ASSOCIATION FOR
CONSUMER RESEARCH
BUILDING CONNECTIONS
2011
Volume XXXIX
PROCEEDINGS
Editors
Rohini Ahluwalia
Tanya L. Chartrand
Advances in Consumer Research, Volume 39
Rohini Ahluwalia, Tanya L. Chartrand, and Rebecca K. Ratner, Editors
2012 Copyright © ASSOCIATION FOR CONSUMER RESEARCH
All rights reserved. No part of this publication may be reproduced, stored in a retrieval system or transmitted, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without prior written permission of the publisher.
International Standard Book Number (ISBN): 978-0-915552-69-6
Association for Consumer Research Labovitz School of Business & Economics University of Minnesota Duluth
11 East Superior Street, Suite 210 Duluth, MN 55802
iii Advances in Consumer ResearchVolume 39, ©2011
Preface
The 39
thannual North American Conference of the Association for Consumer Research was held at the Hyatt Regency
St. Louis at The Arch in St. Louis, MO from Thursday, October 13 through Sunday, October 16, 2011. This volume
con-sists of research presented during this conference. The volume is organized by type of research submission and includes the
following: Special Session Summaries, Full Competitive Papers, Competitive Extended Abstracts, Film Festival Abstracts,
Roundtable Summaries, and Working Paper Abstracts.
The theme of ACR 2011 was “Building Connections,” reflecting the role of St. Louis as the historic Gateway to the West.
The goal for the conference was to promote connections between researchers from different areas of consumer research,
dif-ferent theoretical perspectives and methodologies, and between academia and industry. By all accounts this goal was met;
the quality of the research was exceptional and people and perspectives were brought together in many ways.
There were several changes at the 2011 conference that reflected our Building Connections theme. First, we introduced
an opening Plenary Session; we kicked off the conference Thursday with a session immediately preceding the Thursday night
reception. This plenary session was designed to bring the ACR community together for a lively discussion and Q&A with
panelists. Second, we created a “Coffee Connections Lounge”, complete with sofas, tables, and coffee, which was designed
to facilitate conversation during breaks in the program. During the Long Coffee Breaks, participants were invited to connect
with researchers with similar interests. Third, we added some social media in the form of Twitter. Conference attendees were
encouraged to tweet about the presentations or other conference events, which appeared on a “Twitter Fountain” displayed in
a central location. Finally, we introduced ACR At
-A-Glance this year, which consisted of a one-page fold-out in the program
that identified the session topics, time slots, and room numbers. This provided a quick way to make connections between the
various topics featured at the 2011 conference, and to make it easier for attendees to find their way to the next session.
We would like to thank the generous donors who provided financial support for this year’s conference. We also want to
thank all the people who provided us with invaluable help with this conference. We especially want to thank the Associate
Editors, the Senior AEs, the members of the ACR program committee, the working paper reviewers, film festival reviewers,
and competitive paper reviewers. In addition, we owe a special thanks to all the student volunteers from University of
Min-nesota, Duke University, and University of Maryland who helped us tremendously. Finally, we thank Rajiv Vaidyanathan,
executive director of ACR, for his support throughout the process, and to Sharon Shavitt for trusting us with this conference
and giving us the opportunity to give back to the amazing community of consumer behavior researchers.
