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In: Hagtvedt, Henrik and Vanessa M. Patrick (2016), "Gilt versus Guilt: Should Luxury and Charity Partner at the Point of Sale?," Journal of Retailing, 92(1), 56-64.
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In: Patrick, Vanessa M. and Henrik Hagtvedt (2016), "Luxury Branding" in "The Future of Branding," Editors Rajendra Srivastava and Greg M Thomas. Sage Publications.
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In: Hagtvedt, Henrik and Vanessa M. Patrick (2014), "Consumer Response to Overstyling: Balancing Aesthetics and Functionality in Product Design," Psychology and Marketing, 31(7), 518-525.
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In: Patrick, Vanessa M. and Henrik Hagtvedt (2010), "Art in Advertising" in the Encyclopedia of Creativity, 2nd Edition, Editors Mark Runco and Steven Pritzker.
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In: Hagtvedt, Henrik and Vanessa M. Patrick (2010), "Fine Arts" in the Encyclopedia of Consumer Culture, Editor Dale Southerton, Sage Publications.
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In: Patrick, Vanessa M. and Henrik Hagtvedt (2009), "Luxury Branding," in the Handbook of Brand Relationships, Editors: Joseph Priester, Deborah J. MacInnis and C. Whan Park.
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In: Journal of consumer research: JCR ; an interdisciplinary journal, S. ucx039
ISSN: 1537-5277
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 39, Heft 2, S. 371-381
ISSN: 1537-5277
Abstract
This research is based on the insight that the language we use to describe our choices serves as a feedback mechanism that either enhances or impedes our goal-directed behavior. Specifically, we investigate the influence of a linguistic element of self-talk, in which a refusal may be framed as "I don't" (vs. "I can't"), on resisting temptation and motivating goal-directed behavior. We present a set of four studies to demonstrate the efficacy of the "don't" (vs. "can't") framing (studies 1–3) when the source of the goal is internal (vs. external; studies 2A and 2B), as well as the mediating role of psychological empowerment (studies 1, 2A, and 2B). We demonstrate this novel and effective refusal strategy with actual choice (study 1) and with behavioral intent (studies 2A and 2B) and also illustrate its applicability in the real world in a longitudinal intervention-based field study (study 3).
In: Patrick, Vanessa M., Yashar Atefi and Henrik Hagtvedt (2017), "The Allure of the Hidden: How Product Unveiling confers Value," International Journal of Research in Marketing, 34(2), 430-41.
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In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 48, Heft 3, S. 474-491
ISSN: 1537-5277
AbstractThis research demonstrates that interstitial space in textual brand logos—that is, spacious (vs. compact) arrangement of letters—unfavorably influences brand attitude by reducing product safety perceptions. When potential threats are salient, the effect tends to occur within tight (but not loose) cultures, characterized by sensitivity to threats and a need for rigid social structures. When threats are not salient, the effect appears to occur across cultures. Five studies, including lab and field experiments, as well as archival dataset analysis, provide supportive evidence.