Journal of Consumer Psychology最新文献_第10页

A joint account with my future self: Self-continuity facilitates adjustment of present spending to future income changes 与未来的自己共同开设账户:自我连续性有助于调整当前支出以适应未来收入的变化

IF 4.8 2区管理学

Journal of Consumer Psychology Pub Date : 2023-03-17 DOI: 10.1002/jcpy.1348

Anja D. Schanbacher, David Faro, Simona Botti

{"title":"A joint account with my future self: Self-continuity facilitates adjustment of present spending to future income changes","authors":"Anja D. Schanbacher, David Faro, Simona Botti","doi":"10.1002/jcpy.1348","DOIUrl":"10.1002/jcpy.1348","url":null,"abstract":"Is consumers' present spending influenced by future changes in their income? From an economic perspective, consumers should reduce present spending when anticipating a future income decrease and boost spending when anticipating a future income increase to maximize their welfare. We find that although consumers tend to adjust their spending to a future income decrease, they are less likely to do so to a future income increase. We show that this is, in part, due to a low sense of self-continuity, a tendency to view the future self whose income increases as if it were a different person and, as a result, to categorize present and future income into two separate mental accounts. Enhancing self-continuity leads consumers to combine present and future income in a single mental account, and thereby facilitates adjustment of present spending to a future income increase. Whereas prior work linked high self-continuity to reduced present spending, we identify a context in which high self-continuity can boost present spending. We discuss the implications of these findings for consumer well-being.","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":null,"pages":null},"PeriodicalIF":4.8,"publicationDate":"2023-03-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/jcpy.1348","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"45064563","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Feedback-induced action–outcome associations increase consumer impatience 反馈诱导的行动-结果关联增加了消费者的不耐烦

IF 4.8 2区管理学

Journal of Consumer Psychology Pub Date : 2023-03-09 DOI: 10.1002/jcpy.1347

Haichao Lin, Qian Xu, Liyin Jin

{"title":"Feedback-induced action–outcome associations increase consumer impatience","authors":"Haichao Lin, Qian Xu, Liyin Jin","doi":"10.1002/jcpy.1347","DOIUrl":"10.1002/jcpy.1347","url":null,"abstract":"Do various kinds of feedback influence consumer impatience? Five studies involving hypothetical and real behavioral consequences demonstrate that compared with lump-sum feedback (i.e., feedback provided in bulk at the end), piecemeal feedback (i.e., feedback provided piece by piece in the process) increases consumer impatience (i.e., preference toward now options). This effect occurs because piecemeal feedback (vs. lump-sum feedback) establishes a reliable action–outcome association, which activates a general action goal to induce consumers to be more action oriented, making them more eager to complete actions for outcomes in subsequent related or unrelated situations. This effect is robust regardless of whether the valence of feedback is positive or negative, whether the outcome involves gain or loss (Study 1), and whether the form of feedback is monetary or informative (Study 2). Furthermore, we show that piecemeal feedback increases consumer impatience only when it is provided at a fixed ratio rather than at a variable ratio schedule (Study 3), when it is provided directly following behaviors (Study 4), and when it is directed to actions (vs. inactions) (Study 5). These findings contribute to the action goal research and consumer impatience literature.","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":null,"pages":null},"PeriodicalIF":4.8,"publicationDate":"2023-03-09","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44194996","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"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

Style, content, and the success of ideas 风格、内容和想法的成功

IF 4.8 2区管理学

Journal of Consumer Psychology Pub Date : 2023-03-06 DOI: 10.1002/jcpy.1346

Reihane Boghrati, Jonah Berger, Grant Packard

{"title":"Style, content, and the success of ideas","authors":"Reihane Boghrati, Jonah Berger, Grant Packard","doi":"10.1002/jcpy.1346","DOIUrl":"https://doi.org/10.1002/jcpy.1346","url":null,"abstract":"From marketers and consumers to leaders and health officials, everyone wants to increase their communications' impact. But why are some communications more impactful? While some argue that content drives success, we suggest that style, or the way ideas are presented, plays an important role. To test style's importance, we examine it in a context where content should be paramount: academic research. While scientists often see writing as a disinterested way to communicate unobstructed truth, a multi-method investigation indicates that writing style shapes impact. To separate content from style, we focus on a unique class of words linked to style (i.e., function words such as “and,” “the,” and “on”) that are devoid of content. Natural language processing of almost 30,000 articles from a range of disciplines finds that function words explain 4–11% of overall variance explained and 11–27% of language content's impact on citations. Additional analyses examine particular style features that may shape success, and why, highlighting the role of writing simplicity, personal voice, and temporal perspective. Experiments further indicate the causal impact of style. The results suggest ways to boost communication's impact and highlight the value of natural language processing for understanding the success of ideas.","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":null,"pages":null},"PeriodicalIF":4.8,"publicationDate":"2023-03-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"50133666","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"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: 3

Low-fit cause-related marketing: When and why do consumers respond positively? 低合身公益营销:消费者何时以及为什么会积极响应?