iv Advances in Consumer ResearchVolume 39, ©2011
Table of Contents
ACR Presidential Address 2011
What’s New? Novelty in Consumer Research 1 Sharon Shavitt, Walter H. Stellner Professor of Marketing, University of Illinois at Urbana-Champaign, USA
Special Session Summaries
Strategic Spending in Booms and Busts:
Surprising Effects of Economic Recessions on Consumer Behavior 7 Chairs: Vladas Griskevicius, University of Minnesota, USA
Kobe Millet, VU University Amsterdam, The Netherlands
Paper #1: Economic Recessions Increase Spending on Beauty Products: Experimental Evidence for the Lipstick Effect Sarah Hill, Texas Christian University, USA
Christopher Rodeheffer, Texas Christian University, USA Vladas Griskevicius, University of Minnesota, USA Kristina Durante, University of Texas at San Antonio, USA
Paper #2: Paying More for “Us” In Times of Crisis: Economic Downturns Increase the Need to Belong Jaione Yabar, Tilburg University, The Netherlands
Diederik Stapel, Tilburg University, The Netherlands Rik Peters, Tilburg University, The Netherlands
Paper #3: Economic Recessions Release the Inner Child Vladas Griskevicius, University of Minnesota, USA Joshua Ackerman, MIT, USA
Paper #4: Financial Decision Making in Hard and Prosperous Times Kobe Millet, VU University Amsterdam, The Netherlands
Lien Lamey, Lessius University College and KU Leuven, Belgium Bram Van den Bergh, Erasmus University Rotterdam, The Netherlands
Sex and Money 12 Chairs: Vladas Griskevicius, University of Minnesota, USA
Bram Van den Bergh, Erasmus University Rotterdam, The Netherlands
Paper #1: Ovulatory Cycle Effects on Women’s Financial Decisions in Economic Games Kristina Durante, University of Texas at San Antonio, USA
Vladas Griskevicius, University of Minnesota, USA Stephanie Cantu, University of Minnesota, USA Jeffry Simpson, University of Minnesota, USA
Paper #2: Sex Ratio and the Financial Consequences of Too Many Men Vladas Griskevicius, University of Minnesota, USA
Joshua Ackerman, MIT, USA
Paper #3: Men, Sex, and Risk: Turning Up the Heat on Men’s Financial Decisions Bram Van den Bergh, Erasmus University Rotterdam, The Netherlands
Kobe Millet, VU University Amsterdam, The Netherlands Vladas Griskevicius, University of Minnesota, USA
Paper #4: Women, Sex, and Risk: Mating Motivation and Financial Risk-Taking in Women Yexin Jessica Li, Arizona State University, USA
Advances in Consumer Research (Volume 39) / v Online Word of Mouth 17 Chairs: Yu-Jen Chen, University of Maryland, USA
Amna Kirmani, University of Maryland, USA
Paper #1: Different Drivers of Online and Offline Word of Mouth Jonah Berger, University of Pennsylvania, USA
Paper #2: Linguistic Mimicry in Online Word of Mouth Sarah Moore, University of Alberta, Canada
Brent McFerran, University of Michigan, USA
Paper #3: Temporal Contiguity and the Negativity Bias in Online Reviews Zoey Chen, Georgia Tech, USA
Nicholas Lurie, Georgia Tech, USA
Paper #4: Persuading Others Online: The Consumer as Media Planner Yu-Jen Chen, University of Maryland, USA
Amna Kirmani, University of Maryland, USA
Ironic Effects on Persuasion: From Communicators to Message Characteristics 22 Chair: David Dubois, HEC Paris, France
Paper #1: Using Communicator Power to Foster Warmth or Competence David Dubois, Northwestern University, USA
Derek Rucker, Northwestern University, USA Adam Galinsky, Northwestern University, USA
Paper #2: The Artful Dodger: Answering the Wrong Question the Right Way Todd Rogers, Harvard University and Analyst Institute, USA
Michael I. Norton, Harvard Business School, USA
Paper #3: The Persuasive Power of Contradicting Oneself Taly Reich, Stanford University, USA
Zakary L. Tormala, Stanford University, USA
Paper #4: From Blemishing to Blossoming: The Positive Effect of Negative Information Danit Ein-Gar, Tel-Aviv University, Israel
Baba Shiv, Stanford University, USA
Achieving Our Goals: Some Tips and Tricks 27 Chair: Julia Belyavsky Bayuk, University of Delaware
Paper #1: A Life in Balance or a Slippery Slope?: Exploring the Use and Effectiveness of Moderation versus Avoidance Self-Control Strategies
Kelly Haws, Texas A&M University, USA Cait Lamberton, University of Pittsburgh, USA Hristina Dzhogleva, University of Pittsburgh, USA Gavan Fitzsimons, Duke University, USA
Paper #2: It is Just Too Easy: Impact of Planning on Effort and Behavior Julia Bayuk, University of Delaware, USA
Juliano Laran, University of Miami, USA
