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In Defense of Consciousness: The Role of Conscious and Unconscious Inputs in Consumer Choice 捍卫意识:有意识和无意识输入在消费者选择中的作用
Behavioral Marketing Pub Date : 2005-02-01 DOI: 10.2139/ssrn.678321
Itamar Simonson
{"title":"In Defense of Consciousness: The Role of Conscious and Unconscious Inputs in Consumer Choice","authors":"Itamar Simonson","doi":"10.2139/ssrn.678321","DOIUrl":"https://doi.org/10.2139/ssrn.678321","url":null,"abstract":"Although the argument that unconscious inputs are often key determinants of consumer decision making is compelling, it may be overstated, particularly with respect to consumer choice. A comparison of the role of conscious inputs (e.g., the attributes of options in the choice set) and unconscious inputs (e.g., a seemingly irrelevant observation or task) indicates that the former have a significant advantage. In particular, the impact of conscious inputs is supported by choice task norms and is less susceptible to being lost in the \"noise\" that is characteristic of most natural consumer environments (e.g., stores). Indeed, although consumers often have limited insight into influences and processes producing their choices, the assumption that consumers base their choices on conscious, willful evaluation of task-relevant inputs has been quite successful in explaining a wide range of phenomena. It is expected that future research will put greater emphasis on the interactions between conscious and unconscious influences.","PeriodicalId":321301,"journal":{"name":"Behavioral Marketing","volume":"30 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2005-02-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"116225215","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: 97
Consumer Attitudes Toward Genetically Modified Foods: An Experimental Approach 消费者对转基因食品的态度:一种实验方法
Behavioral Marketing Pub Date : 2004-10-05 DOI: 10.2139/ssrn.599302
C. Matos
{"title":"Consumer Attitudes Toward Genetically Modified Foods: An Experimental Approach","authors":"C. Matos","doi":"10.2139/ssrn.599302","DOIUrl":"https://doi.org/10.2139/ssrn.599302","url":null,"abstract":"Regardless of the arguments from scientists supporting genetically modified foods, there is still a negative consumer attitude toward GM foods in many countries, including Brazil, as well as concerns about the risks related to health and the environment. As this is a recent subject, there is little empirical and scientific research on the effects of genetic modification and its possible benefits on consumer perceptions. In this study, a laboratory experiment with Brazilian consumers is presented in which two factors are manipulated: genetic modification (present x absent) and benefits to the product (environment, low price and increased shelf life). Results indicated that: (i) the presence of the genetic modification in the product led to negative evaluations of the corporate image and the behavioral intentions toward such product; (ii) the benefits tested were not enough to attenuate the negative perception; (iii) consumers with high involvement with GM food presented more favorable behavioral intentions toward the product (i.e., a significant positive correlation was found); and (iv) demographic variables, such as gender and age, also influenced the attitudes.","PeriodicalId":321301,"journal":{"name":"Behavioral Marketing","volume":"70 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2004-10-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"128973649","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: 1
Promotion and Prevention Across Mental Accounts: When Financial Products Dictate Consumers' Investment Goals 促进和预防心理账户:当金融产品决定消费者的投资目标
Behavioral Marketing Pub Date : 2004-02-28 DOI: 10.1086/383429
Rongrong Zhou, Michel Tuan Pham
{"title":"Promotion and Prevention Across Mental Accounts: When Financial Products Dictate Consumers' Investment Goals","authors":"Rongrong Zhou, Michel Tuan Pham","doi":"10.1086/383429","DOIUrl":"https://doi.org/10.1086/383429","url":null,"abstract":"We propose that consumers’ investment decisions involve processes of promotion and prevention regulation that are managed across separate mental accounts, with different financial products seen as representative of promotion versus prevention. Consistent with this hypothesis, we show that (a) investors are differentially sensitive to gains and losses and differentially risk seeking depending on the financial products being considered and (b) that these phenomena occur because of strong associations between financial products and promotion versus prevention. Therefore, investors’ goals may be determined by the investment opportunities under evaluation rather than being independent of these opportunities, as is assumed in standard finance theory.","PeriodicalId":321301,"journal":{"name":"Behavioral Marketing","volume":"1 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2004-02-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"130718499","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: 350
Tipping in Restaurants and Around the Globe: An Interdisciplinary Review 餐馆和全球的小费:一个跨学科的评论
Behavioral Marketing Pub Date : 2004-01-09 DOI: 10.4324/9781315703879-46
W. M. Lynn
