发布求助
文献互助 智能选刊 最新文献

Journal of Consumer Psychology最新文献

筛选
英文 中文
The discount consolidation effect: How brands can present quantity discounts more effectively 折扣整合效应：品牌如何更有效地展示数量折扣
IF 4 2区 管理学
Journal of Consumer Psychology Pub Date : 2024-03-18 DOI: 10.1002/jcpy.1407
Haiyang Yang, Dipankar Chakravarti
{"title":"The discount consolidation effect: How brands can present quantity discounts more effectively","authors":"Haiyang Yang,&nbsp;Dipankar Chakravarti","doi":"10.1002/jcpy.1407","DOIUrl":"10.1002/jcpy.1407","url":null,"abstract":"<p>How should brands present quantity discounts to increase consumer appeal? We propose that, compared to distributed presentations that spread a discount across units (e.g., buy two, get 30% off on each unit), consolidated presentations that place the discount on a single unit (e.g., buy two, get 60% off on the second unit) can lead to a higher purchase likelihood. Four studies demonstrate this “discount consolidation effect” across a variety of consumption contexts, product categories and price levels. The studies show that this effect occurs because compared to consolidated presentations of a quantity discount, distributed presentations can lead to less favorable perceptions about the quality of the discounted product and about the savings offered. We also identify an important boundary condition, illustrating that when the discount offered is substantively small in size, the effect is attenuated. These findings add to the theoretical literature and offer actionable managerial insights.</p>","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"34 4","pages":"620-631"},"PeriodicalIF":4.0,"publicationDate":"2024-03-18","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140165572","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
Unintended effects of algorithmic transparency: The mere prospect of an explanation can foster the illusion of understanding how an algorithm works 算法透明度的意外影响：仅仅是解释的前景就会让人产生一种错觉，以为自己了解算法是如何工作的
IF 4.8 2区 管理学
Journal of Consumer Psychology Pub Date : 2024-03-17 DOI: 10.1002/jcpy.1416
Massimiliano Ostinelli, Andrea Bonezzi, Monika Lisjak
{"title":"Unintended effects of algorithmic transparency: The mere prospect of an explanation can foster the illusion of understanding how an algorithm works","authors":"Massimiliano Ostinelli, Andrea Bonezzi, Monika Lisjak","doi":"10.1002/jcpy.1416","DOIUrl":"https://doi.org/10.1002/jcpy.1416","url":null,"abstract":"This research shows that merely believing that one can access an explanation of how an algorithm works can foster an illusory sense of understanding the algorithm, even when people do not actually access and read the explanation. This effect occurs because the belief that one can access an explanation provides a feeling of empowerment that fosters an illusory sense of understanding. In turn, this illusory sense of understanding can yield unfounded reliance on algorithmic determinations. We further show that this effect is moderated by the target of an explanation and by the perceived utility of an explanation in enabling consumers to use an algorithm more effectively. From a theoretical standpoint, we offer a novel psychological account of illusory understanding based on empowerment. From a practical standpoint, we point to an unintended effect of algorithmic transparency: merely knowing that one can access an explanation for how an algorithm works may lull consumers into a false sense of understanding that yields unfounded reliance on algorithmic recommendations.","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"114 10 1","pages":""},"PeriodicalIF":4.8,"publicationDate":"2024-03-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140146959","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
Historizing the present: Research agenda and implications for consumer behavior 以史为鉴：研究议程和对消费者行为的影响
IF 4.8 2区 管理学
Journal of Consumer Psychology Pub Date : 2024-03-12 DOI: 10.1002/jcpy.1417
Dafna Goor, Anat Keinan, Nailya Ordabayeva