Paper #3: Consider it Done! The Cognitive Effects of Unfulfilled Goals are Eliminated by Making a Plan E. J. Masicampo, Tufts University, USA
Roy Baumeister, Florida State University, USA
Paper #4: In Praise of Putting Things Off: Postponing Consumption Pleasures Facilitates Self-Control Nicole Mead, Catholic University of Portugal, USA
Vanessa Patrick, University of Houston, USA
Disposing: Constructing and Structuring Consumption 32 Chair: Meltem Ture, Bilkent University, Turkey
Paper #1: An Exploration of Consumers’ Use of Disposing Practices in their Daily Lives Meltem Ture, Bilkent University, Turkey
Guliz Ger, Bilkent University, Turkey
Paper #2: Doing Family through Practices of Disposal: Enacting Affiliation and Sacrifice through the Consumption of Food Leftovers
Benedetta Cappellini, University of London, UK Elizabeth Parsons, Keele University, UK
Paper #3: Recycling: Yes But Caring for my Loved Ones First! Exploring Identity Conflicts Amongst “Green” Working Mothers
vi / Table of Contents
Deciphering the Cognitive Sources of Creativity 36 Chairs: Haiyang Yang, INSEAD, Singapore
Amitava Chattopadhyay, INSEAD, France
Darren Dahl, University of British Columbia, Canada
Paper #1: Exploring the Role of External Rewards in Creative Cognition Ravi Mehta, University of British Columbia, Canada
Rui (Juliet) Zhu, University of British Columbia, Canada Darren Dahl, University of British Columbia, Canada
Paper #2: Grounded Cognition, Spatial Working Memory and Category Experience as Influencers of Creative Imagination
José Antonio Rosa, University of Wyoming, USA Julie Ruth, Rutgers University, USA
William J. Qualls, University of Illinois at Urbana-Champaign, USA
Paper #3: Unconscious Creativity: The Impact of Deliberation-Without-Attention Duration on Creative Ingenuity Haiyang Yang, INSEAD, Singapore
Amitava Chattopadhyay, INSEAD, Singapore Kuangjie Zhang, INSEAD, France
Darren Dahl, University of British Columbia, Canada
The Waxing and Waning of Desire 40 Chairs: Kathleen Vohs, University of Minnesota, USA
Wilhelm Hofmann, University of Chicago, USA
Paper #1: How Best To Think about the Future: Which Outcome Elaboration Strategies Help Control Desire? Gergana Nenkov, Boston College, USA
Kelly Haws, Texas A&M University, USA Min Jung Kim, Texas A&M University, USA
Paper #2: Not All Health Claims Are Created Equal: Dissociating the Dynamics of Guilt and Desire Invoked by Food Indulgences
Suresh Ramanathan, Texas A&M, USA
Nina Belei, Maastricht University, The Netherlands Kelly Geyskens, Maastricht University, The Netherlands Caroline Goukens, Maastricht University, The Netherlands Jos Lemmink, Maastricht University, The Netherlands
Paper #3: Engaging in Self-Control Intensifies Desires and Feelings Kathleen Vohs, University of Minnesota, USA
Roy Baumeister, Florida State University, USA Nicole Mead, Tilburg University, The Netherlands Suresh Ramanathan, Texas A&M, USA
Brandon Schmeichel, Texas A&M University, USA
Paper #4: Everyday Temptations: An Experience Sampling Study on How People Control Their Desires Wilhelm Hofmann, University of Chicago, USA
Kathleen Vohs, University of Minnesota, USA Roy Baumeister, Florida State University, USA
Health, Wealth, and Consumer Welfare 44 Chair: Min Zhao, University of Toronto, Canada
Paper #1: Enhanced Choice: A Method to Motivate Behavior Change Punam Keller, Dartmouth College, USA
Bari Harlam, CVS/Caremark
George Loewenstein, Carnegie Mellon University, USA Kevin Volpp, University of Pennsylvania, USA
Paper #2: The Fewer, the Better: Number of Goals and Savings Behavior Dilip Soman, University of Toronto, Canada
Min Zhao, University of Toronto, Canada
Paper #3: On Assets and Debt in the Psychology of Perceived Wealth Abigail Sussman, Princeton University, USA
Advances in Consumer Research (Volume 39) / vii The Best Attended Session at ACR: New Research on Optimism 48 Chairs: Simona Botti, London Business School, UK
Stefano Puntoni, Erasmus University Rotterdam, The Netherlands
Paper #1: The Effect of Large Incentives on Optimistic Responding: Evidence That Optimism Is Real Joseph P. Simmons, University of Pennsylvania, USA
Cade Massey, Yale University, USA
Paper #2: When the Personal Becomes Interpersonal: Public Posturing in Unrealistic Optimism Steven Sweldens, INSEAD, France
Stefano Puntoni, Erasmus University Rotterdam, The Netherlands Justin Kruger, New York University, USA
Maarten Vissers, Fortis Bank, The Netherlands
