Journal of Consumer Psychology最新文献

{"title":"An integrative theory of resource discrepancies","authors":"Christopher Cannon, Kelly Goldsmith, Caroline Roux","doi":"10.1002/jcpy.1406","DOIUrl":"https://doi.org/10.1002/jcpy.1406","url":null,"abstract":"A great deal of work in consumer psychology has been devoted to understanding how individuals manage resource discrepancies. This includes tangible resources – such as money, food, and products – as well as intangible resources – such as time, skills, and social relationships. Resource discrepancies can either be positive – as in the case of having substantial wealth – or negative – as in the case of poverty. Several constructs across the behavioral sciences have been introduced to describe how consumers perceive their various resource discrepancies including, but not limited to, power, social status, scarcity, inequality, and social class. However, little guidance is provided to understand when and why these resource-based constructs can produce both overlapping and opposing consequences. This conceptual article provides a resolution to this issue by introducing an integrative theory that situates these constructs within the same unifying framework based on two fundamental dimensions: high (vs. low) personal control and self- (vs. other-) dependence. Based on this framework, we offer eight testable propositions and develop a research agenda for academics interested in studying resource discrepancies.","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"155 3","pages":""},"PeriodicalIF":4.8,"publicationDate":"2024-01-07","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139413403","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}

{"title":"The over-diversification effect: Enhancement in perceived heterogeneity of multiple (vs. single)-others' preferences","authors":"Ritesh Saini, Dian Wang, Haipeng (Allan) Chen","doi":"10.1002/jcpy.1403","DOIUrl":"https://doi.org/10.1002/jcpy.1403","url":null,"abstract":"Consumers often make decisions for multiple-others when they do not know each one's true preferences. Under such circumstances, we demonstrate perceptions of enhanced preference heterogeneity for multiple-others, relative to the perceived preference of single-others. As a result, choices for multiple-others are more diversified than those for single-others. We attribute this effect to the perceived uniqueness of others in the multiple-other setting. Notably, when others are perceived as particularly unique, the inclination toward over-diversification intensifies. However, this diversification often leads to choices that do not align with the true preferences of the individuals, causing potential mismatches in demand and supply. We conclude with a discussion on the implications of these findings for managers and suggest avenues for future research.","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"88 1","pages":""},"PeriodicalIF":4.8,"publicationDate":"2024-01-07","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139413462","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}

{"title":"JCP: The next mile","authors":"David B. Wooten, Rajesh Bagchi, Aparna Labroo","doi":"10.1002/jcpy.1402","DOIUrl":"https://doi.org/10.1002/jcpy.1402","url":null,"abstract":"<p>We are honored to serve as Editors of the <i>Journal of Consumer Psychology</i> (JCP), accepting the baton from Lauren Block, Jennifer Argo, and Tom Kramer and continuing down the path of excellence that they and their predecessors have forged for the journal. Prior editors sought to define the journal's scope (e.g., Block et al., <span>2020</span>; Wyer & Shavitt, <span>2002</span>), improve its operational efficiency (e.g., Maheswaran, <span>2006</span>; Wyer & Shavitt, <span>2003</span>), and introduce impact initiatives (e.g., Maheswaran, <span>2006</span>), including alternative formats that support diverse research contributions (Mukhopadhyay et al., <span>2018</span>). Their efforts, as well as those of prior editors, associate editors, reviewers, and authors, have helped make JCP the journal that it is today – a premier outlet for research that advances knowledge of consumer psychology.</p><p>In our initial editorial, we share our thoughts about where the journal is now and the direction we plan to follow, acknowledging the need for us to address other important issues in future editorials. Because this initial editorial builds on the ideas and efforts of the incredible scholars who preceded us as editors, or describes distinctive features of the journal that we plan to continue, we borrow words and phrases from past editorials or the journal website, believing there are limited ways to describe similar perspectives and practices.</p><p>We embrace the notion articulated most recently by our immediate predecessors that consumer psychology involves an understanding of the science underlying consumer behavior (Block et al., <span>2020</span>). It encapsulates understanding consumers' thoughts, feelings, or behaviors as they interact with products, services, or ideas in the marketplace and beyond (Hoyer & MacInnis, <span>2007</span>; Peter & Olson, <span>2017</span>; Schiffman & Kanuk, <span>2000</span>). We share previous editors' inclusive perspective of consumer psychology and echo their sentiments that while consumer psychological research needs to provide insights about consumers and consumption, it does not have to be constrained to the marketplace alone or be limited in terms of its relevance to a narrow set of stakeholders. While consumers make important decisions in retail settings, not all consumer decisions or consumption activities take place in stores. For example, how consumers process information could be of importance even if it does not directly translate into an observable outcome. In other contexts, the decision may occur at home, but could have downstream marketplace consequences. Ultimately, as long as the research provides insights about the psychology of consumption, whether or not these insights inform managerial practice, consumer welfare, or public policy, we believe it may be appropriate for JCP.</p><p>Consistent with the journal's focus on consumers and the psychology of consumption, issues t","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"34 1","pages":"3-5"},"PeriodicalIF":4.8,"publicationDate":"2024-01-04","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/jcpy.1402","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139109953","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}

