scholarly journals Effects of Time for Deliberation and Disfluency on Omission Neglect

2020 ◽  
Vol 4 (2) ◽  
pp. 37-50 ◽  
Author(s):  
Ruomeng Wu ◽  
Xiaoqi Han ◽  
Meng Liu ◽  
Frank R. Kardes
Keyword(s):  
Information Processing ◽  
Experimental Studies ◽  
Past Research ◽  
Consumer Information ◽  
Missing Information ◽  
Lower Likelihood ◽  
Purchase Likelihood ◽  
Omission Neglect

The use of disfluency in marketing signage has more complex effects than what past research suggests. Time plays an important role in consumer information processing of signage presented disfluently. Three experimental studies suggest that the effects of disfluency on the awareness of missing information, purchase likelihood, and likelihood of future surprise depend on whether consumers have more or less time to process the information. When they have a limited amount of time, disfluency improves their awareness of missing information, leading to not only a lower likelihood of immediate purchase but also less surprise when important omissions are revealed later. Nevertheless, the effects are attenuated when consumers have a greater amount of time.

The interactive effect of insight and cuteness in driving purchase likelihood: a lay belief of creativity

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Felix Septianto ◽  
Rokhima Rostiani ◽  
Widya Paramita
Keyword(s):  
New Products ◽  
Interactive Effect ◽  
Experimental Studies ◽  
New Product ◽  
Underlying Mechanism ◽  
Content Type ◽  
Narrative Study ◽  
Managerial Implications ◽  
Purchase Likelihood

PurposeWhile new product introductions can potentially promote growth and benefit for brands, it remains unclear how marketers can develop effective communication strategies to increase the chance of success for new products. The present research investigates the role of cuteness in leveraging the effectiveness of a narrative emphasizing an insight versus an effort in this regard.Design/methodology/approachThis research presents two experimental studies. Study 1 examines the moderating role of cuteness on the likelihood of purchasing a new product featuring an insight-based (vs effort-based) narrative. Study 2 extends the findings of Study 1 using different stimuli and establishes the underlying mechanism.FindingsResults show that when a cuteness appeal is present, an insight-based (vs effort-based) narrative will lead to a higher purchase likelihood. However, these differences do not emerge when a cuteness appeal is absent (a control condition). Further, perceived brand creativeness will mediate this effect.Originality/valueThe findings of this research contribute to the literature on lay belief of creativity, cuteness, and product narrative, as well as managerial implications on how to promote new products.

scholarly journals How does adopting a Growth Mindset Improve Academic Performance? Probing the Underlying Mechanisms in a Nationally- Representative Sample

2020 ◽  
Author(s):  
Maithreyi Gopalan ◽  
David Scott Yeager
Keyword(s):  
Academic Outcomes ◽  
Representative Sample ◽  
Experimental Studies ◽  
Past Research ◽  
Growth Mindset ◽  
National Study ◽  
Student Behaviors ◽  
Low Achieving Students ◽  
Nationally Representative ◽  
Underlying Mechanisms

Students who are taught that intellectual abilities are not fixed but can be developed—a growth mindset of intelligence—show improvements in their academic outcomes. Specifically, the mindset treatment effects are strongest for low-achieving students and vary across school contexts, as demonstrated by several lab and field-experimental studies including the largest randomized control trial (RCT) evaluation in a nationally- representative sample of 9th graders in the US as shown by the National Study of Learning Mindsets (NSLM). Yet, the mechanisms through which a growth mindset brings about positive academic outcomes remains unclear. Past research posits a role for challenge-seeking/learning-oriented behaviors exhibited by students exposed to a growth mindset intervention. However, research illuminating this pathway from mindset to academic outcomes through student behaviors are sparse. For the first time, given the multisite RCT design and the inclusion of a rich set of mediators—especially, a mediator measured using a novel behavioral task that elicits learning-oriented behavior in the NSLM, rather than relying on just self-reported mindset measures, this research tests the complete mediational pathway and highlights a key mechanism through which growth mindset interventions may work.

