Journal of Consumer Psychology最新文献

{"title":"MindMiner: Uncovering linguistic markers of mind perception as a new lens to understand consumer–smart object relationships","authors":"Jochen Hartmann,&nbsp;Anouk Bergner,&nbsp;Christian Hildebrand","doi":"10.1002/jcpy.1381","DOIUrl":"10.1002/jcpy.1381","url":null,"abstract":"<p>Prior research revealed a striking heterogeneity of how consumers view smart objects, from seeing them as helpful partners to merely a useful tool. We draw on mind perception theory to assess whether the attribution of mental states to smart objects reveals differences in consumer–smart object relationships and device usage. We train a language model to unobtrusively predict mind perception in smart objects from consumer-generated text. We provide a rich set of interpretable linguistic markers for mind perception, drawing on a diverse collection of text-mining techniques, and demonstrate that greater mind perception is associated with expressing a more communal (vs. instrumental) relationship with the device and using it more expansively. We find converging evidence for these associations using over 20,000 real-world customer reviews and also provide causal evidence that inducing a more communal (vs. instrumental) relationship with a smart object enhances mind perception and in turn increases the number of tasks consumers engage in with the device. These findings have important implications for the role of mind perception as a novel lens to study consumer–smart object relationships. We offer an easy-to-use web interface to access our language model using researchers own data or to fine-tune the model to entirely new domains.</p>","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"33 4","pages":"645-667"},"PeriodicalIF":4.8,"publicationDate":"2023-07-27","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/jcpy.1381","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47078623","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 “Beyond statistical significance: Five principles for the new era of data analysis and reporting”","authors":"Norbert Schwarz,&nbsp;Fritz Strack,&nbsp;Andrew Gelman,&nbsp;Stijn M. J. van Osselaer,&nbsp;Joel Huber","doi":"10.1002/jcpy.1378","DOIUrl":"10.1002/jcpy.1378","url":null,"abstract":"&lt;p&gt;Three commentaries below provide different perspectives on data analysis and reporting. They generally focus on how the quality of the measures and manipulations determines the value of the analysis. Norbert Schwarz and Fritz Strack's comment is less on the right statistic and more on “sloppy reasoning, gaps between theoretical concepts and their operationalizations, and blissful ignorance of the situated nature of human thinking, feeling, and doing contribute more to the limited reproducibility of empirical findings than the choice of a particular test statistic.” They propose that particular effects are contextual and inappropriately labeled as true or false. Instead, our job is to focus on general constructs that make sense of the diversity of human experience and psychological reactions. Too often studies replicating psychological effects in the noisy and confounded conditions of the marketplace result in statistical uncertainty of garbage in, garbage out. Researchers instead need to look toward tests of specific interactions, which can clarify the influencing factors based on theoretical considerations. The second comment is by Andrew Gelman, an outstanding psychological statistician. He proposes that “once the data have been collected, the most important decisions have already been done.” He then provides four recommendations that enable the statistics to work appropriately. The first requirement of an effective study is to be sure that the measures address the construct of interest. Similar to the position of Schwarz and Strack, it is important to articulate the relevance of a statistically significant finding. The second recommendation seeks to curb large number of studies with inflated effect sizes built from narrow studies and unwarranted optimism. The third recommendation is to simulate data from a model and consider the distribution of possible results. That is often done to test a new analysis method, but it can be even more important in marketplace studies where novel characteristics of the sample and experimental conditions are included in the analysis. Finally, he recommends that one consider likely analyses needed before getting the data. Such foresight would encourage, for example, thinking about the kind of data needed to defend the equality of the control demographics against the treatment. The final commentary is by Stijn van Osselaer. He agrees that &lt;i&gt;p&lt;/i&gt;-values reflect the detailed methods from a given study but do not focus on the problem of generalizability. Like Gelman, he sees designs focused on effect sizes may have generated too many studies that do not replicate. He contrasts broad explorations with narrowly defined existence tests that provide evidence that an effect exists somewhere but are mute on other contexts where they may apply. For theoretical problems relevant to applications, it is important to identify moderators through broad sampling across population characteristics, stimuli, and situations. He p","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"34 1","pages":"187-195"},"PeriodicalIF":4.8,"publicationDate":"2023-07-26","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"49275244","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 effect of subjectivity and objectivity in online reviews: A convolutional neural network approach","authors":"Sang Kyu Park,&nbsp;Taikgun Song,&nbsp;Aner Sela","doi":"10.1002/jcpy.1382","DOIUrl":"10.1002/jcpy.1382","url":null,"abstract":"<p>User reviews are now an essential source of information for consumers, exerting strong influence on purchase decisions. Broadly speaking, reviews rated by consumers as more helpful exert a greater influence downstream. The current research