{"title":"Historizing the present: Research agenda and implications for consumer behavior","authors":"Dafna Goor, Anat Keinan, Nailya Ordabayeva","doi":"10.1002/jcpy.1417","DOIUrl":"https://doi.org/10.1002/jcpy.1417","url":null,"abstract":"This paper conceptualizes the phenomenon of <i>historizing the present</i>, defined as emphasizing the historical significance of present events and treating the present from the perspective of history. The authors identify four modes of historizing the present (emphasizing that: (1) the present will shape history; (2) the present is a unique moment in history; (3) the present will be remembered in history; (4) the present echoes history) and demonstrate how historizing can be employed by marketers of for-profit and nonprofit organizations in a variety of contexts. The paper examines the psychological implications of appreciating the historical significance of the present and outlines a research agenda for studying the downstream behavioral consequences of historizing the present across diverse substantive consumer domains. It concludes with an examination of the broader societal implications of historizing the present as well as its implications for consumer well-being.","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"29 1","pages":""},"PeriodicalIF":4.8,"publicationDate":"2024-03-12","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140115117","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
Friendship fallout and bailout backlash: The psychology of borrowing and lending 友谊破裂与救助反弹：借贷心理
IF 4.8 2区 管理学
Journal of Consumer Psychology Pub Date : 2024-03-07 DOI: 10.1002/jcpy.1410
Ashley N. Angulo, Noah J. Goldstein, Michael I. Norton
{"title":"Friendship fallout and bailout backlash: The psychology of borrowing and lending","authors":"Ashley N. Angulo, Noah J. Goldstein, Michael I. Norton","doi":"10.1002/jcpy.1410","DOIUrl":"https://doi.org/10.1002/jcpy.1410","url":null,"abstract":"Six studies explore the psychology of borrowing and lending. Across two different contexts—friends lending to friends and taxpayers bailing out businesses—lenders are angrier with borrowers who specifically make hedonic (as opposed to utilitarian) purchases with loaned money. This anger is pronounced enough that lenders' negative feelings toward borrowers who made past hedonic (vs. utilitarian) purchases remains even after they have been fully repaid. Undergirding lender anger is <i>deserved oversight</i>—a novel construct capturing people's belief that they deserve control and say over another's decision-making. Borrowers and lenders do not agree on who deserves oversight over how the loaned funds are spent in large part because they differ in how much perceived ownership they each feel over the money. When lenders are yet to be repaid, their desire for oversight extends even to purchases made separately from the loaned amount. Finally, these processes and consequences are most powerful when money is lent compared with other forms of exchange, such as gifting money or being paid for work.","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"38 1","pages":""},"PeriodicalIF":4.8,"publicationDate":"2024-03-07","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140071268","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
A review of touch research in consumer psychology 消费者心理学触觉研究综述
IF 4.8 2区 管理学
Journal of Consumer Psychology Pub Date : 2024-02-14 DOI: 10.1002/jcpy.1413
Aradhna Krishna, Andrea Webb Luangrath, Joann Peck
{"title":"A review of touch research in consumer psychology","authors":"Aradhna Krishna,&nbsp;Andrea Webb Luangrath,&nbsp;Joann Peck","doi":"10.1002/jcpy.1413","DOIUrl":"10.1002/jcpy.1413","url":null,"abstract":"<p>This article details the theoretical foundation of haptics in consumer research. We structure the review using a continuum from proximal touch-based interactions to increasingly distal interactions through devices, imagery, or language use. We begin with a focus on product/object touch in marketing highlighting touch for haptic information, touch for haptic pleasure, and touch for nonhaptic functional reasons. We then elaborate on research considering work compensating for actual touch through various mechanisms including device-mediated touch and imagery processing. Next, we examine interpersonal touch followed by a discussion on touch in sensory words and textual paralanguage. The authors note various avenues for future research in haptics with the aim to encourage research in consumer psychology and marketing.</p>","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"34 2","pages":"359-381"},"PeriodicalIF":4.8,"publicationDate":"2024-02-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/jcpy.1413","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139779466","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
The different roads not taken: Considering diverse foregone alternatives motivates future goal persistence 未走的不同道路：考虑不同的放弃选择会促使坚持未来目标
IF 4.8 2区 管理学
Journal of Consumer Psychology Pub Date : 2024-01-31 DOI: 10.1002/jcpy.1412
Hye-young Kim, Oleg Urminsky