{"title":"Tipping in Restaurants and Around the Globe: An Interdisciplinary Review","authors":"W. M. Lynn","doi":"10.4324/9781315703879-46","DOIUrl":"https://doi.org/10.4324/9781315703879-46","url":null,"abstract":"Tipping is an interesting economic behavior because it is an expense that consumers are free to avoid. Although called for by social norms, tips are not legally required. Furthermore, since tips are not given until after services have been rendered, they are not necessary to get good service in establishments that are infrequently patronized. For this reason, many economists regard tipping as mysterious or seemingly irrational behavior. The present chapter explores this behavior and its implications for economic theory and public policy. The chapter is divided into four sections. The first two sections provide more detail about the phenomenon of tipping by summarizing and discussing the results of empirical research on the determinants and predictors of restaurant tipping and of national differences in tipping customs respectively. Then, economic theories about tipping are reviewed in light of the previously summarized empirical literature. Finally, the public welfare and policy issues raised by tipping are discussed.","PeriodicalId":321301,"journal":{"name":"Behavioral Marketing","volume":"3 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2004-01-09","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"129494939","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: 109
The Influence of Pioneer Status and Experience Order on Consumer Brand Preference: A Mediated-Effects Model 先锋地位和体验顺序对消费者品牌偏好的影响：中介效应模型
Behavioral Marketing Pub Date : 2003-10-01 DOI: 10.1177/0092070303254796
Ronald W. Niedrich, Scott D. Swain
{"title":"The Influence of Pioneer Status and Experience Order on Consumer Brand Preference: A Mediated-Effects Model","authors":"Ronald W. Niedrich, Scott D. Swain","doi":"10.1177/0092070303254796","DOIUrl":"https://doi.org/10.1177/0092070303254796","url":null,"abstract":"Within the behavioral literature, two basic explanations of the pioneering advantage have been offered. Early work focused on order-based explanations. More recently, schema-based explanations have also been suggested. The authors propose a mediated-effects model of the pioneering advantage and test the model in two separate longitudinal studies. Both experiments support the proposed model. The authors find that experience order and pioneer-status have additive effects on brand preference such that perceptions of first-in-market and first-experienced brands are more favorable, suggesting that both explanations are operative. The authors also provide evidence that the effects of pioneer status on brand preference are mediated by attitude toward the brand and company credibility, while the effects of experience order on brand preference are mediated by attitude toward the brand and attribute recall. These data support the notion that the effect of pioneer status on brand preference is the result of both brand-level and company-level associations.","PeriodicalId":321301,"journal":{"name":"Behavioral Marketing","volume":"37 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2003-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"131105534","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: 72
Emotions and Economic Shocks in a First-Price Auction: An Experimental Study 首价拍卖中的情绪和经济冲击:一项实验研究
Behavioral Marketing Pub Date : 2003-05-01 DOI: 10.2139/ssrn.417660
A. Riedl, Ronald Bosman
{"title":"Emotions and Economic Shocks in a First-Price Auction: An Experimental Study","authors":"A. Riedl, Ronald Bosman","doi":"10.2139/ssrn.417660","DOIUrl":"https://doi.org/10.2139/ssrn.417660","url":null,"abstract":"We investigate experimentally whether emotions affect bidding behavior in a first price auction. To induce emotions, we confront subjects after a first auction series with a positive or negative random economic shock. We then explore the relation between emotions and bidding behavior in a second auction series. Our main results are: (i) the economic shock has a substantial impact on the experienced emotions of bidders; (ii) the emotional state systematically influences bidding behavior. Our findings show that for a good understanding of bidder behavior the emotions have to be taken into account.","PeriodicalId":321301,"journal":{"name":"Behavioral Marketing","volume":"150 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2003-05-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"132246294","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: 23
Augmenting the Value of Ownership by Protecting it Only Partially: The 'Market-Overt' Rule Revisited 通过部分保护来增加所有权的价值:重新审视“市场公开”规则
Behavioral Marketing Pub Date : 2003-04-14 DOI: 10.2139/ssrn.368280
Barak Medina
{"title":"Augmenting the Value of Ownership by Protecting it Only Partially: The 'Market-Overt' Rule Revisited","authors":"Barak Medina","doi":"10.2139/ssrn.368280","DOIUrl":"https://doi.org/10.2139/ssrn.368280","url":null,"abstract":"This article analyzes alternative rules for settling conflicts between right owner and a bona fide purchaser. The optimal rule, so it is argued, is the one which maximizes the expected value of the ownership right, given the risk of right violation. In order to maximize this value, one must seek to both mitigate the risk of right violation and augment a potential buyer's willingness to pay for the right. The analysis specifies the relevant parameters that define which rule is optimal in given circumstances, and proves that there are cases in which the value of the ownership right is maximized if the owner's right is only partially protected against innocent third parties. Two prevailing notions are challenged: first, that the \"market-overt\" rule necessarily induces buyers to invest fewer resources in prepurchase precautions, and second, that a buyer's willingness to pay is unaffected by the choice of the legal rule. Copyright 2003, Oxford University Press.","PeriodicalId":321301,"journal":{"name":"Behavioral Marketing","volume":"37 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2003-04-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"129341079","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: 19