Paper #3: Too Optimistic about What the Future Holds?: How Greater Confidence Can Lead to Fewer Purchases Francesca Gino, Harvard Business School, USA
Uriel Haran, Carnegie Mellon University, USA Don Moore, UC Berkeley, USA
Paper #4: When Thinking Positive Gets the Better of Us: The Role of Optimism in Uninformed Consumer Choice Selin Malkoc, Washington University in St. Louis, USA
Ayelet Gneezy, UC San Diego, USA Simona Botti, London Business School, UK
Decision Difficulty 2.0 53 Chairs: Jonah Berger, University of Pennsylvania, USA
Aner Sela, University of Florida, USA
Paper #1: Creating the Illusion of Choice through Selective Information Search and Retrieval Rom Schrift, University of Pennsylvania, USA
Ran Kivetz, Columbia University, USA Oded Netzer, Columbia University, USA
Paper #2: Getting Mired in Simple Decisions: The Role of Shrinking Attribute Weight Variance Aner Sela, University of Florida, USA
Jonah Berger, University of Pennsylvania, USA
Paper #3: Winning through Conflict: When Goal-Conflict Increases Motivation Jordan Etkin, University of Maryland, USA
Anastasiya Pocheptsova, University of Maryland, USA Uzma Kahn, Stanford University, USA
Paper #4: The Obligation to Choose Sheena Iyengar, Columbia University, USA
Hidden in the Darkness: The Role of Dark versus Bright Sensory
Cues in Consumer Decision Making 57 Chair: Kuangjie Zhang (INSEAD)
Paper #1: Dim or Bright? The Influence of Illuminance on Creativity Chen Wang, University of British Columbia, Canada
Ravi Mehta, University of British Columbia, Canada Rui (Juliet) Zhu, University of British Columbia, Canada Jennifer Argo, University of Alberta, Canada
Paper #2: Vices Lurking in the Dark: The Impact of Background Color on Indulgent Consumption Kuangjie Zhang, INSEAD, France
Monica Wadhwa, INSEAD, Singapore
Paper #3: The Impact of Emotion on Color Preference: Evidence of Affective Fit Chan Jean Lee, UC Berkeley, USA
viii / Table of Contents
Experiencing the Senses: The Interplay of Sensory Perception and Cognition 61 Chairs: Aradhna Krishna, University of Michigan, USA
Ryan Elder, Brigham Young University, USA
Paper #1: The “Visual Depiction Effect” in Advertising: Facilitating Embodied Mental Simulation through Product Orientation
Ryan Elder, Brigham Young University, USA Aradhna Krishna, University of Michigan, USA
Paper #2: Something Smells Fishy: Suspicion Enhances Identification of Fishy Smells, and Fishy Smells Arouse Suspicion
Spike Lee, University of Michigan, USA Norbert Schwarz, University of Michigan, USA
Paper #3: Guilt-Free by Association: How Images of Other Consumers Influence Subsequent Taste Perceptions Morgan Poor, Indiana University, USA
Shanker Krishnan, Indiana University, USA Adam Duhachek, Indiana University, USA
Paper #4: In Search of a Surrogate for Touch: The Effect of Haptic Imagery on Perceived Ownership Joann Peck, University of Wisconsin-Madison, USA
Victor Barger, University of Wisconsin-Madison, USA Andrea Webb, University of Wisconsin-Madison, USA
Innovative Community Exchange Systems: Grassroots
Social Experiments in Sustainability 65 Chairs: Julie Ozanne, Virginia Tech, USA
Lucie Ozanne, University of Canterbury, New Zealand
Paper #1: Building Community Efficacy and Welfare through Time Bank Exchanges Lucie Ozanne, University of Canterbury, New Zealand
Julie Ozanne, Virginia Tech, USA
Paper #2: Hybrid Pro-Social Exchange Systems: The Case of Freecycle Zeynep Arsel, Concordia University, Canada
Susan Dobscha, Bentley College, USA
Paper #3: “The Indefinite Future”: Ideas, Ideals, and Idealized Ideology in the Global Eco-Village Robert Kozinets, York University, Canada
Frank-Martin Belz, Technische Universität München, Germany
Individual vs Collective Autonomy: How Culture Shapes Judgments and Behaviors 69 Chairs: Carlos Torelli, University of Minnesota, USA
Pankaj Aggarwal, University of Toronto, Canada
Paper #1: Sins of Omission and Sins of Commission: Differences in Brand-Switching Intentions Due to Culturally Different Theories of Agency
Sharon Ng, Nanyang Technological University, Singapore Hakkyun Kim, Concordia University, Canada
Akshay R. Rao, University of Minnesota, USA
Paper #2: The Effects of Brand Translations and Their Cultural Symbolisms on Brand Evaluation among Young Chinese Consumers
Hean Tat Keh, The University of Queensland, Australia Carlos Torelli, University of Minnesota, USA
Jessie Hao, Guang Dong University of Foreign Studies, China Chi-yue Chiu, Nanyang Technological University, Singapore Paper #3: Can Collectivism Promote Bribery?