{"title":"The different roads not taken: Considering diverse foregone alternatives motivates future goal persistence","authors":"Hye-young Kim, Oleg Urminsky","doi":"10.1002/jcpy.1412","DOIUrl":"https://doi.org/10.1002/jcpy.1412","url":null,"abstract":"Decisions are rarely made in isolation. Instead, deliberation often occurs in the context of prior related choices. This article finds that goal-inconsistent foregone alternatives, options that were previously considered but not chosen, shape how consumers subsequently pursue their goals. Going beyond previous research on foregone alternatives and consumer satisfaction, the current research suggests that how consumers mentally construe foregone goal-inconsistent alternatives impacts how they evaluate their prior goal-consistent choices, which will, in turn, impact their motivation to continue making goal-consistent choices. Specifically, we find the <i>foregone alternative diversity effect:</i> consumers who consider having previously foregone diverse (vs. similar) goal-inconsistent alternatives in favor of a goal-consistent action then believe that they have made a greater sacrifice, which had more of an impact on their focal goal. As a result, they are then more likely to subsequently make goal-consistent choices. Our findings hold across different types of goals (exercise: Study 1, healthy eating: Studies 2, 3, and 5, weight loss: Study 4), and both real and hypothetical choices. We also identify theoretically motivated boundary conditions for the observed effect of considering foregone alternatives.","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"10 1","pages":""},"PeriodicalIF":4.8,"publicationDate":"2024-01-31","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139679763","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
The anticipated regret of a lost opportunity: When adding a second-period incentive reduces the appeal of a one-period promotion 失去机会的预期遗憾：当增加第二期激励措施会降低一期促销活动的吸引力时
IF 4.8 2区 管理学
Journal of Consumer Psychology Pub Date : 2024-01-21 DOI: 10.1002/jcpy.1408
Yuanyuan (Jamie) Li, Chris Janiszewski, Yuanyuan Liu
{"title":"The anticipated regret of a lost opportunity: When adding a second-period incentive reduces the appeal of a one-period promotion","authors":"Yuanyuan (Jamie) Li, Chris Janiszewski, Yuanyuan Liu","doi":"10.1002/jcpy.1408","DOIUrl":"https://doi.org/10.1002/jcpy.1408","url":null,"abstract":"Economic theory assumes that an improvement in the financial benefit of a promotional offer should increase the appeal of the offer (e.g., $25 incentive &gt;$20 incentive). Four studies show that this assumption does not always hold. A two-period promotion (e.g., $20 off a purchase today plus $5 off a purchase made next month) is valued less than a one-period promotion (e.g., $20 off a purchase today), with an identical first-period incentive, when the second-period incentive has a limited benefit relative to the first-period incentive. Second-period incentives negatively impact the perceived value of a two-period promotion when consumers anticipate a low likelihood of redeeming the second-period incentive. The negative impact of the second-period incentive can be remedied by making the second-period incentive financially larger or by reducing the perceived restrictiveness of redeeming the second-period incentive.","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"12 1","pages":""},"PeriodicalIF":4.8,"publicationDate":"2024-01-21","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139517503","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
More the merrier: Effects of plural brand names on perceived entitativity and brand attitude 越多越好复数品牌名称对感知可得性和品牌态度的影响
IF 4.8 2区 管理学
Journal of Consumer Psychology Pub Date : 2024-01-12 DOI: 10.1002/jcpy.1409
Tanvi Gupta, Shirley (Shuo) Chen, Smaraki Mohanty
{"title":"More the merrier: Effects of plural brand names on perceived entitativity and brand attitude","authors":"Tanvi Gupta, Shirley (Shuo) Chen, Smaraki Mohanty","doi":"10.1002/jcpy.1409","DOIUrl":"https://doi.org/10.1002/jcpy.1409","url":null,"abstract":"This research finds evidence for a plural name advantage on brand attitude. Six studies, including two archival datasets with real market brands and four experiments using fictitious brands, show that brands with plural names (e.g., Dunkin' Donuts) are associated with more favorable brand attitude than brands with singular names (e.g., Dunkin' Donut). This plural brand name advantage is driven by perceptions of brand entitativity emerging from the collective reading of plural entities. However, the positive effect of plural brand names on brand attitude is attenuated in the case of premium brands. This research has practical implications for brand name strategy and makes a theoretical contribution by bringing attention to the under-researched space of morphology in brand name linguistics.","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"9 1","pages":""},"PeriodicalIF":4.8,"publicationDate":"2024-01-12","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139460359","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