Currency Numerosity Effects on the Perceived Value of Transactions 货币数量对交易感知价值的影响
Behavioral Marketing Pub Date : 2002-09-19 DOI: 10.2139/ssrn.336206
D. Soman, K. Wertenbroch, Amitava Chattopadhyay
{"title":"Currency Numerosity Effects on the Perceived Value of Transactions","authors":"D. Soman, K. Wertenbroch, Amitava Chattopadhyay","doi":"10.2139/ssrn.336206","DOIUrl":"https://doi.org/10.2139/ssrn.336206","url":null,"abstract":"This paper examines the impact of currency numerosity on consumer perceptions of the value of transactions. It extends current theorizing on money illusion in several important ways. We propose a conceptualization that not only considers the nominal prices faced by consumers but, in line with economic and psychophysical theory, also considers the effect of relevant reference standards of evaluation (e.g., a consumer's income or budget). Second, we suggest that consumers rely on the numerosity heuristic in evaluating prices relative to income. Third, we propose and test two alternative computational mechanisms for this evaluation process, the difference between income and prices and the ratio between the two. Our conceptualization not only accounts for recent findings on effects of nominal variations in prices but, in addition, predicts new and reverse effects when both incomes and prices are uniformly rescaled in a new currency. We test our propositions in six experiments. Our research extends current thinking by providing a more parsimonious and comprehensive process explanation for how consumers judge the value of money. We discuss implications of our findings in the context of the introduction of Euro currency on January 1, 2002.","PeriodicalId":321301,"journal":{"name":"Behavioral Marketing","volume":"15 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2002-09-19","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"132902253","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
Long-Term Trends in Personal Given Name Frequencies in the UK 英国人名使用频率的长期趋势
Behavioral Marketing Pub Date : 2002-07-20 DOI: 10.2139/SSRN.366240
Douglas A. Galbi
{"title":"Long-Term Trends in Personal Given Name Frequencies in the UK","authors":"Douglas A. Galbi","doi":"10.2139/SSRN.366240","DOIUrl":"https://doi.org/10.2139/SSRN.366240","url":null,"abstract":"The frequency distribution of personal given names offers important evidence about the information economy. This paper presents data on the popularity of the most frequent personal given names (first names) in the UK over the past millennium. The popularity of a name is its frequency relative to the total name instances sampled. The data show that the popularity distribution of names, like the popularity of other symbols and artifacts associated with the information economy, can be helpfully viewed as a power law. Moreover, the data on name popularity suggest that historically distinctive changes in the information economy occurred in conjunction with the Industrial Revolution.","PeriodicalId":321301,"journal":{"name":"Behavioral Marketing","volume":"37 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2002-07-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"124941370","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: 10
Uncertainty and Consumer Durables Adjustment 不确定性与耐用消费品调整
Behavioral Marketing Pub Date : 2002-04-01 DOI: 10.1111/0034-6527.00358
G. Bertola, L. Guiso, Luigi Pistaferri
{"title":"Uncertainty and Consumer Durables Adjustment","authors":"G. Bertola, L. Guiso, Luigi Pistaferri","doi":"10.1111/0034-6527.00358","DOIUrl":"https://doi.org/10.1111/0034-6527.00358","url":null,"abstract":"We study infrequent durables stock adjustment by consumers who also derive utility from non-durable consumption flows, in the presence of idiosyncratic income uncertainty. We first characterize how the extent of uncertainty bears theoretically on the cross-sectional distribution of the durable/non durable ratio, the probability of costly adjustment, and the size of adjustment. Then, we bring such predictions to bear on a data set with extensive information on disaggregated durable goods and subjective measures of future income uncertainty. The data feature two conceptually distinct sources of variation: cross-sectional heterogeneity of the sampled households' dynamic problems, and history-dependent heterogeneity in their situation at the beginning of the observation period. We note that the latter should affect the likelihood but not the size of stock adjustment decisions, and find broad support for theoretical predictions in formal selection-controlled regressions based on this insight.","PeriodicalId":321301,"journal":{"name":"Behavioral Marketing","volume":"68 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2002-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"125941050","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: 142
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