Advances in Consumer Research (Volume 39) / ix Consequences of Choosing: When Does Choosing Leave Consumers Worse Off? 73 Chairs: Joseph Redden, University of Minnesota, USA
Simona Botti, London Business School, UK
Paper #1: Forced to Do What I Want: When Imposing Selfishness Increases Well-Being Jonathan Berman, University of Pennsylvania, USA
Deborah Small, University of Pennsylvania, USA
Paper #2: The Chooser’s Curse: The Ability to Choose Increases Satiation Joseph Redden, University of Minnesota, USA
Turning the Page: The Impact of Choice Closure on Satisfaction Yangjie Gu, London Business School, UK
Simona Botti, London Business School, UK David Faro, London Business School, UK
Paper #3: Focus! Creative Success Is Enjoyed Through Restricted Choice Anne Laure Sellier, New York University, USA
Darren Dahl, University of British Columbia, Canada
Interpretations and Responses to Identity Threats 77 Chairs: Boyoun (Grace) Chae, University of British Columbia, Canada
Rui (Juliet) Zhu, University of British Columbia, Canada
Paper #1: We Hate Your Products: The Effects of Social Identity Threat on Out-group Product Evaluation Boyoun (Grace) Chae, University of British Columbia, Canada
Darren Dahl, University of British Columbia, Canada Rui (Juliet) Zhu, University of British Columbia, Canada
Paper #2: Choosing Identity: The Effects of Publicly Versus Privately Communicated Threats on Consumer Preferences Madelynn Mathews, University of Calgary, Canada
Katherine White, University of Calgary, Canada Jennifer Argo, University of Alberta, Canada
Paper #3: Observing Flattery: A Social Comparison Perspective Elaine Chan, Tilburg University, The Netherlands
Jaideep Sengupta, HKUST, Hong Kong
Paper #4: Are They Who They Claim? Intentionality and Authenticity in Identity Signaling with Brands Rosellina Ferraro, University of Maryland, USA
Amna Kirmani, University of Maryland, USA Ted Matherly, University of Maryland, USA
When Doing Good Makes It Okay To Be Bad? New Directions in Licensing Research 81 Chair: Uzma Khan, Stanford University, USA
Paper #1: The Strategic Pursuit of Moral Credentials Anna Merritt, Stanford University, USA
Daniel Effron, Stanford University, USA Steven Fein, Williams College, USA Ken Savitsky, Williams College, USA Daniel Tuller, Stanford University, USA Benoît Monin, Stanford University, USA
Paper #2: Interpersonal Implications of Self-Licensing Evan Polman, Cornell University, USA
Uzma Khan, Stanford University, USA
Paper #3: Frugal Materialists: Licensing and Experiential versus Materialistic Pursuits Rachel Ruttan, Cornell University, USA
Paper #4: Hurting the Body and the Soul: Physical Pain Can Mitigate Moral Pain Niro Sivanathan, London Business School, UK
x / Table of Contents
When Opposites (May Not) Attract: Insights from
Next-Generation Priming Influences on Consumer Behavior 85 Chairs: Heather M. Johnson, University of Maryland, USA
Kate E. Min, Duke University, USA
Paper #1: The Competing Goal Strikes Back: Volitional Fulfillment of Nonconscious Goals Enables Opposing Goals to Rebound
Robin Tanner, University of Wisconsin-Madison, USA Juliano Laran, University of Miami, USA
Kate E. Min, Duke University, USA Tanya Chartrand, Duke University, USA
Paper #2: In Pursuit of Luxury: Anterior Cingulate Cortex Activation in Response to Luxury Brands Depends on Goal-Congruent Cues
Adam Craig, University of South Carolina, USA Heather M. Johnson, University of Maryland, USA Stacy Wood, North Carolina State University, USA Yuliya Komarova, Fordham University, USA
Paper #3: Are There Situations in Which Consumers Want to be Primed? Amy Dalton, HKUST, Hong Kong