Man up! The mental health-feminine stereotype and its effect on the adoption of mental health apps 男子汉大丈夫心理健康与女性的刻板印象及其对心理健康应用程序采用的影响
IF 4.8 2区 管理学
Journal of Consumer Psychology Pub Date : 2024-01-08 DOI: 10.1002/jcpy.1405
Jaewoo Lee, Remi Trudel
{"title":"Man up! The mental health-feminine stereotype and its effect on the adoption of mental health apps","authors":"Jaewoo Lee, Remi Trudel","doi":"10.1002/jcpy.1405","DOIUrl":"https://doi.org/10.1002/jcpy.1405","url":null,"abstract":"Mental illnesses are among the most frequent health conditions worldwide, affecting both men and women. However, we find that men are more likely than women to avoid adopting mobile apps that are designed to promote users' mental health. Building on previous research that men are often more motivated than women to behave in gender-congruent ways, we suggest that there exists a mental health-feminine stereotype that acts as an obstacle to men's adoption of mental health apps. Privacy and self-help features offered by digital mental health apps are insufficient to overcome the mental health-stereotype that deter men from pursuing mental health support. Across five studies, we show that consumers feel more feminine when adopting mental health apps, and perceive others who adopt mental health apps to be more feminine than those who do not. We also show that presenting mental health apps in a masculine frame increases the likelihood of men adopting mental health apps, especially those with stronger adherence to traditional masculinity ideology.","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"254 1","pages":""},"PeriodicalIF":4.8,"publicationDate":"2024-01-08","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139413365","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
Consumption sacrifice 消费牺牲
IF 4.8 2区 管理学
Journal of Consumer Psychology Pub Date : 2024-01-07 DOI: 10.1002/jcpy.1404
Ximena Garcia-Rada, Tami Kim, Peggy J. Liu
{"title":"Consumption sacrifice","authors":"Ximena Garcia-Rada, Tami Kim, Peggy J. Liu","doi":"10.1002/jcpy.1404","DOIUrl":"https://doi.org/10.1002/jcpy.1404","url":null,"abstract":"Much marketing research focuses on what individual consumers need or want for consumption and how they satisfy these needs or wants themselves. However, consumers often give up money, time, or preferences to help others address their consumption needs and wants across the customer journey. The authors introduce the unifying construct of “consumption sacrifice,” defined as the willing and intentional act of incurring a cost to the self—in money, time, or preferences—when making a consumption decision, with expected direct benefits to one's partner. The authors offer examples of consumption sacrifices along the customer journey and suggest that this construct offers a new lens through which to examine the existing literature on choices involving others. The authors put forward the view that sacrifices are often invisible to recipients—and thus underrecognized and underappreciated—failing to achieve their full potential. At the same time, different sacrifice motives (partner-focused, relationship-focused, self-focused) may affect the extent to which actors care about making sacrifices visible to recipients. Finally, the authors propose future research questions, including what leads consumers to perform more visible sacrifices, what drives the invisibility of sacrifices among recipients, and what are the consequences of performing and receiving invisible sacrifices.","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"40 6 1","pages":""},"PeriodicalIF":4.8,"publicationDate":"2024-01-07","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139413367","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
首页 上一页 下一页 尾页
0
×
引用
GB/T 7714-2015
复制
MLA
复制
APA
复制
导出至
BibTeX EndNote RefMan NoteFirst NoteExpress
×
提示
您的信息不完整，为了账户安全，请先补充。
现在去补充
×
提示
您因"违规操作"
具体请查看互助需知
我知道了
×
提示
现在去查看 取消
×
提示
确定
请完成安全验证×
相关产品
×
本文献相关产品
联系我们：info@booksci.cn Book学术提供免费学术资源搜索服务，方便国内外学者检索中英文文献。致力于提供最便捷和优质的服务体验。 Copyright © 2023 布克学术 All rights reserved.
京ICP备2023020795号-1
ghs 京公网安备 11010802042870号
Book学术文献互助
Book学术文献互助群
群 号：481959085
Book学术官方微信