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26
Four Essays on the Context-Dependence of Consumer Preferences in Situations of Reduced Choice
"... zur Erlangung des akademischen Grades doctor rerum politicarum (Doktor der Wirtschaftswissenschaft) eingereicht an der Wirtschaftswissenschaftlichen Fakultät der Humboldt-Universität zu Berlin von ..."
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zur Erlangung des akademischen Grades doctor rerum politicarum (Doktor der Wirtschaftswissenschaft) eingereicht an der Wirtschaftswissenschaftlichen Fakultät der Humboldt-Universität zu Berlin von
MAKING DETAILED PREDICTIONS MAKES (SOME) PREDICTIONS WORSE
, 2015
"... In this paper, we investigate whether making detailed predictions about an event makes other predictions worse. Across 19 experiments, 10,895 participants, and 415,960 predictions about 724 professional sports games, we find that people who made detailed predictions about sporting events (e.g., how ..."
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In this paper, we investigate whether making detailed predictions about an event makes other predictions worse. Across 19 experiments, 10,895 participants, and 415,960 predictions about 724 professional sports games, we find that people who made detailed predictions about sporting events (e.g., how many hits each baseball team would get) made worse predictions about more general outcomes (e.g., which team would win). We rule out that this effect is caused by inattention or fatigue, thinking too hard, or a differential reliance on holistic information about the teams. Instead, we find that thinking about game-relevant details before predicting winning teams causes people to give less weight to predictive information, presumably because predicting details makes information that is relatively useless for predicting the winning team more readily accessible in memory and therefore incorporated into forecasts. Furthermore, we show that this differential use of information can be used to predict what kinds of games will and will not be susceptible to the negative
Application of the Instrumental-Symbolic Framework within an Employer Positioning Context: A Test Using Perceptual Maps
"... This study investigates the use and validity of perceptual mapping as a tool for employer positioning from ..."
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This study investigates the use and validity of perceptual mapping as a tool for employer positioning from
Positively Useless: Irrelevant Negative Information Enhances Positive Impressions
, 2015
"... In a series of studies we demonstrate that irrelevant information (unhelpful user reviews) can enhance product evaluations and satisfaction-if framed negatively. When unhelpful negative reviews appear alongside positive ones, consumers infer that there is nothing negative to say about the product, ..."
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In a series of studies we demonstrate that irrelevant information (unhelpful user reviews) can enhance product evaluations and satisfaction-if framed negatively. When unhelpful negative reviews appear alongside positive ones, consumers infer that there is nothing negative to say about the product, which boosts the impact of the positive reviews.
Proximate Emotion and Distant Reason: Temporal Inference in Word-Of-Mouth
, 2015
"... Five field and laboratory studies reveal that word-of-mouth opinions (in online reviews) are significantly less persuasive when shared at "proximate" (soon after) versus "distant" (long after) points of purchase. This occurs because proximate reviewers are assumed to be emotiona ..."
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Five field and laboratory studies reveal that word-of-mouth opinions (in online reviews) are significantly less persuasive when shared at "proximate" (soon after) versus "distant" (long after) points of purchase. This occurs because proximate reviewers are assumed to be emotional/ irrational, discrediting otherwise identical content shared by distant reviewers. [to cite]:
The Effect of Irrelevant Information on Consumer Irritation and Attitudes: the Moderating Role of Need to Evaluate
"... EXTENDED ABSTRACT -Past research has investigated the effect of irrelevant information related to the advertised product on consumers' beliefs in the product's ability to deliver the desired benefit. The results suggest that irrelevant product information systematically weakens consumers& ..."
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EXTENDED ABSTRACT -Past research has investigated the effect of irrelevant information related to the advertised product on consumers' beliefs in the product's ability to deliver the desired benefit. The results suggest that irrelevant product information systematically weakens consumers' beliefs that the product will provide the desired benefit. An interesting question that follows is if the impact of brand related irrelevant information is considerable to the extent it may systematically weaken the impact of diagnostic information, then what would be the impact of non-brand related irrelevant information, as it is likely to be in the context of crossselling? Is the impact of such irrelevant information negative to the extent that it causes irritation in consumers? Since irritation can have negative consequences, does such irrelevant information lead to negative reactions toward the focal product as well as the advertiser? The above questions assume importance whenCin an attempt to make additional salesCadvertisers and salespeople frequently expose consumers to a substantial amount of information that may be irrelevant to the product under consideration.
"Don'T Buy" Or "Do Not Buy"? Negation Style and Product Evaluations
"... We investigate how negation style-that is, contracted ("isn't") versus full negations ("is not")-in online reviews influences product evaluations. When reviews contain contracted negations, consumers evaluate the target product more positively than when reviews contain full ..."
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We investigate how negation style-that is, contracted ("isn't") versus full negations ("is not")-in online reviews influences product evaluations. When reviews contain contracted negations, consumers evaluate the target product more positively than when reviews contain full negations. This effect is driven by consumers' perceptions of reviewers' warmth and knowledge.
AMITAV CHAKRAVARTI
, 2007
"... Nelson, and Yaacov Trope on earlier versions of the manuscript. 2 We find that exposure to broad versus narrow categorizations in a task alters consumers’ information processing styles, which in turn alters their categorizing and purchasing behavior in a variety of subsequent and unrelated tasks, fr ..."
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Nelson, and Yaacov Trope on earlier versions of the manuscript. 2 We find that exposure to broad versus narrow categorizations in a task alters consumers’ information processing styles, which in turn alters their categorizing and purchasing behavior in a variety of subsequent and unrelated tasks, from basic cognitive behaviors (e.g., grouping), and consumer decisions (e.g., new product adoptions), to more general decision making strategies (e.g., susceptibility to heuristics). Consumers previously exposed to a decision context with broad categorizations adopt a more lenient, and tolerant processing orientation. In contrast, consumers previously exposed to a decision context with narrow categorizations adopt a careful and critical processing orientation. Consequently, prior exposure to broad categorizations leads to greater susceptibility to many context effects and decision heuristics, whereas prior exposure to narrow categorizations leads to more careful and considered decisions, invariable across contexts. 3 The world that consumers encounter comprises a vast collection of objects and events that can be infinitely partitioned, generalized, or categorized. Changing the characteristics of these externally imposed categorizations in the decision environment can significantly influence
NJ: Information Today. Credibility: A Multidisciplinary Framework
"... This chapter reviews the theoretical and empirical literature on the concept of credibility and its areas of application relevant to information science and technology, encompassing several disciplinary approaches. An information seeker’s environment—the Internet, television, newspapers, schools, li ..."
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This chapter reviews the theoretical and empirical literature on the concept of credibility and its areas of application relevant to information science and technology, encompassing several disciplinary approaches. An information seeker’s environment—the Internet, television, newspapers, schools, libraries, bookstores, and social networks—abounds with information
