Product‐facilitated conversations: When does starting a conversation by mentioning a product lead to better conversational outcomes?

Journal of Consumer Psychology · 2023 · 1 citations

• Computer Science
• Psychology
• Advertising

Abstract This paper examines product‐facilitated conversations . In three studies, we show that the products consumers publicly display influence how other consumers start conversations with them and how enjoyable and self‐disclosing these conversations are. Study 1 is an experiment in the field that shows that product‐facilitated conversations are deeper and more enjoyable than non‐product‐facilitated ones. Study 2 examines the characteristics of products that, when mentioned, lead to good conversations and identifies uniqueness and commonality as key characteristics. Study 3 is an additional experiment in the field that tests these characteristics and shows that products with those characteristics are better conversation starters than the weather. Overall, these studies show novel social benefits to talking about products and generate new ideas about how talking about products can help consumers meet new people, smooth awkward social situations, and build relationships.

Preference for Moderation Scale

PsycTESTS Dataset · 2021-01-01 · 1 citations

The Preference for Moderation Scale

Journal of Consumer Research · 2020 · 11 citations

• Sociology
• Psychology
• Social psychology

Abstract We propose that individual differences in the value placed on the principle of moderation exist and influence many aspects of consumer decision-making. The idea that moderation is an important guiding norm of human behavior is prevalent throughout history and an explicit theme in many philosophies, religions, and cultures. Yet, moderation has not been studied as an individual-level determinant of consumer behavior. We develop a scale that measures the degree to which individuals have a Preference for Moderation (PFM). The PFM scale predicts consequential behavior in many decision contexts. We first report on scale development, including the generation and selection of items. We then report analyses showing that PFM is distinct from several popular individual-difference variables. Related to cultural background, PFM reliably predicts the use of compromise (study 1) and balancing (vs. highlighting) strategies (study 2), as well as various decision-making behaviors, including reliance on the representativeness heuristic (study 3), self-reported financial habits and outcomes (studies 4–5), real-world online-reviewing behavior (study 6), and split-ticket voting behavior in the 2018 US midterm elections (study 7).

The Preference for Moderation Scale

SSRN Electronic Journal · 2020 · 1 citations

• Psychology
• Econometrics
• Social psychology

Judgment and decision making

2019-01-01

Responding to reviewers: lessons from 17 years of editor experience at Duke University

Edward Elgar Publishing eBooks · 2019-11-08

You are reading this chapter because you have decided to try your hand at sharing your research with a journal or you have already done so and are now in the enviable position where you need to respond to reviewer advice. Good for you! We are fortunate to work in the Marketing Area of the Fuqua School of Business, Duke University, which has been home to more editors of the field’s four major journals over the past fifty years (1969-2019) than any other university. We thought it would be interesting to gather our perspectives as current or former editors on this topic. In the pages that follow, you will get advice from Chris Moorman (Journal of Marketing, 2018-2022), Jim Bettman (Journal of Consumer Research, 1982-1988), Joel Huber (Journal of Marketing Research, 2006-2009), Mary Frances Luce (Journal of Consumer Research, 2011-2014), and Rick Staelin (Marketing Science, 1995-1997). There is some convergence in our thinking, but there are also times when we disagree, which we did not edit away. We think there are a number of ways to respond effectively to reviewers, and we hope you find these tips helpful in your quest to publish your research.

The Burden of Social Proof

ACR North American Advances · 2017-01-01

The association among cytochrome P450 3A, progesterone receptor polymorphisms, plasma 17-alpha hydroxyprogesterone caproate concentrations, and spontaneous preterm birth

American Journal of Obstetrics and Gynecology · 2017-05-15 · 15 citations

Correlations of trait and state emotions with utilitarian moral judgements

Cognition & Emotion · 2017-03-06 · 25 citations

In four experiments, we asked subjects for judgements about scenarios that pit utilitarian outcomes against deontological moral rules, for example, saving more lives vs. a rule against active killing. We measured trait emotions of anger, disgust, sympathy and empathy (the last two in both specific and general forms, the latter referring to large groups of people), asked about the same emotions after each scenario (state emotions). We found that utilitarian responding to the scenarios, and higher scores on a utilitarianism scale, were correlated negatively with disgust, positively (but weakly and inconsistently) with anger, positively with specific sympathy and state sympathy, and less so with general sympathy or empathy. In a fifth experiment, we asked about anger and sympathy for specific outcomes, and we found that these are consistently predictive of utilitarian responding.

Consumer Judgment from a Dual-Systems Perspective

Review of marketing research · 2017-10-19 · 3 citations