Journal of Consumer Psychology

article

Buddhist psychology: Selected insights, benefits, and research agenda for consumer psychology

David Glen Mick

Journal of Consumer Psychology > 2017 > 27 > 1 > 117-132

Consumer psychology has been overly reliant on a small set of paradigms. As a result, the field appears less prepared than it could aspire to be for contributing new knowledge on, and relief from, our hyper-consumption era. Accordingly, I explore Buddhist psychology by drawing from its foundational framework known as the Three Marks of Existence (suffering, impermanence, and no-self) to introduce...

article

When red means go: Non-normative effects of red under sensation seeking

Ravi Mehta, Joris Demmers, Willemijn M. van Dolen, Charles B. Weinberg

Journal of Consumer Psychology > 2017 > 27 > 1 > 91-97

Although previous research has identified red as the color of compliance, the current work proposes that this effect of red may not hold under high sensation-seeking propensity conditions. It is argued that the color red has the capability to induce arousal, which in turn has been shown to enhance a person's default tendencies. Further, because high sensation seekers have a higher tendency to react,...

article

Bidirectional contrast effects between taste perception and simulation: A simulation-induced adaptation mechanism

Kao Si, Yuwei Jiang

Journal of Consumer Psychology > 2017 > 27 > 1 > 49-58

Four experiments reveal that actual taste perception and mental simulation of taste can exert a bidirectional contrast effect on each other. Experiment 1 shows that similar to actual taste experience, simulated taste experience is influenced by a prior actual taste in a contrastive manner. Experiment 2 shows that this contrast effect of actual taste on taste simulation occurs only when people adopt...

article

Textual paralanguage and its implications for marketing communications

Andrea Webb Luangrath, Joann Peck, Victor A. Barger

Journal of Consumer Psychology > 2017 > 27 > 1 > 98-107

Both face-to-face communication and communication in online environments convey information beyond the actual verbal message. In a traditional face-to-face conversation, paralanguage, or the ancillary meaning- and emotion-laden aspects of speech that are not actual verbal prose, gives contextual information that allows interactors to more appropriately understand the message being conveyed. In this...

article

The Compensatory Consumer Behavior Model: How self-discrepancies drive consumer behavior

Naomi Mandel, Derek D. Rucker, Jonathan Levav, Adam D. Galinsky

Journal of Consumer Psychology > 2017 > 27 > 1 > 133-146

Consumer goods and services have psychological value that can equal or exceed their functional value. A burgeoning literature demonstrates that one source of value emerges from the capacity for products to serve as a psychological salve that reduces various forms of distress across numerous domains. This review systematically organizes and integrates the literature on the use of consumer behavior...

article

The effects of promotions on hedonic versus utilitarian purchases

Ran Kivetz, Yuhuang Zheng

Journal of Consumer Psychology > 2017 > 27 > 1 > 59-68

Because it is harder to justify hedonic purchases than utilitarian purchases, it is proposed that promotions will have a stronger positive effect on the purchase likelihood of hedonic than utilitarian products. This and related propositions are tested in multiple studies using a variety of product categories and promotions. The results demonstrate that promotions are more effective in driving purchase...

article

Reflecting on the journey: Mechanisms in narrative persuasion

Anne Hamby, David Brinberg, Kim Daniloski

Journal of Consumer Psychology > 2017 > 27 > 1 > 11-22

Recent work demonstrates that narratives persuade via mechanisms distinct from other persuasive message formats. The present work draws from the discourse processing and communication literature to introduce a construct of retrospective reflection as an additional mediator in narrative persuasion. Retrospective reflection represents self or other-relevant memories evoked by transportation into a story,...

article

Editorial Board

Journal of Consumer Psychology > 2017 > 27 > 1 > IFC

article

The effect of social exclusion on consumer preference for anthropomorphized brands

