Journal of Consumer Psychology最新文献_第8页

The influence of non-physicality of goods on disparities in seller–buyer valuations: A meta-analysis 商品的非实物性对买卖双方估价差异的影响:一项元分析

IF 4 2区管理学

Journal of Consumer Psychology Pub Date : 2023-05-22 DOI: 10.1002/jcpy.1367

Peter Nguyen, Xin (Shane) Wang

{"title":"The influence of non-physicality of goods on disparities in seller–buyer valuations: A meta-analysis","authors":"Peter Nguyen, Xin (Shane) Wang","doi":"10.1002/jcpy.1367","DOIUrl":"10.1002/jcpy.1367","url":null,"abstract":"Technological innovation is shaping products and markets to appeal to consumer enduring needs. Given the rise in non-physicality of products and consumers' increasing participation in peer-to-peer markets, this research examines the relationship between non-physicality of goods and disparities in seller–buyer valuations, a critical component of market inefficiencies. In a meta-analysis of 598 observations across 129 articles, the authors find that non-physical (vs. physical) goods have significantly larger seller–buyer valuation disparities (i.e., larger endowment effects). This pattern is consistent across non-physical categories, including market and non-market goods. The authors argue the immateriality of non-physical goods reduces evaluability and enhances perceived complexity, leading to greater asymmetries in information processing between sellers and buyers. Congruent with construal level theory, marketing tactics associated with low categorization levels (emphasizing product features) influence consumer valuations of physical goods, but not non-physical goods. Instead, consumer valuations of non-physical goods are asymmetrically influenced by tactics with high categorization levels (accentuating collective identity). This research foreshadows challenges in, and provides managerial implications for, the marketing and transactions of non-physical products.","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"34 3","pages":"445-465"},"PeriodicalIF":4.0,"publicationDate":"2023-05-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/jcpy.1367","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46870323","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

Working hard for money decreases risk tolerance 努力工作挣钱会降低风险承受能力

IF 4.8 2区管理学

Journal of Consumer Psychology Pub Date : 2023-05-19 DOI: 10.1002/jcpy.1365

Christopher J. Bechler, Samina Lutfeali, Szu-chi Huang, Joshua I. Morris

{"title":"Working hard for money decreases risk tolerance","authors":"Christopher J. Bechler, Samina Lutfeali, Szu-chi Huang, Joshua I. Morris","doi":"10.1002/jcpy.1365","DOIUrl":"10.1002/jcpy.1365","url":null,"abstract":"This research examines how the effort that consumers exert to earn money affects their risk tolerance. We theorize and find that working harder—that is, more effortful earning—increases perceived ownership and valuation of earnings, and thus aversion to losing them, resulting in lower risk tolerance, even when risk is associated with better expected outcomes. Documenting this causal negative effort–risk relationship is important because it (1) runs contrary to consumers' lay beliefs and population-level analysis which conversely suggest a positive effort–risk correlation (i.e., a Simpson's paradox, Experiment 2), (2) expands understanding of how the way in which people acquire money affects risk tolerance beyond classic research on windfall gains (i.e., unanticipated rewards) and house money (i.e., unrealized gains), and hence (3) reveals a unique mechanism of perceived ownership that drives this negative causal relationship. Leveraging this unique mechanism, we further show that this negative effort–risk relationship can be attenuated by changing the currency of the money that consumers earn to be one that consumers have low ownership over (e.g., Bitcoin for non-crypto users).","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"34 1","pages":"110-118"},"PeriodicalIF":4.8,"publicationDate":"2023-05-19","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"49102436","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

Identifying nostalgia in text: The development and validation of the nostalgia dictionary 从文本中识别怀旧：怀旧词典的开发与验证

IF 4.8 2区管理学

Journal of Consumer Psychology Pub Date : 2023-05-10 DOI: 10.1002/jcpy.1359

Jia Chen, Kristin Layous, Tim Wildschut, Constantine Sedikides

引用次数: 0

The metaverse and consumer psychology: An introduction to Research Dialogue 元宇宙与消费者心理学：研究对话导论

