ACR North American Advances最新文献

Financial behavior among young adult consumers: the influence of self-determination and financial psychology 青年消费者的理财行为:自我决定与理财心理的影响

ACR North American Advances Pub Date : 2021-05-20 DOI: 10.1108/YC-12-2020-1263

Heejung Park

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引用次数: 1

Warm or Cold? The Effect of Color Temperature of Logo on Evaluation of For-Profits and Nonprofits 暖的还是冷的?标志色温对营利性和非营利性评价的影响

ACR North American Advances Pub Date : 2020-11-30 DOI: 10.15830/kjm.2020.35.4.75

Eunmi Jeon, Myungwoo Nam

引用次数: 0

When Sharing Isn’t Caring: The Influence of Seeking The Best on Sharing Favorable Word of Mouth about Unsatisfactory Purchases 当分享不是关心:寻求最好的对分享关于不满意的购买的良好口碑的影响

ACR North American Advances Pub Date : 2020-10-16 DOI: 10.1093/jcr/ucaa052

Nicholas J. Olson, Rohini Ahluwalia

{"title":"When Sharing Isn’t Caring: The Influence of Seeking The Best on Sharing Favorable Word of Mouth about Unsatisfactory Purchases","authors":"Nicholas J. Olson, Rohini Ahluwalia","doi":"10.1093/jcr/ucaa052","DOIUrl":"https://doi.org/10.1093/jcr/ucaa052","url":null,"abstract":"\u0000 Past research generally finds that if consumers share word of mouth about past purchases with others, the valence of the information tends to be congruent with actual perceptions. Thus, a negative purchase experience should elicit negative (vs. positive) word of mouth. We examine how a goal of attaining the best possible outcome, or maximizing, may alter this tendency. Drawing on prior work demonstrating that consumers may view their own personal failures more favorably through relative comparisons with others faring similarly or worse, we show that maximizing increases consumers’ propensity to share favorable word of mouth about unsatisfactory purchases, in an effort to encourage others to make the same poor choices, as they seek to enhance the perceived relative standing of and post-purchase feelings toward their own unsatisfying outcomes. We further show that consumers particularly exhibit this behavior when sharing with psychologically close (vs. distant) others, as comparisons with close others are especially relevant to relative standing. Finally, we consider the downstream consequences of such behavior, finding that when consumers successfully persuade close others to make the same bad decisions, they feel better about their own outcomes, but are also burdened with feelings of guilt that erode their overall wellbeing.","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"10 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2020-10-16","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"133219441","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 12

Birds of a Feather Feel Together: Emotional Ability Similarity in Consumer Interactions 物以类聚:消费者互动中的情感能力相似性

ACR North American Advances Pub Date : 2020-08-01 DOI: 10.1093/jcr/ucaa011

Blair Kidwell, Christopher P. Blocker, Virginie Lopez Kidwell, Erick M. Mas

引用次数: 12

Goal Conflict Encourages Work and Discourages Leisure 目标冲突鼓励工作，阻碍休闲

ACR North American Advances Pub Date : 2020-04-15 DOI: 10.1093/jcr/ucaa019

Jordan Etkin, Aimee Chabot

{"title":"Goal Conflict Encourages Work and Discourages Leisure","authors":"Jordan Etkin, Aimee Chabot","doi":"10.1093/jcr/ucaa019","DOIUrl":"https://doi.org/10.1093/jcr/ucaa019","url":null,"abstract":"\u0000 Leisure is desirable and beneficial, yet consumers frequently forgo leisure in favor of other activities—namely, work. Why? We propose that goal conflict plays an important role. Seven experiments demonstrate that perceiving greater goal conflict shapes how consumers allocate time to work and leisure—even when those activities are unrelated to the conflicting goals. This occurs because goal conflict increases reliance on salient justifications, influencing how much time people spend on subsequent, unrelated activities. Because work tends to be easier to justify and leisure harder to justify, goal conflict increases time spent on work and decreases time spent on leisure. Thus, despite the conflicting goals being independent of the specific work and leisure activities considered (i.e., despite goal conflict being “incidental”), perceiving greater goal conflict encourages work and discourages leisure. The findings further understanding of how consumers allocate time to work and leisure, incidental effects of goal conflict on decision-making, and the role of justification in consumer choice. They also have implications for the use of “time-saving” technologies and the marketing of leisure activities.","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"75 6 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2020-04-15","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"126018736","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 14