IF 4.8 2区管理学

Journal of Consumer Psychology Pub Date : 2023-03-03 DOI: 10.1002/jcpy.1345

Yoshiko DeMotta, Catherine Janssen, Sankar Sen

引用次数: 0

How economic system justification shapes demand for peer-to-peer providers 经济体系的合理性如何影响对点对点服务提供者的需求

IF 4.8 2区管理学

Journal of Consumer Psychology Pub Date : 2023-02-09 DOI: 10.1002/jcpy.1344

Aylin Cakanlar, Nailya Ordabayeva

引用次数: 0

Proximity bias: Interactive effect of spatial distance and outcome valence on probability judgments 邻近偏差：空间距离和结果效价对概率判断的交互作用

IF 4.8 2区管理学

Journal of Consumer Psychology Pub Date : 2023-01-10 DOI: 10.1002/jcpy.1341

Jennifer Seokhwa Hong, Chiara Longoni, Vicki G. Morwitz

引用次数: 0

Brand extension failure and parent brand penalty: The role of implicit theories 品牌延伸失败与母品牌惩罚：隐性理论的作用

IF 4.8 2区管理学

Journal of Consumer Psychology Pub Date : 2023-01-10 DOI: 10.1002/jcpy.1343

Shailendra Pratap Jain, Pragya Mathur, Mathew S. Isaac, Huifang Mao, Durairaj Maheswaran

{"title":"Brand extension failure and parent brand penalty: The role of implicit theories","authors":"Shailendra Pratap Jain, Pragya Mathur, Mathew S. Isaac, Huifang Mao, Durairaj Maheswaran","doi":"10.1002/jcpy.1343","DOIUrl":"10.1002/jcpy.1343","url":null,"abstract":"Given that the vast majority of brand extensions fail, it is important to understand how extension failure influences consumer judgments of the parent brand that launched the extension. In the brand extension literature, there is a paucity of research on the role of consumer characteristics in influencing response to such failures. To fill this gap, the present research examines the impact of consumers' implicit theory orientation—their perspective on whether personality traits are malleable versus fixed—on the severity of negative feedback effects following extension failure. Seven studies show that entity theorists, who believe in the fixedness of personality traits, penalize parent brands more than incremental theorists, who endorse trait malleability. This brand penalty effect arises because as compared to incremental theorists, entity theorists are motivated to view brands as a cohesive group and therefore equate extension failure with the diminishment of the overarching parent brand. This effect is more likely when brand cohesiveness is low or ambiguous, but it is less likely when brand cohesiveness is high. Furthermore, while entity theorists are more likely to reduce brand evaluations after extension failure, the two groups do not differ in parent brand evaluations after extension success.","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":null,"pages":null},"PeriodicalIF":4.8,"publicationDate":"2023-01-10","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48940319","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"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: 1

Bracing for the sting of disposal: Product purgatories encourage mental simulation of the disposal process 为处理的痛苦做准备:产品炼狱鼓励心理模拟处理过程

IF 4.8 2区管理学

Journal of Consumer Psychology Pub Date : 2023-01-06 DOI: 10.1002/jcpy.1342

Mathew S. Isaac, Poornima Vinoo

引用次数: 0

Ethnic identity-based motivation: A model emergent from US Hispanic consumers 基于种族认同的动机:一种来自美国西班牙裔消费者的模型

IF 4.8 2区管理学

Journal of Consumer Psychology Pub Date : 2022-12-10 DOI: 10.1002/jcpy.1340

Alexandra Aguirre-Rodriguez, David Luna, Cecilia M. O. Alvarez, Detra Montoya

{"title":"Ethnic identity-based motivation: A model emergent from US Hispanic consumers","authors":"Alexandra Aguirre-Rodriguez, David Luna, Cecilia M. O. Alvarez, Detra Montoya","doi":"10.1002/jcpy.1340","DOIUrl":"10.1002/jcpy.1340","url":null,"abstract":"A great deal of research has investigated how various aspects of ethnic identity influence consumer behavior, yet this literature is fragmented. The objective of this article was to present an integrative theoretical model of how individuals are motivated to think and act in a manner consistent with their salient ethnic identities. The model emerges from a review of social science and consumer research about US Hispanics, but researchers could apply it in its general form and/or adapt it to other populations. Our model extends Oyserman's (Journal of Consumer Psychology, 19, 250) identity-based motivation (IBM) model by differentiating between two types of antecedents of ethnic identity salience: longitudinal cultural processes and situational activation by contextual cues, each with different implications for the availability and accessibility of ethnic cultural knowledge. We provide new insights by introducing three ethnic identity motives that are unique to ethnic (nonmajority) cultural groups: belonging, distinctiveness, and defense. These three motives are in constant tension with one another and guide longitudinal processes like acculturation, and ultimately influence consumers' procedural readiness and action readiness. Our integrative framework organizes and offers insights into the current body of Hispanic consumer research, and highlights gaps in the literature that present opportunities for future research.","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":null,"pages":null},"PeriodicalIF":4.8,"publicationDate":"2022-12-10","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43948230","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"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

Robots or humans for disaster response? Impact on consumer prosociality and possible explanations 机器人还是人类应对灾害？对消费者亲社会性的影响及可能的解释

IF 4.8 2区管理学

Journal of Consumer Psychology Pub Date : 2022-12-05 DOI: 10.1002/jcpy.1338

Fangyuan Chen, Szu-chi Huang

引用次数: 1