obligation, or nostalgia—family caregivers engage in patterned actions that either support or destabilize the elderly consumers' identity processes. This research provides valuable insights for care institutions, family caregivers, and care consumers alike.","PeriodicalId":15555,"journal":{"name":"Journal of Consumer Research","volume":null,"pages":null},"PeriodicalIF":7.2,"publicationDate":"2024-07-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141741092","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

The Visual Complexity = Higher Production Cost Lay Belief 视觉复杂性 = 更高的生产成本 Lay Belief

IF 7.2 1区管理学

Journal of Consumer Research Pub Date : 2024-07-13 DOI: 10.1093/jcr/ucae044

Lauren Min, Peggy J Liu, Cary L Anderson

{"title":"The Visual Complexity = Higher Production Cost Lay Belief","authors":"Lauren Min, Peggy J Liu, Cary L Anderson","doi":"10.1093/jcr/ucae044","DOIUrl":"https://doi.org/10.1093/jcr/ucae044","url":null,"abstract":"Brands and retailers often offer different aesthetic versions of the same base product that vary from visually simple to visually complex. How should managers price these different aesthetic versions of the same base product? This research provides insights for such decisions through uncovering a novel consumer lay belief about the relationship between visual complexity and production costs. Consumers associate simple (vs. complex) visual aesthetics with lower production costs when evaluating different aesthetic versions of a product. This lay belief occurs in joint evaluation mode but is mitigated in separate evaluation mode. An important downstream implication of this lay belief is that consumers’ willingness to pay is lower for visually simple (vs. complex) versions. This gap in willingness to pay occurs even when consumers like both product versions or aesthetics equally, and it is only eliminated when consumers like the visually simple version substantially more than the complex version. Finally, reducing the diagnosticity of the lay belief by disclosing information that the two versions took similar amounts of production time and effort reduces the gap in willingness to pay between visually simple (vs. complex) versions.","PeriodicalId":15555,"journal":{"name":"Journal of Consumer Research","volume":null,"pages":null},"PeriodicalIF":7.2,"publicationDate":"2024-07-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141612122","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

How Numerical Cognition Explains Ambiguity Aversion 数字认知如何解释模糊厌恶感

IF 7.2 1区管理学

Journal of Consumer Research Pub Date : 2024-07-06 DOI: 10.1093/jcr/ucae041

Marina Lenkovskaya, Steven Sweldens

{"title":"How Numerical Cognition Explains Ambiguity Aversion","authors":"Marina Lenkovskaya, Steven Sweldens","doi":"10.1093/jcr/ucae041","DOIUrl":"https://doi.org/10.1093/jcr/ucae041","url":null,"abstract":"Consumers generally prefer precise probabilities or outcomes over imprecise ranges with the same expected value, a bias known as ‘ambiguity aversion.’ We argue that two elementary principles of numerical cognition explain great heterogeneity in this bias, affecting consumer choices in many domains where options are characterized by varying levels of uncertainty (e.g., lotteries, discounts, investment products, vaccines, etc). The first principle, the ‘compression effect,’ stipulates that consumers’ mental number lines are increasingly compressed at greater number magnitudes. This alone suffices to predict ambiguity aversion as it causes a midpoint (e.g., $40) to be perceived as closer to the upper bound of a range (e.g., $60) compared to its lower bound (e.g., $20). Furthermore, as the compression effect distorts the mental number line especially at lower numbers, it follows that ambiguity aversion should decrease around greater numbers. The second principle, the ‘left-digit effect’ causes a range’s relative attractiveness to decrease (increase) disproportionately with every left-digit transition in its lower (upper) bound, thus increasing (decreasing) ambiguity aversion. Due to the overall compression effect, the impact of the left-digit effect increases at greater numbers. We present 34 experiments (N = 10634), to support the theory’s predictions and wide applicability.","PeriodicalId":15555,"journal":{"name":"Journal of Consumer Research","volume":null,"pages":null},"PeriodicalIF":7.2,"publicationDate":"2024-07-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141568579","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Relational Gifting: Conceptual Frameworks and an Agenda for a New Generation of Research 关系赠与：新一代研究的概念框架和议程

IF 7.2 1区管理学

Journal of Consumer Research Pub Date : 2024-07-06 DOI: 10.1093/jcr/ucae042

Michelle F Weinberger, Ernest Baskin, Kunter Gunasti

{"title":"Relational Gifting: Conceptual Frameworks and an Agenda for a New Generation of Research","authors":"Michelle F Weinberger, Ernest Baskin, Kunter Gunasti","doi":"10.1093/jcr/ucae042","DOIUrl":"https://doi.org/10.1093/jcr/ucae042","url":null,"abstract":"Relational gifts are given among known social connections and are oriented towards relationship work and care. An abundance of gifting research over the past 50 years has focused on gift selection and reception, most recently on variables driving mismatches between what givers and recipients think make good gifts. That work lays an essential foundation. However, important opportunities remain to deepen understandings by broadening the focus to view gifting as a relational, social, and often longitudinal process that is intertwined within evolving social and cultural contexts. This paper conceptualizes three under-researched areas of opportunity on relational gifting: 1) understanding the evolving and contextualized experience of a gift in recipients’ lives, 2) tracing the gift circuit, the dynamics of gifting within social relationships over time, and 3) mapping relational gifting as a dynamic gift system that reflects and reinforces social structure and networks of care. Together, these three areas present important ground for future psychological, sociological, and anthropological consumer research that deepens understanding of when, how, and why relational gifts matter and the relational work that these gifts enable. Ultimately, the goal of this paper is to set an agenda for a new generation of relational gifting research.","PeriodicalId":15555,"journal":{"name":"Journal of Consumer Research","volume":null,"pages":null},"PeriodicalIF":7.2,"publicationDate":"2024-07-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141577336","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Why and How Consumers Perform Online Reviewing Differently 消费者为何以及如何以不同方式进行在线评论

IF 7.2 1区管理学

Journal of Consumer Research Pub Date : 2024-07-04 DOI: 10.1093/jcr/ucae040

Gwarlann de Kerviler, Catherine Demangeot, Pierre-Yann Dolbec

{"title":"Why and How Consumers Perform Online Reviewing Differently","authors":"Gwarlann de Kerviler, Catherine Demangeot, Pierre-Yann Dolbec","doi":"10.1093/jcr/ucae040","DOIUrl":"https://doi.org/10.1093/jcr/ucae040","url":null,"abstract":"Reviewing products and services is a widespread consumer activity in which millions engage. Why and how do consumers review differently from one another? Prior work assumes that consumers commonly understand what reviewing is. Consequently, it attributes differences in reviewing to individual variations in psychological, motivational, and sociodemographic characteristics, consumption experiences, and expertise. This central assumption is problematic because it fails to consider that differences in how consumers understand reviewing may explain why they approach and perform reviewing differently. To address this gap, we analyze a large qualitative data set composed of reviews and interviews with their authors. Our insights complement prior work by theorizing the sociocultural shaping of reviewing. We answer why consumers review differently by inductively theorizing the concept of reviewing orientation—a cultural model comprising a set of interconnected characteristics that shapes how consumers review and translates into a distinct reviewer voice—a reviewer’s standpoint expressed within a review. We answer how consumers review differently by developing three reviewing orientations: communal sharing, systemic evaluation, and competitive punditry. Finally, we discuss the transferability of the findings, the role of institutional dynamics in reviewing, and recommendations for online review platforms and marketers.","PeriodicalId":15555,"journal":{"name":"Journal of Consumer Research","volume":null,"pages":null},"PeriodicalIF":7.2,"publicationDate":"2024-07-04","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141551652","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0