Article(electronic)#12019
Spreading of Alternatives Without a Perception of Choice
In: NYU Stern School of Business
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Article(electronic)#22019
Not-so Easy Listening: How Listening to Options Affects Product Choice and Evaluation
In: NYU Stern School of Business
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Article(electronic)#32016
Saving the Masses: The Impact of Perceived Efficacy on Charitable Giving to Single vs. Multiple Beneficiaries
In: Sharma, E., & Morwitz, V. G. (2016). Saving the masses: The impact of perceived efficacy on charitable giving to single vs. Multiple beneficiaries. Organizational Behavior and Human Decision Processes, 135, 45–54.
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Article(electronic)#4June 2005
Penny Wise and Pound Foolish: The Left‐Digit Effect in Price Cognition
In: Journal of consumer research: JCR ; an interdisciplinary journal, Volume 32, Issue 1, p. 54-64
ISSN: 1537-5277
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Article(electronic)#5July 25, 2011
Influence via Comparison-Driven Self-Evaluation and Restoration: The Case of the Low-Status Influencer
In: Journal of consumer research: JCR ; an interdisciplinary journal, Volume 38, Issue 5, p. 964-980
ISSN: 1537-5277
Abstract
Ample research shows that consumers accept influence from a source they identify with and reject influence from a source they wish to dissociate from. The current article moves beyond the well-established identification principle and delineates a new influence process. Influence via comparison-driven self-evaluation and restoration (CDSER) takes place when one observes a counterstereotypical product user and, as a result, questions one's relative standing on the trait that the product symbolizes. In response to this threatening self-evaluation, the observer becomes more interested in the target product. To clearly distinguish CDSER from identification influence, the current investigation focuses on product users with a low socioeconomic status (SES). In contrast to the predictions of the identification principle, this article demonstrates that low-SES users can in some circumstances positively influence observers and increase their purchase intentions. The "low-status user effect" and the CDSER mechanism are demonstrated across multiple product categories in four studies.
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Article(electronic)#6December 1, 2006
The Price of "Free"-dom: Consumer Sensitivity to Promotions with Negative Contextual Influences
In: Journal of consumer research: JCR ; an interdisciplinary journal, Volume 33, Issue 3, p. 384-392
ISSN: 1537-5277
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Article(electronic)#7September 1, 2005
Effects of Participative Pricing on Consumers' Cognitions and Actions: A Goal Theoretic Perspective
In: Journal of consumer research: JCR ; an interdisciplinary journal, Volume 32, Issue 2, p. 249-259
ISSN: 1537-5277
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Article(electronic)#8June 1996
Do Polls Reflect Opinions or Do Opinions Reflect Polls? The Impact of Political Polling on Voters' Expectations, Preferences, and Behavior
In: Journal of consumer research: JCR ; an interdisciplinary journal, Volume 23, Issue 1, p. 53
ISSN: 1537-5277
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Article(electronic)#10September 1, 2002
The Scope and Persistence of Mere-Measurement Effects: Evidence from a Field Study of Customer Satisfaction Measurement
In: Journal of consumer research: JCR ; an interdisciplinary journal, Volume 29, Issue 2, p. 159-167
ISSN: 1537-5277
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Article(electronic)#11June 1996
The Effect of Measuring Intent on Brand-Level Purchase Behavior
In: Journal of consumer research: JCR ; an interdisciplinary journal, Volume 23, Issue 1, p. 1
ISSN: 1537-5277
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Article(electronic)#12October 1, 2014
Retailer Pricing Strategy and Consumer Choice under Price Uncertainty
In: Journal of consumer research: JCR ; an interdisciplinary journal, Volume 41, Issue 3, p. 761-774
ISSN: 1537-5277
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Article(electronic)#13August 1, 2008
Will I Spend More in 12 Months or a Year? The Effect of Ease of Estimation and Confidence on Budget Estimates
In: Journal of consumer research: JCR ; an interdisciplinary journal, Volume 35, Issue 2, p. 245-256
ISSN: 1537-5277
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Article(electronic)#14December 1, 2001
Withholding Consumption: A Social Dilemma Perspective on Consumer Boycotts
In: Journal of consumer research: JCR ; an interdisciplinary journal, Volume 28, Issue 3, p. 399-417
ISSN: 1537-5277
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Article(electronic)#15July 2000
Sales forecasts for existing consumer products and services: Do purchase intentions contribute to accuracy?
In: International journal of forecasting, Volume 16, Issue 3, p. 383-397
ISSN: 0169-2070
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