{"title":"How rejected recommendations shape recommenders’ future product intentions","authors":"Matthew J. Hall, Jamie D. Hyodo, Kirk Kristofferson","doi":"10.1002/jcpy.1401","DOIUrl":"https://doi.org/10.1002/jcpy.1401","url":null,"abstract":"When a consumer (a recommender) recommends a product to another consumer (a recommendee), it is not uncommon to learn whether the recommendee chose the recommended option (i.e., accepted the recommendation) or a different option (i.e., rejected the recommendation). Our research examines how rejected recommendations affect recommenders’ subsequent intentions toward the originally recommended product. We find that upon learning one's recommendation was rejected, recommenders are less likely to repurchase or choose the product in the future. This negative effect emerges because recommenders question their knowledge about the recommended product (i.e., self-perceived expertise is reduced). Such questioning is more likely to occur when the recommendee is a close other and less likely to occur when the recommended product is perceived to primarily differ from alternatives due to subjective preferences (i.e., horizontal differentiation is salient). Importantly, this rejected recommendation effect is shown to be distinct from a social proof account. The current research contributes to WOM theory by identifying a novel outcome of recommendation interactions—rejected recommendations—and by demonstrating that this outcome can cause consumers to shift away from a product despite having felt positively enough about the product to recommend it to others.","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"47 1-2","pages":""},"PeriodicalIF":4.8,"publicationDate":"2023-12-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138525516","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}

{"title":"Trying too hard or not hard enough: How effort shapes status","authors":"Nathan B. Warren,&nbsp;Caleb Warren","doi":"10.1002/jcpy.1400","DOIUrl":"10.1002/jcpy.1400","url":null,"abstract":"<p>Is trying to earn status effective or self-defeating? We show that whether effort increases or decreases admiration and respect (i.e., status) depends on how the person is trying to earn status. Groups evaluate people along multiple status dimensions (e.g., wealth, coolness). Each dimension is associated with a different ideology, or set of beliefs, that ascribe status to behaviors that contribute to the group's goals. Whether behaviors, including effort, increase status, thus, depends on the ideologies that people use to interpret if a behavior contributes to the group. Four experiments demonstrate that people earn more status when they try to become wealthy compared to when they are effortlessly wealthy, but earn less status when they try to become cool compared to when they are effortlessly cool. Effort increases status when directed at wealth but not at coolness because contemporary ideologies suggest that people who gain wealth through effort contribute more to society, whereas people who gain coolness through effort contribute less.</p>","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"34 4","pages":"660-669"},"PeriodicalIF":4.0,"publicationDate":"2023-11-27","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/jcpy.1400","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138513170","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}