Rocky Peng Chen, Echo Wen Wan, Eric Levy

Journal of Consumer Psychology > 2017 > 27 > 1 > 23-34

Prior research has mainly examined the effect of social exclusion on individuals' interactions with other people or on their product choices as an instrument to facilitate interpersonal connection. The current research takes a novel perspective by proposing that socially excluded consumers would be more motivated to establish a relationship with a brand (rather than using the brand to socially connect...

article

Activating stereotypes with brand imagery: The role of viewer political identity

Justin W. Angle, Sokiente W. Dagogo-Jack, Mark R. Forehand, Andrew W. Perkins

Journal of Consumer Psychology > 2017 > 27 > 1 > 84-90

The use of ethnic imagery in visual identities of brands, such as those used by professional sports franchises, has long been a contentious issue in American society. This research investigates the oft-voiced argument that ethnic brand imagery perpetuates negative stereotypes (a claim that has been subject to very little empirical scrutiny) and identifies conditions under which encountering such brand...

article

The effect of embarrassment on preferences for brand conspicuousness: The roles of self-esteem and self-brand connection

Xiaobing Song, Feifei Huang, Xiuping Li

Journal of Consumer Psychology > 2017 > 27 > 1 > 69-83

Three studies were conducted to examine how embarrassment influences consumer preferences for brand conspicuousness. We predict that consumers with different levels of self-esteem will have distinct coping strategies when they feel embarrassed, resulting in differences in their preference changes related to brand conspicuousness. The results show that when feeling embarrassed, consumers with low self-esteem...

article

Role of executive attention in consumer learning with background music

Esther Kang, Arun Lakshmanan

Journal of Consumer Psychology > 2017 > 27 > 1 > 35-48

This paper examines how the type of background music (vocal vs. instrumental) affects consumers' cognitive performance depending on individual differences in executive attention (i.e., working memory capacity). Across three experiments, we find that vocal music leads to poorer cognitive and attitudinal outcomes for consumers lower in working memory capacity but does not affect those higher in working...

article

A recipe for friendship: Similar food consumption promotes trust and cooperation

Kaitlin Woolley, Ayelet Fishbach

Journal of Consumer Psychology > 2017 > 27 > 1 > 1-10

This research examines the consequences of incidental food consumption for trust and cooperation. We find that strangers who are assigned to eat similar (vs. dissimilar) foods are more trusting of each other in a trust game (Study 1). Food consumption further influences conflict resolution, with strangers who are assigned to eat similar foods cooperating more in a labor negotiation, and therefore...

article

The role of cultural communication norms in social exclusion effects

Jaehoon Lee, L.J. Shrum, Youjae Yi

Journal of Consumer Psychology > 2017 > 27 > 1 > 108-116

Previous research suggests that when social exclusion is communicated in an explicit manner, consumers express preferences for helping, whereas when it is communicated in an implicit manner, they express preferences for conspicuous consumption. However, this may not always hold true. In the present research, we put forward a theoretical framework explaining that exclusion effects depend on the extent...

INFONA - science communication portal

Journal of Consumer Psychology

Buddhist psychology: Selected insights, benefits, and research agenda for consumer psychology

When red means go: Non-normative effects of red under sensation seeking

Bidirectional contrast effects between taste perception and simulation: A simulation-induced adaptation mechanism

Textual paralanguage and its implications for marketing communications

The Compensatory Consumer Behavior Model: How self-discrepancies drive consumer behavior

The effects of promotions on hedonic versus utilitarian purchases

Reflecting on the journey: Mechanisms in narrative persuasion

Editorial Board

The effect of social exclusion on consumer preference for anthropomorphized brands

Activating stereotypes with brand imagery: The role of viewer political identity

The effect of embarrassment on preferences for brand conspicuousness: The roles of self-esteem and self-brand connection

Role of executive attention in consumer learning with background music

A recipe for friendship: Similar food consumption promotes trust and cooperation

The role of cultural communication norms in social exclusion effects

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