IF 4.8 2区管理学

Journal of Consumer Psychology Pub Date : 2023-04-26 DOI: 10.1002/jcpy.1355

L. J. Shrum

引用次数: 0

The Metaverse: A new digital frontier for consumer behavior 虚拟世界:消费者行为的新数字前沿

IF 4.8 2区管理学

Journal of Consumer Psychology Pub Date : 2023-04-26 DOI: 10.1002/jcpy.1356

Rhonda Hadi, Shiri Melumad, Eric S. Park

引用次数: 9

Already here: Metaverse in touch and sound 已经在这里了:触摸和声音的超宇宙

IF 4.8 2区管理学

Journal of Consumer Psychology Pub Date : 2023-04-25 DOI: 10.1002/jcpy.1358

Stefano Puntoni

引用次数: 0

The digital frontier as a liminal space 作为边缘空间的数字前沿

IF 4.8 2区管理学

Journal of Consumer Psychology Pub Date : 2023-04-25 DOI: 10.1002/jcpy.1357

Russell Belk

{"title":"The digital frontier as a liminal space","authors":"Russell Belk","doi":"10.1002/jcpy.1357","DOIUrl":"10.1002/jcpy.1357","url":null,"abstract":"Hadi et al. (Journal of Consumer Psychology, 34, 2023) have created a masterful and wide-sweeping review of the consumer behavior literature on the Metaverse. They envision our encounter with the Metaverse as a consumer journey. In this commentary, I highlight some of their unique contributions and suggest additional insights that emerge when we view the digital frontier as a liminal place betwixt and between now and then, here and there, and reality and virtuality. The Metaverse is also a metaphor and I entertain three metaphoric interpretations. First, the Metaverse is an experience machine of the sort that Robert Nozick imagined in his thought experiment involving real and artificial pleasures. Alternatively, consumers themselves can be seen as desiring machines as Gilles Deleuze and Féliz Guattari characterized them, and the Metaverse can be seen as an instantiation of our collective desires. Or thirdly, the Metaverse can be regarded as a shared hallucination. As these diverse metaphors suggest, imagining the metaverse is a projective exercise. But the consequences may involve up to a trillion dollars in revenues, so I hope these provocations prove useful whether they are ultimately borne out or not.","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"34 1","pages":"167-173"},"PeriodicalIF":4.8,"publicationDate":"2023-04-25","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/jcpy.1357","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"49523353","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

Mental accounting of product returns 产品退货的心理会计

IF 4.8 2区管理学

Journal of Consumer Psychology Pub Date : 2023-04-20 DOI: 10.1002/jcpy.1354

Chang-Yuan Lee, Carey K. Morewedge

{"title":"Mental accounting of product returns","authors":"Chang-Yuan Lee, Carey K. Morewedge","doi":"10.1002/jcpy.1354","DOIUrl":"10.1002/jcpy.1354","url":null,"abstract":"Product returns incur a substantial financial loss for retailers. We demonstrate how, when, and why cross-selling during the product returns process can reduce this loss in revenue. We find consumers more readily spend money refunded from product returns than unspent money. We theorize that this refund effect occurs because consumers psychologically realize the loss of money when purchasing products and earmark that money for spending. Thus, consumers feel a smaller psychological loss when spending refunded money than unspent money on a subsequent purchase. In six experiments, we find consumers spend refunded money more freely than unspent money, even more than windfall gains like lottery winnings, on products in similar and different product categories (e.g., groceries vs. apparel). However, the refund effect only holds when consumers do not expect to return products at the point of purchase and before refunded money is commingled with money in other accounts. Our findings identify a new fungibility violation due to mental accounting (i.e., a new source effect), and illustrate its value for generating, validating, and explaining revenue retention strategies.","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"33 3","pages":"583-590"},"PeriodicalIF":4.8,"publicationDate":"2023-04-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/jcpy.1354","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42429483","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: 1

A meta-analysis on the effects of just-below versus round prices 关于恰好低于整数价格与整数价格的影响的荟萃分析

IF 4.8 2区管理学

Journal of Consumer Psychology Pub Date : 2023-04-19 DOI: 10.1002/jcpy.1353

Eve Sarah Troll, Julius Frankenbach, Malte Friese, David D. Loschelder

{"title":"A meta-analysis on the effects of just-below versus round prices","authors":"Eve Sarah Troll, Julius Frankenbach, Malte Friese, David D. Loschelder","doi":"10.1002/jcpy.1353","DOIUrl":"10.1002/jcpy.1353","url":null,"abstract":"Marketers' proclivity for just-below prices (e.g., $9.99) is rooted in an expected higher demand than for round prices ($10.00). The literature, however, lacks a comprehensive assessment of when and how price endings matter. Three mechanisms might explain price-ending effects on consumers' purchase decisions: just-below prices (1) improve price perceptions, but (2) impair perceived product quality, and (3) cause consumers to underestimate prices. A preregistered meta-analysis (k = 69 studies, m = 362 effect sizes, N = 40,541) established that just-below (vs. round) prices tend to increase purchase decisions (g = 0.13, CI95%[0.01, 0.25]), result in an advantageous price image (g = 0.28, CI95%[0.09, 0.48]), have no effect on perceived product quality (g = 0.00, CI95%[−0.17, 0.18], p = 0.96), and are more often underestimated (g = 0.67, CI95%[0.04, 1.30]). Participant, study, price, and product characteristics moderate the magnitude of these effects. Overall, the effect sizes are small and highly heterogenous, p-curve analyses revealed a large proportion of nonsignificant effects, and publication bias corrections suggest smaller and, at times, nonsignificant true effects. We discuss theoretical and applied implications for the pricing literature.","PeriodicalId":48365,"journal":{"name":"Journal of Consumer Psychology","volume":"34 2","pages":"299-325"},"PeriodicalIF":4.8,"publicationDate":"2023-04-19","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/jcpy.1353","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"50907897","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

Algorithms learn and propagate gender‐biased representations of consumers 算法学习并传播消费者的性别偏见表征

IF 4.8 2区管理学

Journal of Consumer Psychology Pub Date : 2023-04-12 DOI: 10.1002/jcpy.1351

S. Rathee, S. Banker, Arul Mishra, Hari Prasad Mishra

引用次数: 1