examines how the linguistic characteristics of a review affect its helpfulness score. Using a convolutional neural network (CNN), this research analyzes the linguistic subjectivity and objectivity of over 2 million reviews on Amazon. The results show that, ceteris paribus, both linguistic subjectivity and objectivity have a positive impact on review helpfulness. However, contrary to consumers' intuition, when subjectivity and objectivity are combined in the same review, review helpfulness increases less than their respective separate effects would predict, especially for hedonic products. We conceptualize that this results from the increased complexity of messages mixing subjective and objective sentences, which requires more effortful processing. The findings extend the literature on online reviews, word-of-mouth, and text analysis in marketing, and offer practical implications for marketing communication and facilitation of reviews.</p>","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"33 4","pages":"701-713"},"PeriodicalIF":4.8,"publicationDate":"2023-07-25","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47658253","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":"Beyond statistical significance: Five principles for the new era of data analysis and reporting","authors":"Michel Wedel,&nbsp;David Gal","doi":"10.1002/jcpy.1379","DOIUrl":"10.1002/jcpy.1379","url":null,"abstract":"<p>A crisis of confidence in research findings in consumer psychology and other academic disciplines has led to various proposals to abandon, replace, strengthen, or supplement the null hypothesis significance testing paradigm. The proliferation of such proposals, and their often-conflicting recommendations, can increase confusion among researchers. We aim to bring some clarity by proposing five simple principles for the new era of data analysis and reporting of research in consumer psychology. We avoid adding to researchers' confusion and proposing more onerous or rigid standards. Our goal is to offer straightforward practical principles that are easy for researchers to keep in mind while analyzing their data and reporting their findings. These principles involve (1) interpreting <i>p</i>-values as continuous measures of the strength of evidence, (2) being aware of assumptions that determine whether one can rely on <i>p</i>-values, (3) using theory to establish the applicability of findings to new settings, (4) employing multiple measures of evidence and various processes to obtain them, but assigning special privilege to none, and (5) reporting procedures and findings transparently and completely. We hope that these principles provide researchers with some guidance and help to strengthen the reliability of the conclusions derived from their data, analyses, and findings.</p>","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"34 1","pages":"177-186"},"PeriodicalIF":4.8,"publicationDate":"2023-07-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/jcpy.1379","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"136244252","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":"Speedy activists: How firm response time to sociopolitical events influences consumer behavior","authors":"Jimin Nam,&nbsp;Maya Balakrishnan,&nbsp;Julian De Freitas,&nbsp;Alison Wood Brooks","doi":"10.1002/jcpy.1380","DOIUrl":"https://doi.org/10.1002/jcpy.1380","url":null,"abstract":"<p>Organizations face growing pressure from their consumers and stakeholders to take public stances on sociopolitical issues. However, many are hesitant to do so lest they make missteps, promises they cannot keep, appear inauthentic, or alienate consumers, employees, or other stakeholders. Here we investigate consumers' impressions of firms that respond quickly or slowly to sociopolitical events. Using data scraped from Instagram and three online experiments (<i>N</i> = 2452), we find that consumers express more positive sentiment and greater purchasing intentions toward firms that react more quickly to sociopolitical issues. Unlike other types of public firm decision making such as product launch, where careful deliberation can be appreciated, consumers treat firm response time to sociopolitical events as an informative cue of the firm's authentic commitment to the issue. We identify an important boundary condition of this main effect: speedy responses bring limited benefits when the issue is highly divisive along political lines. Our findings bridge extant research on brand activism and communication, and offer practical advice for firms.</p>","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"33 4","pages":"632-644"},"PeriodicalIF":4.8,"publicationDate":"2023-07-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"50142815","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":"Speedy activists: Firm response time to sociopolitical events influences consumer behavior","authors":"Jimin Nam, Maya Balakrishnan, Julian De Freitas, A. Brooks","doi":"10.1002/jcpy.1380","DOIUrl":"https://doi.org/10.1002/jcpy.1380","url":null,"abstract":"","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":" ","pages":""},"PeriodicalIF":4.8,"publicationDate":"2023-07-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43302621","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":"PassivePy: A tool to automatically identify passive voice in big text data","authors":"Amir Sepehri,&nbsp;Mitra Sadat Mirshafiee,&nbsp;David M. Markowitz","doi":"10.1002/jcpy.1377","DOIUrl":"https://doi.org/10.1002/jcpy.1377","url":null,"abstract":"<p>The academic study of grammatical voice (e.g., active and passive voice) has a long history in the social sciences. It has been examined in relation to psychological distance, attribution, credibility, and deception. Most evaluations of passive voice are experimental or small-scale field studies, however, and perhaps one reason for its lack of adoption is the difficulty associated with obtaining valid, reliable, and replicable results through automated means. We introduce an automated tool to identify passive voice from large-scale text data, PassivePy, a Python package (readymade website: https://passivepy.streamlit.app/). This package achieves 98% agreement with human-coded data for grammatical voice as revealed in two large validation studies. In this paper, we discuss how PassivePy works, and present preliminary empirical evidence of how passive voice connects to various behavioral outcomes across three contexts relevant to consumer psychology: product complaints, online reviews, and charitable giving. Future research can build on this work and further explore the potential relevance of passive voice to consumer psychology and beyond.