Juliano Laran, University of Miami, USA
Paper #4: Save or Spend?: When Priming of Related Constructs Can Activate Opposing Behaviors Promothesh Chatterjee, University of Kansas, USA
Randall Rose, University of South Carolina, USA Jayati Sinha, University of Iowa, USA
When Looks Matter: Dynamics of Exposure and Attention in Self-Control Dilemmas 89 Chair: Suresh Ramanathan, Texas A&M, USA
Paper #1: Gaze Patterns Reveal Preference Editing During Self-Control Choices Siegfried Dewitte, K.U. Leuven, Belgium
Suresh Ramanathan, Texas A&M, USA Sabrina Bruyneel, K.U. Leuven, Belgium Ralf van der Lans, HKUST, Hong Kong
Paper #2: Effects of Focus of Attention on Desire and Resistance Towards Temptations Suresh Ramanathan, Texas A&M, USA
Wilhelm Hofmann, University of Chicago, USA
Paper #3: Self-Inferred Norms Reduce Desire and Consumption Through Changing Product Perceptions Aiste Grubliauskiene, K.U. Leuven, Belgium
Siegfried Dewitte, K.U. Leuven, Belgium Luk Warlop, K.U. Leuven, Belgium
Contextual Cues and Consumption 93 Chair: Jordan Etkin, University of Maryland, USA
Paper #1: Mixed Signals: The Impact of Partitioning on Consumption Jordan Etkin, University of Maryland, USA
Rebecca K. Ratner, University of Maryland, USA
Paper #2: Unrelated Variety: When Greater Dissimilarity Can Increase Satiation Jannine Lasaleta, University of Minnesota, USA
Joseph Redden, University of Minnesota, USA
Paper #3: Partitioned Grocery Carts: How Assortment Allocation Cues Can Increase Fruit and Vegetable Purchases Brian Wansink, Cornell University, USA
Dilip Soman, University of Toronto, Canada Kenneth Herbst, Wake Forest University, USA Collin Payne, New Mexico State University, USA
Paper #4: The Effect of Goal Specificity on Continued Consumer Goal Pursuit Stephen Nowlis, Washington University in St. Louis, USA
Advances in Consumer Research (Volume 39) / xi On Sunshine, Snow, and Sex: Environmental Effects in Consumer Preference 97 Chairs: Nicholas Reinholtz, Columbia University, USA
Vladas Griskevicius, University of Minnesota, USA
Paper #1: Sunny Days, Risky Ways: Exposure to Sunlight Increases Risk Taking Nicholas Reinholtz, Columbia University, USA
Leonard Lee, Columbia University, USA Michel Pham, Columbia University, USA
Paper #2: Warm it Up with Love: The Effect of Physical Coldness on Liking of Romance Movies Jiewen Hong, HKUST, Hong Kong
Yacheng Sun, University of Colorado, USA
Paper #3: More than Just “Sex Sells”: The Economics of Attraction Motives in Complex Social Consumption Contexts Adam Craig, University of South Carolina, USA
Stacy Wood, North Carolina State University, USA Jennifer Vendemia, University of South Carolina, USA
Paper #4: The Influence of Environmental Sex Ratio on Financial Earnings Kristina Durante, University of Texas at San Antonio, USA
Vladas Griskevicius, University of Minnesota, USA Jeffry Simpson, University of Minnesota, USA Stephanie Cantu, University of Minnesota, USA
Things That Make Us Overeat 102 Chairs: Klaus Wertenbroch, INSEAD, France
Anne Klesse, University of Maastricht, The Netherlands
Paper #1: Health Claims, Overeating, and Flavor Intensity: Behavioral and FMRI Insights into the Paradox of Low-Fat Food and High-Low-Fat People
Hilke Plassmann, INSEAD, France Pierre Chandon, INSEAD, France Monica Wadhwa, INSEAD, Singapore Nicolas Linder, University of Bonn, Germany Bernd Weber, University of Bonn, Germany
Paper #2: The Variety Paradox: Variety Sounds Good, But it Ruins Your Diet Anne Klesse, University of Maastricht, The Netherlands