{"title":"Reconsidering the path for neural and physiological methods in consumer psychology","authors":"John A. Clithero,&nbsp;Uma R. Karmarkar,&nbsp;Gideon Nave,&nbsp;Hilke Plassmann","doi":"10.1002/jcpy.1397","DOIUrl":"10.1002/jcpy.1397","url":null,"abstract":"<p>Recent decades have witnessed a burst of neuroscience research investigating mental and physiological processes central to consumer behavior, including sensory perception, memory, and decision making. Nonetheless, few publications that include neural and physiological measures, or develop conceptual frameworks around neuroscience principles, have been published in consumer psychology. It is clear that “consumer neuroscience” has thus far not lived up to its promises in the marketing literature. We suggest three main reasons for this. First, neural and other biological markers are often mistaken to be identical to the overlaying psychological constructs in traditional consumer psychology work. Second, somewhat surprisingly, there has been an overly narrow utilization of neural data. Most previous work focused on linking existing behavioral phenomena or psychological constructs central to consumer research to neural correlates using brain imaging techniques while ignoring other methods. We argue that much can be gained from improved integration of physiological measures and through them, different levels of analysis. Third, there remain significant structural hurdles to the broad adoption of neural and physiological measures for consumer researchers. We outline how addressing these three components can translate to a more holistic understanding of the consumer via both broader and deeper consumer insights.</p>","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"34 1","pages":"196-213"},"PeriodicalIF":4.8,"publicationDate":"2023-11-21","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/jcpy.1397","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138513196","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}

{"title":"The moral superiority of temporal (vs. social) comparisons","authors":"Sokiente W. Dagogo-Jack","doi":"10.1002/jcpy.1399","DOIUrl":"10.1002/jcpy.1399","url":null,"abstract":"<p>Brands often encourage consumers to compare themselves to two types of standards: other people (i.e., social comparisons) and their own past (i.e., temporal comparisons). Although research has drawn many parallels between these two self-comparisons, relatively little work has examined how they diverge. Moreover, existing research on their differences focuses on individuals engaging in—rather than brands encouraging—different self-comparisons. The present research identifies moral perceptions as one critical dimension on which brand-elicited temporal and social comparisons differ. Four studies find that evoking downward social (vs. temporal) comparisons undermines brand morality perceptions and, consequently, brand evaluations and choice. Providing preliminary insight into the mechanism, when brands evoke downward social (vs. temporal) comparisons, consumers perceive them as promoting status-seeking behavior, which mediates morality judgments. Furthermore, the effects of comparison type are eliminated among consumers with stronger status motives—those who are less prone to condemn status-seeking behavior. Altogether, these findings reveal a lay belief in the moral superiority of downward temporal (vs. social) comparisons and the downstream consequences for brands that elicit such comparisons.</p>","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"34 4","pages":"650-659"},"PeriodicalIF":4.0,"publicationDate":"2023-11-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/jcpy.1399","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"136351860","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}

{"title":"Snyre for your nasal congestion: Using phonesthemes to imbue non-word brand names with meaning","authors":"Stacey Brennan,&nbsp;Jasmina Ilicic,&nbsp;Shai Danziger","doi":"10.1002/jcpy.1396","DOIUrl":"10.1002/jcpy.1396","url":null,"abstract":"<p>A brand name is a fundamental component of a brand's identity. This research introduces a novel linguistic tool for brand name creation: phonesthemes—sound and spelling letter clusters that are associated with one dominant meaning. For instance, <i>sn</i>, one of over 140 phonesthemes in English, consistently appears in words related to the nose or breathing (<i>sneeze</i>, <i>sniff</i>, <i>snort</i>). Six experiments reveal positive effects of phonesthemic non-word brand names (e.g., <i>Gl</i>if; <i>gl</i>-; e.g., <i>glow</i>, <i>glimmer</i>; meaning “light”) on consumer preference, attitude, purchase intent, and choice when the dominant meaning activated by the phonestheme is semantically congruent with the product category or product attribute (e.g., luminant car wax), due to enhanced processing fluency. Phonological (sound) and orthographic (spelling) priming are eliminated as alternative explanations for the phenomenon. This research advances psycholinguistic research in marketing and the emerging area of brand linguistics by broadening the focus beyond brand name phonology.</p>","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"34 4","pages":"601-619"},"PeriodicalIF":4.0,"publicationDate":"2023-11-10","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/jcpy.1396","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135186212","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}

