Approach And Loss Aversion: Consumer Responses To Approaching And Receding Stimuli In Advertising
Consumers are increasingly confronted with dynamically moving stimuli in commercials, video games and virtual reality. Although the effect of physical (near vs. far) and psychological (concrete vs. Read More »
The “Upper Limit Framing” Effect: Upper Limit Framing Of A Cost Estimate Influences Consumption
Consumers often make consumption choices on the basis of estimates, rather than actual temporal or monetary costs. Frequently, marketers interchangeably use “less than” vs. “not more than” Read More »
Non-Normative Influence Of Self-Decided Prices On Product-Related Inferences
Price is a key factor in consumer decision making (Adaval and Monroe, 2002; De Langhe et al., 2014). From a purely economic perspective, consumers should be willing to buy a product if the value that Read More »
A Salience Theory Of Three Exposure Effects
We propose and support a salience theory of exposure effects which posits that repeated exposure influences evaluations by increasing salience, the relative quality of standing out in relation to Read More »
Priming & Privacy: How Subtle Trust Cues Online Affect Consumer Disclosure And Purchase Intentions
Consumers are quick to say that maintaining privacy in an increasingly digital world is more and more difficult (Pilot). Yet recent research (Mourey) suggests that consumers are more sensitive to Read More »