Caroline Goukens, Maastricht University, The Netherlands Kelly Geyskens, Maastricht University, The Netherlands Klaus Wertenbroch, INSEAD, France
Ko de Ruyter, University of Maastricht, The Netherlands
Paper #3: Complementary Food Consumption with Imagined Consumption Young Eun Huh, Carnegie Mellon University, USA
Joachim Vosgerau, Carnegie Mellon University, USA Carey Morewedge, Carnegie Mellon University, USA
Paper #4: Effect of Character Weight and Health Knowledge on Children’s Eating Margaret C. Campbell, University of Colorado, USA
Kenneth C. Manning, Colorado State University, USA Bridget Leonard, University of Colorado at Boulder, USA Hannah Manning, Rocky Mountain High School, USA
Price Psychology: Advances On Context Effects In Pricing Research 107 Chair: Nina Mazar, University of Toronto, Canada
Paper #1: The Effects of Price Primacy on Decision-Making and Perceptions of Product Value Uma Karmarkar, Stanford University, USA
Baba Shiv, Stanford University, USA Brian Knutson, Stanford University, USA
Paper #2: Starting Prices and Consumer Response to Customization Marco Bertini, London Business School, UK
Luc Wathieu, Georgetown University, USA
Paper #3: Stable Context-Dependent Preferences? The Origin of Market Price-Dependent Valuations Nina Mazar, University of Toronto, Canada
Botond Koszegi, UC Berkeley, USA Dan Ariely, Duke University, USA
Paper #4: The Moderating Effect of Construal Level on Price Judgments Marcus Cunha Jr., University of Washington, USA
xii / Table of Contents
The Effect of Individual and Contextual Factors on Food Consumption 112 Chair: Nitika Garg, University of New South Wales, Australia
Paper #1: Does Liking or Wanting Determine Inter-stimulus Intervals in Food Intake? Carey Morewedge, Carnegie Mellon University, USA
Baba Shiv, Stanford University, USA Emily Garbinsky, Stanford University, USA
Paper #2: Attenuating Sadness’ Effect on Consumption: Helplessness, Choice, and Self-Awareness Nitika Garg, University of New South Wales, Australia
J. Jeffrey Inman, University of Pittsburgh, USA
Paper #3: I Am How Much I Eat: How Self-Monitoring Influences Food Consumption Across Genders Brian Wansink, Cornell University, USA
Kevin Knifflin, Cornell University, USA
Collin Payne, New Mexico State University, USA Junyong Kim, Purdue University Calumet, USA Se-Bum Park, KAIST Business School, Korea
Malleable Memory and Consumption Decisions 116 Chairs: Meng Zhu, Johns Hopkins University,USA
Carey Morewedge, Carnegie Mellon University, USA
Paper #1: Feels Far or Near? How Subjective Perception of When One Last Consumed Influences Satiation Jeff Galak, Carnegie Mellon University, USA
Ellie Kyung, Dartmouth College, USA Joseph Redden, University of Minnesota, USA Yang Yang, Carnegie Mellon University, USA
Paper #2: Atypical Pasts Spur Future Consumption Meng Zhu, Johns Hopkins University, USA
Carey Morewedge, Carnegie Mellon University, USA
Paper #3: If It Feels Right…Do It: Cultural Congruence as a Consumption Cue James Mourey, University of Michigan, USA
Daphna Oyserman, University of Michigan, USA
Paper #4: Persuasive Advertising with Sophisticated but Impressionable Consumers Dominique Lauga, UC San Diego, USA
Surprising Influences on Consumer Well-Being 121 Chair: Zoe Chance, Harvard Business School, USA
Paper #1: How the Meaning(s) of Happiness Impacts Choice Cassie Mogilner, University of Pennsylvania, USA
Jennifer Aaker, Stanford University, USA Sep Kamvar, Stanford University, USA
Paper #2: Balancing Ideal Affects In the Pursuit of Happiness Anne Laure Sellier, New York University, USA
Gita Johar, Columbia University, USA Jennifer Aaker, Stanford University, USA Paper #3: Fate or Fight?