</p>","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"33 4","pages":"714-727"},"PeriodicalIF":4.8,"publicationDate":"2023-07-12","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/jcpy.1377","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"50130096","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":"But it was supposed to be healthy! How expected and actual nutritional value affect the content and linguistic characteristics of online reviews for food products","authors":"Yiru Wang,&nbsp;Xun Xu,&nbsp;Christina A. Kuchmaner,&nbsp;Ran Xu","doi":"10.1002/jcpy.1376","DOIUrl":"10.1002/jcpy.1376","url":null,"abstract":"<p>Consumers are choosing to purchase food products from retailers through online channels rather than brick-and-mortar channels. While online reviews play a crucial role in influencing online purchases, scant work has examined how consumers write reviews for food products. We argue that the nutritional value of the food is a key aspect of product performance and apply expectation-disconfirmation theory to examine whether pre-purchase expectations about a food product's nutritional value and disconfirmation of these expectations have a significant effect on online review content and linguistic characteristics. Using text-mining approaches to analyze Amazon data, we find that pre-purchase expectations, postpurchase performance, and disconfirmation regarding nutritional value affect both review content and linguistic characteristics, including review length, diversity, readability, subjectivity, and sentiment. While research suggests that postpurchase product performance is the main influence on online review writing behavior, this research shows that the pre-purchase phase also plays a key role.</p>","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"33 4","pages":"743-761"},"PeriodicalIF":4.8,"publicationDate":"2023-07-09","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47761360","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":"How construal–regulatory mode fit increases social media sharing","authors":"Thuy Pham,&nbsp;Felix Septianto,&nbsp;Frank Mathmann,&nbsp;Hyun Seung Jin,&nbsp;E. Tory Higgins","doi":"10.1002/jcpy.1375","DOIUrl":"10.1002/jcpy.1375","url":null,"abstract":"<p>How can social media managers engage consumers to share posts with others? Extending regulatory mode theory, we demonstrate that high construal levels enable the integration of regulatory mode complementarity orientations, resulting in engagement and shares. Regulatory mode complementarity refers to the combination of high assessment (i.e., the motivation to “be right” by critically evaluating options) and high locomotion (i.e., the motivation to “act” by moving toward a goal). Specifically, this research proposes that an abstract (vs. concrete) construal allows these two orientations to work together, resulting in regulatory fit. Three text analysis field studies on marketer- and consumer-generated Facebook and Twitter posts show that construal–regulatory mode fit increases social media sharing. Three follow-up studies then show generalizability, establish causality, and demonstrate the role of engagement as the underlying mechanism driving the fit effect.</p>","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"33 4","pages":"668-687"},"PeriodicalIF":4.8,"publicationDate":"2023-07-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/jcpy.1375","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"45462386","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":"Work with me or work for me: The effect of brand roles depends on implicit theories of self-change","authors":"Dipankar Rai,&nbsp;Chien-Wei (Wilson) Lin,&nbsp;Chun-Ming Yang,&nbsp;Julian K. Saint Clair","doi":"10.1002/jcpy.1374","DOIUrl":"10.1002/jcpy.1374","url":null,"abstract":"<p>Consumer-brand relationships are important predictors of consumption, but the psychology surrounding the different roles brands occupy within these relationships is not fully understood. Three experiments and one field study investigate how preferences for two of these brand roles, partner and servant, depend on consumers' implicit theories of self-change. Counter to what prior literature might suggest, findings show that consumers who believe that self-traits are relatively malleable (incremental theorists) and fixed (entity theorists) prefer partner and servant brands, respectively. Results demonstrate that a partner brand signals an equal effort by both the consumer and the brand, whereas a servant brand signals less effort by the consumer and more effort by the brand. The relatively greater consumer effort signals by partner (vs. servant) brands align with the effort beliefs associated with consumers' implicit theories, thereby mediating preferences. Findings are demonstrated across different product categories and samples (Taiwan and US). The focus on dyadic effort signals of brand roles in consumer-brand relationships, and the resulting interactive effect with implicit theories, provide novel contributions to theory and practice.</p>","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"34 4","pages":"551-569"},"PeriodicalIF":4.0,"publicationDate":"2023-07-04","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46824727","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}