scholarly journals Consumer Information Search Behavior for Experiential and Material Purchases

2014 ◽  
Vol 6 (3) ◽  
pp. 194-201 ◽  
Author(s):  
Asli Elif Aydin
Keyword(s):  
Direct Observation ◽  
Information Search ◽  
Experimental Studies ◽  
Search Behavior ◽  
Consumer Information ◽  
Sources Of Information ◽  
Different Types ◽  
Material Purchases ◽  
Information Search Behavior ◽  
Consumer Information Search

The objective of this study is to determine whether sources of information consulted and the extent of information search differ between experiential and material purchases. For this purpose two experimental studies were conducted. It is demonstrated that moving along the experiential-material purchase continuum; consumers’ reliance on personal sources, especially personal independent sources intensifies towards experiential purchase pole and decreases towards material purchase pole. In addition, for material purchases; direct observation is preferred more compared to personal sources of information. Finally, it is revealed that the total amount of search is greater for experiential purchases than material purchases. The results suggest that experiential and material purchases require different types of search conduct due to their distinct natures.

An ethnographic analysis of consumer information processing and decision-making at farmers’ markets

2022 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Benjamin Garner
Keyword(s):  
Information Processing ◽  
Local Food ◽  
Survey Methods ◽  
Consumer Information ◽  
Farmers Markets ◽  
Ethnographic Methods ◽  
Process Information ◽  
Farmers Market ◽  
Content Type ◽  
Marketing Messages

Purpose Farmers’ markets have grown rapidly in recent years and at the same time consumers increasingly desire to eat healthfully and sustainably. This research aims to analyze the way consumers process information regarding local food claims such as sustainability and organics when shopping for local foods at farmers’ markets. Design/methodology/approach This research uses ethnographic methods that included interviews with 36 participants, more than 100 hours of participant observation and prolonged engagement over a two and half-year period. Findings The findings indicate that there are two dominant types of consumers at the farmers’ market, hedonistic and utilitarian consumers. Hedonistic consumers rely on heuristic cues such as aesthetics, their relationship with the farmer and other peripheral sources of information when making purchase decisions. Utilitarian consumers, by contrast, carefully analyze marketing messages using central route cues and tend to be more conscious of their purchase choices. Practical implications This study will help farmers more effectively position their marketing messages and help consumers be aware how they process information in this space. Originality/value Unlike previous studies of consumer behavior at farmers’ markets that primarily use survey methods, this study uses observational and ethnographic methods to capture in situ interactions in this complex buying context. Further, while much work has been done on broad concepts of local food and organic preferences, this study provides a more in-depth look at consumer information processing in the farmers’ market space that reflects a mixture of organic and non-organic food.

Sexual Consumption in the Time of AIDS: A Study of Prostitute Patronage in Thailand

1998 ◽  
Vol 17 (2) ◽  
pp. 197-214 ◽  
Author(s):  
Russell W. Belk ◽  
Per Østergaard ◽  
Ronald Groves
Keyword(s):  
Public Policy ◽  
Information Processing ◽  
Cultural Values ◽  
Risk Taking ◽  
Sex Roles ◽  
Hiv And Aids ◽  
Consumer Information ◽  
Short Term ◽  
Limited Effectiveness ◽  
Risk Taking Behaviors

On the basis of short-term, qualitative fieldwork, the authors provide a culturally embedded portrait of AIDS knowledge, attitudes, and risk-taking behaviors in prostitute patronage by students and tourists in the most heavily HIV-infected region of Thailand. The authors find that the mix of cultural values, rituals, sex roles, and emotions in this Thai context challenge the underlying assumptions of belief-based Western models of behavior. This may help explain the limited effectiveness of prior research and prevention efforts in stopping the spread of HIV and AIDS. Although the findings are preliminary, they pose provocative challenges to consumer information processing models and existing public policy efforts in this milieu of sex and death.

