Journal of Consumer Psychology最新文献

{"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":null,"pages":null},"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":null,"pages":null},"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":null,"pages":null},"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":null,"pages":null},"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":"<p>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":null,"pages":null},"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":null,"pages":null},"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}

{"title":"When cash costs you: The pain of holding coins over banknotes","authors":"Jay Zenkić,&nbsp;Nicole L. Mead,&nbsp;Kobe Millet","doi":"10.1002/jcpy.1395","DOIUrl":"10.1002/jcpy.1395","url":null,"abstract":"<p>We hypothesize that the physical characteristics of cash lead to differences in “pain of holding” which influences spending. In one field study (rural India) and two controlled experiments (<i>N</i> = 1710), we tested that hypothesis by endowing people with coins or equivalently valued banknotes and measuring their pain of holding and spending. Holding denomination constant (e.g., $1 coins vs. $1 banknotes), participants reported a greater pain of holding for coins (vs banknotes) which in turn increased spending. These findings were consistent across three incentive-compatible experiments using a range of contexts (spending/donation), populations (Americans/Indians), and currencies (USD/INR). There was no evidence that coins were spent more than banknotes because of lower perceived purchasing power. Our findings suggest that the pain of holding contributes to under-saving, which may be especially problematic among vulnerable populations who rely on cash. Conceptually, we shed new insight on the denomination effect (greater spending of smaller than larger denominations) and the pain of paying (the aversive experience of spending money). Practically, we provide recommendations for practitioners who wish to encourage donations, spending, or saving.</p>","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":null,"pages":null},"PeriodicalIF":4.0,"publicationDate":"2023-11-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/jcpy.1395","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135725816","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":"Chatbots and mental health: Insights into the safety of generative AI","authors":"Julian De Freitas,&nbsp;Ahmet Kaan Uğuralp,&nbsp;Zeliha Oğuz-Uğuralp,&nbsp;Stefano Puntoni","doi":"10.1002/jcpy.1393","DOIUrl":"10.1002/jcpy.1393","url":null,"abstract":"<p>Chatbots are now able to engage in sophisticated conversations with consumers. Due to the “black box” nature of the algorithms, it is impossible to predict in advance how these conversations will unfold. Behavioral research provides little insight into potential safety issues emerging from the current rapid deployment of this technology at scale. We begin to address this urgent question by focusing on the context of mental health and “companion AI”: Applications designed to provide consumers with synthetic interaction partners. Studies 1a and 1b present field evidence: Actual consumer interactions with two different companion AIs. Study 2 reports an extensive performance test of several commercially available companion AIs. Study 3 is an experiment testing consumer reaction to risky and unhelpful chatbot responses. The findings show that (1) mental health crises are apparent in a nonnegligible minority of conversations with users; (2) companion AIs are often unable to recognize, and respond appropriately to, signs of distress; and (3) consumers display negative reactions to unhelpful and risky chatbot responses, highlighting emerging reputational risks for generative AI companies.</p>","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":null,"pages":null},"PeriodicalIF":4.0,"publicationDate":"2023-10-26","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"134906980","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 making of Homo Honoratus: From omission to commission","authors":"Michael Hallsworth,&nbsp;John A. List,&nbsp;Robert D. Metcalfe,&nbsp;Kristian Rotaru,&nbsp;Ivo Vlaev","doi":"10.1002/jcpy.1392","DOIUrl":"10.1002/jcpy.1392","url":null,"abstract":"<p>This study investigates how people's tendency to avoid action, known as “omission bias,” influences their financial decisions, specifically in the context of debt repayment to the UK government. Using a randomized controlled trial, we communicated with individuals who owed money, employing two distinct message framings. The omission-framed message suggested that nonresponse was seen as inadvertent, while the commission-framed message treated nonresponse as a deliberate choice. Analyses of nearly 40,000 responses revealed that repayment rates almost doubled with commission framing, reaching 23.2%, as opposed to 12% under omission framing. This reframing strategy generated over $1.4 million in additional revenue, underscoring the considerable real-world impact of understanding and leveraging the omission bias in shaping financial behaviors.</p>","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":null,"pages":null},"PeriodicalIF":4.0,"publicationDate":"2023-10-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/jcpy.1392","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"136352843","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":"Presenting time-series data as absolute versus relative changes impacts judgments and choices","authors":"Geoff Tomaino,&nbsp;Daniel J. Walters","doi":"10.1002/jcpy.1391","DOIUrl":"10.1002/jcpy.1391","url":null,"abstract":"<p>We examined how different ways of presenting time-series data affect consumer judgments and behaviors. Specifically, we compared the use of absolute terms (e.g., actual dollar change) versus relative terms (e.g., annual percentage change) in charts. Our findings revealed that absolute charts tend to have a more positive visual slope than relative charts, leading consumers to extrapolate these trends and expect faster growth in quantities. In Study 1, participants who viewed COVID-19 data in absolute charts, as opposed to relative charts, donated more money to a COVID-19-related charity and were less inclined to challenge quarantine advisories throughout the day. In Study 2, we observed that participants preferred investing in a country when its GDP was presented in an absolute chart, and visual trends were found to drive this effect. Study 3 demonstrated that individuals placed greater emphasis on absolute charts depicting population growth, particularly when the unit of measurement was more meaningful. Overall, the choice to represent data in absolute versus relative terms has a far reaching impact on judgments and choices.</p>","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":null,"pages":null},"PeriodicalIF":4.0,"publicationDate":"2023-10-16","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/jcpy.1391","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"136113082","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}