C3. Using Goal Theory to Promote Habit Formation During and After a Bike-To-Work Campaign C3。利用目标理论促进骑车上班运动期间和之后的习惯形成

ACR North American Advances Pub Date : 2018-10-01 DOI: 10.7892/BORIS.138042

Bettina Höchli, C. Messner, Adrian Brügger

引用次数: 0

When Moderation Fosters Persuasion: the Persuasive Power of Deviatory Reviews 当适度促进说服:偏差评论的说服力

ACR North American Advances Pub Date : 2018-10-01 DOI: 10.1093/JCR/UCY021

Daniella Kupor, Zakary L. Tormala

引用次数: 27

When Consumers Prefer to Give Material Gifts Instead of Experiences: the Role of Social Distance 当消费者更愿意给予物质礼物而不是体验:社会距离的作用

ACR North American Advances Pub Date : 2018-08-01 DOI: 10.1093/JCR/UCY010

J. Goodman, Sarah Lim

{"title":"When Consumers Prefer to Give Material Gifts Instead of Experiences: the Role of Social Distance","authors":"J. Goodman, Sarah Lim","doi":"10.1093/JCR/UCY010","DOIUrl":"https://doi.org/10.1093/JCR/UCY010","url":null,"abstract":"Although previous research suggests that there are hedonic and interpersonal benefits to gifting experiences, consumers often give material gifts rather than experiential gifts. Exploring this mismatch, the current research examines when and why consumers prefer to give material versus experiential gifts. The authors propose that gift givers are more likely to give experiential gifts to socially close recipients than socially distant recipients. Since experiences are perceived as more unique than material goods, givers perceive that choosing an experiential gift requires more specific knowledge of a recipient’s preferences to avoid the greater social risk of giving a poorly matched gift. Eight studies provide converging evidence for the proposed effect of social distance on gift preference and demonstrate that this effect is driven by a giver’s knowledge of a recipient’s preferences. Further supporting the mechanism of preference knowledge, the effect of social distance is moderated by the social risk associated with experiential gifts. When experiences contain little social risk—and thus require less knowledge of a recipient—the effect of social distance is significantly mitigated. Together, these results provide answers for why consumers often prefer to give material gifts over experiences, despite the advantage of giving experiences.","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"77 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2018-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"128594379","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 46

Witnessing Moral Violations Increases Conformity in Consumption 目睹道德沦丧增加了消费的一致性

ACR North American Advances Pub Date : 2017-12-01 DOI: 10.1093/JCR/UCX061

Ping Dong, C. Zhong

{"title":"Witnessing Moral Violations Increases Conformity in Consumption","authors":"Ping Dong, C. Zhong","doi":"10.1093/JCR/UCX061","DOIUrl":"https://doi.org/10.1093/JCR/UCX061","url":null,"abstract":"Consumers frequently encounter moral violations (e.g., financial scandal, cheating, and corruption) in their daily lives. Yet little is known about how exposure to moral violations may affect consumer choice. By synthesizing insights from research on social order and conformity, we suggest that mere exposure to others’ immoral behaviors heightens perceived threat to social order, which increases consumers’ endorsement of conformist attitudes and hence their preferences for majority-endorsed choices in subsequently unrelated consumption situations. Five studies conducted across different experimental contexts and different product categories provided convergent evidence showing that exposure to moral violations increases consumers’ subsequent conformity in consumption. Moreover, the effect disappears (a) when the moral violator has already been punished by third parties (study 4) and (b) when the majority-endorsed option is viewed as being complicit with the moral violation (study 5). This research not only demonstrates a novel downstream consequence of witnessing moral violations on consumer choice but also advances our understanding of how conformity can buffer the negative psychological consequences of moral violations and how moral considerations can serve as an important basis for consumer choice.","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"99 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2017-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"123813764","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 17

Disclosure and the Dog That Didn’T Bark: Consumers Are Too Forgiving of Missing Information 信息披露和不叫的狗:消费者对缺失的信息太宽容了

ACR North American Advances Pub Date : 2017-10-30 DOI: 10.5465/AMBPP.2017.76

Sunita Sah, D. Read, Krishna Savani

引用次数: 8