scholarly journals Brand extension similarity can backfire when you look for something specific

2017 ◽  
Vol 51 (5/6) ◽  
pp. 850-868
Author(s):  
Radu Dimitriu ◽  
Luk Warlop ◽  
Bendik Meling Samuelsen
Keyword(s):  
Experimental Studies ◽  
Brand Extension ◽  
High Similarity ◽  
Content Type ◽  
Nature Study ◽  
Specific Attribute ◽  
Within Subjects ◽  
Purchase Likelihood ◽  
Brand Extension Evaluation ◽  
Extension Evaluation

Purpose The purpose of this paper is to show that high similarity between a parent brand and an extension category can have a detrimental effect on how a brand extension is perceived to perform on specific attributes. This happens because similarity influences the perceived positioning of a brand extension: lower similarity extensions can be perceived as “specialized” products, whereas high similarity extensions are perceived as “all-in-one” products not performing exceptionally well on any specific attribute. Design/methodology/approach The authors test the hypothesized effect through three experimental studies. The authors manipulate similarity both within subjects (Study 1a) and between subjects (Study 1b and Study 2). Further, the authors test the effect for specific attributes that are physical/concrete in nature (Study 1a and Study 1b) as well as attributes that are abstract/imagery-related in nature (Study 2). Findings High compared to low similarity improves perceptions of overall performance (i.e. performance across all attributes). But as expected, the authors also find that a high similarity brand extension is perceived to perform worse on the attribute on which a low similarity brand extension specializes, even when the parent brands of the extensions possess that attribute to the same extent. This perception of attribute performance carries on to influence brand extension purchase likelihood. Practical implications The degree of brand extension similarity has consequences for how brand extensions are perceived to be positioned in the marketplace. Although high similarity extensions receive positive evaluations, they might not be suitable when a company is trying to instil a perception of exceptional performance on a specific attribute. Originality/value The authors demonstrate a consequential exception to the marketing wisdom that brands should extend to similar categories. Although the degree of brand extension similarity has been repeatedly shown to have a positive effect on brand extension evaluation, the authors document a case when its effect is actually detrimental. This study’s focus on the dependent variable of perceived performance on specific attributes is novel in the brand extension literature.

Experimental research in expatriation and its challenges: A literature review and recommendations

2020 ◽  
Vol 34 (2) ◽  
pp. 252-283
Author(s):  
Daniela Noethen ◽  
Rocio Alcazar
Keyword(s):  
Literature Review ◽  
Experimental Research ◽  
Cultural Psychology ◽  
Experimental Studies ◽  
Data Access ◽  
Past Research ◽  
Randomized Experiments ◽  
Critical Issues ◽  
Expatriate Management ◽  
The Many

Via a systematic literature review, this article draws attention to the alarming scarcity of experimental studies and the ensuing shortness of evidence for causality in the field of expatriate management. Only 17 articles could be identified, published over more than 20 years, which utilize randomized experiments or quasi-experiments on topics of expatriation. Moreover, these articles show specific patterns, such as dealing exclusively with pre-departure and on-assignment issues, or, in their majority, sampling individuals who interact with expatriates rather than expatriates themselves. This lack of experimental studies is problematic, as it is difficult to establish causality between different variables without conducting experimental studies. Yet many critical issues in expatriation are precisely questions of causality. Hence, in this article, we provide resources to help move the expatriation field toward a more balanced use of different research methodologies and, thus, a greater understanding of the many relationships uncovered in past research. First, we identify four main challenges unique to conducting experimental research in the context of expatriation: Challenging data access, global sample dispersion, restricted manipulability of variables, and cultural boundedness of constructs and interpretations. Second, we provide strategies to overcome these challenges, based on studies included in the review as well as taking ideas from neighboring fields such as cross-cultural psychology. The article concludes with a discussion of how experimental research can take the field of expatriation forward and improve the decision-making process of practitioners managing international assignees.

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