{"title":"Commentaries on “Reconsidering the path for neural and physiological methods in consumer psychology”","authors":"J. Wesley Hutchinson,&nbsp;Martin Reimann,&nbsp;Brian Knutson,&nbsp;Joel Huber","doi":"10.1002/jcpy.1398","DOIUrl":"10.1002/jcpy.1398","url":null,"abstract":"&lt;p&gt;The initial version of the article by Clithero, Karmarkar, Nave, and Plassmann (Journal of Consumer Psychology, 2024) was critiqued by open comments from a small group of scholars. Their suggestions encouraged the authors to clarify challenging relationships between brain processes and emotions, beliefs, and actions. The revision expanded fMRI and EEG to include measures of vision, facial expression, breathing, heart rhythms, and blood chemistry. The paper provides multiple avenues of joint work between neurological and psychological scholars. The comments below reflect different reactions to the final article. Wes Hutchinson acknowledges that neuroscience insights complement cognitive measures that generate explicit measures of thought, emotion, or preferences, but he warns that repeated measures over time are problematic for both types of measurement, and the inherent complexity of brain–behavior relationships is often underestimated. With both orientations, understanding the functioning of human behavior is akin to making sense of an orchestra, where the interactive blending of different instruments and musicians reflects a complex activity that generates sounds, emotions, and stories. Both consumer neuroscientists and psychologists need to broaden their paradigmatic approaches with bodily measures and advanced psychological procedures to overcome challenges to joint progress. Martin Reiman asserts that despite difficulties with measures that have different levels of abstraction or velocity, research has provided remarkable associations between brain activity and consumer behavior. Effective studies merging brain and behavior can effectively proceed with studies that differ in two dimensions: first, by altering the number of variables, and second, by shifting whether the scientific paradigm is inductive or deductive. In its simple form, the Excavation path explores brain activity when a person is exposed to specific statements or emotions. In its most challenging form, Integrative Studies generate predictions from theories that test the convergent validity of divergent measures and leverage skills from different researchers. Studies reflecting high levels on one dimension but low levels on the other can also provide fruitful research opportunities. Brian Knutson, like Reimann, counters the idea that consumer psychology has not lived up to its promises. He references studies showing that activity from very specific areas of the brain reliably predicts choices better than explicit ratings or choices. Such research generates deductions from increasingly precise neural maps that enable confirmation of theory. That said, he acknowledges that consumer neuroscience is not able to identify a brain button that would alter choice through manipulated neurostimulation. However, since human brains are similar across people, the depth of neural insights that are consistent across a small sample of 40 respondents may generate greater insights than convent","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"34 1","pages":"214-221"},"PeriodicalIF":4.8,"publicationDate":"2023-11-09","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135291331","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}

{"title":"So bad it's good: When and why consumers prefer bad options","authors":"Evan Weingarten,&nbsp;Amit Bhattacharjee,&nbsp;Patti Williams","doi":"10.1002/jcpy.1394","DOIUrl":"10.1002/jcpy.1394","url":null,"abstract":"<p>The assumption that consumers prefer better quality options over worse ones seems almost definitional. However, a variety of marketplace examples suggest that consumers sometimes choose content that is “so bad it's good,” such as Tommy Wiseau's <i>The Room</i> or Rebecca Black's “Friday,” over apparently better alternatives (e.g., those of mediocre quality). In 12 preregistered studies (<i>N</i> = 5393) across several content domains (e.g., jokes, talent show auditions), we provide the first controlled, empirical demonstration of consumer preferences for badness (i.e., choosing options <i>because</i> consumers expect them to be bad). We provide initial evidence that these preferences are rooted in expectations of entertainment value from the worst available option. Preferences for these options emerge more frequently when their deviations from quality standards are perceived as benign (i.e., inconsequential). Accordingly, such preferences are less prevalent when consumption is consequential, and involves utilitarian goals or monetary costs. We conclude by exploring the extent to which dimensions such as humor, absurdity, esthetic quality, and utilitarian value underlie so-bad-it's-good perceptions, and highlight several open questions to spark future research.</p>","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"34 4","pages":"632-640"},"PeriodicalIF":4.0,"publicationDate":"2023-11-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135725201","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}