Advances in Consumer Research (Volume 39) / xiii Servicescapes: Spaces of Representation and
Dispute in Ethnic Consumer Identity Construction 125 Chairs: Ela Veresiu, Witten/Herdecke University, Germany
Luca M. Visconti, ESCP Europe, France Markus Giesler, York University, Canada
Paper #1: Ethnic Entrepreneurship: Creating an Identity-Enhancing Assemblage of Public and Private Servicescapes in the Global City
Ela Veresiu, Witten/Herdecke University, Germany Markus Giesler, York University, Canada
Paper #2: How Marketplace Performances Produce Interdependent Status Games and Reconfigurations of Identity Resources: The Case of Rural Migrant Service Workers
Tuba Üstüner, Colorado State University, USA
Craig Thompson, University of Wisconsin-Madison, USA
Paper #3: Culturally and Linguistically Appropriated Servicescapes: The Making of Ethnicity in the Context of Healthcare Services
Luca M. Visconti, ESCP Europe, France
Federica de Cordova, Università degli studi di Verona, Italy
Consumption Begins with the Eyes:
Building Connections between Vision and Consumption 130 Session Chair: Ann Kronrod, MIT, USA
Paper #1: Where Do You Draw the Line? Perceptual and Mental Boundaries Spike Lee, University of Michigan, USA
Norbert Schwarz, University of Michigan, USA
Paper #2: Look at Me Now: Automatic Change Detection as a Moderator of Processing Fluency Stewart A. Shapiro, University of Delaware, USA
Jesper Nielsen, University of Arizona, USA Paper #3: The Glance Effect in Decision Making Ann Kronrod, MIT, USA
Joshua Ackerman, MIT, USA
Paper #4: The Road to Fantasized Consumption is Paved with Visual Roadblocks Heather Barry Kappes, New York University, USA
Adam Alter, New York University, USA
From the Mind to the Feet: The Influence of Shopper Activities on Unplanned Purchases 134 Chair: Yanliu Huang, Drexel University, USA
Paper #1: Shopping Goals and Unplanned Buying Across Cultures and Countries George Knox, Tilburg University, The Netherlands
Daniel Corsten, Instituto de Empresa Business School, Spain David Bell, University of Pennsylvania, USA
Paper #2: Lost Your License to Spend?: The Moderating Role of Savings on the Licensing Effect of Virtuous Shopping Basket Composition on Impulsive Spending
Didem Kurt, University of Pittsburgh, USA Karen Stilley, Saint Vincent College, USA
Paper #3: The Effect of In-Store Travel Distance on Unplanned Purchase with Applications to Store Layout and Mobile Shopping Apps
Yanliu Huang, Drexel University, USA Sam Hui, New York University, USA
xiv / Table of Contents
Context Effects on Processing Positive and Negative Stimuli in fMRI Data 138 Chair: Nader Tavassoli, London Business School, UK
Paper #1: I Can Almost Taste It Now: Tracking the Neural Effects of Anticipatory Delays on Consumption Uma Karmarker, Stanford University, USA
Hilke Plassmann, INSEAD, France Baba Shiv, Stanford University, USA
Antonio Rangel, California Institute of Technology, USA
Paper #2: Neural Mechanisms Underlying Individual Variability in Susceptibility to Framing Effects Vinod Venkatraman, Duke University, USA
David Smith, San Jose State University Scott Huettel, Duke University, USA
Paper #3: Context Influences on Neural Bases of Judgments about Brand and Social Relationships Carolyn Yoon, University of Michigan, USA
Angela H. Gutchess, Brandeis University James R. Bettman, Duke University, USA
Paper #4: Goal-Directed Versus Habitual Responding at Different Times of Day Gemma Calvert, Neurosense Ltd., UK
Adrian Owen, University of Western Ontario, Canada Nader T. Tavassoli, London Business School, London, UK
New Insights Into The Endowment Effect And Loss Aversion 142 Chairs: Scott Rick, University of Michigan, USA
Katherine Burson, University of Michigan, USA
Paper #1: Expectations as Endowments: Evidence on Reference-Dependent Preferences from Exchange and Valuation Experiments
Keith Ericson, Harvard University, USA Andreas Fuster, Harvard University, USA
Paper #2: The Intermediate Alternative Effect: Considering a Small Tradeoff Increases Subsequent Willingness to Make Large Tradeoffs
Gabriele Paolacci, Ca’ Foscari University of Venice, Italy Katherine Burson, University of Michigan, USA
Scott Rick, University of Michigan, USA
Paper #3: Attachment Without Possession: Resolving the WTA/WTP Disparity Arul Mishra, University of Utah, USA
Himanshu Mishra, University of Utah, USA Tamara Masters, University of Utah, USA
Paper #4: Cognitive Aging and Decision Making Ye Li, Columbia University
Martine Baldassi, Columbia University Eric Johnson, Columbia University Elke Weber, Columbia University
Spending Hurts? Examining the Antecedents and Consequences of the Pain of Paying 146 Chair: Nicole Robitaille, University of Toronto, Canada
Paper #1: Is Paying Painful?: Neuropsychological Underpinnings of Abstract and Somatosensory Costs During Consumer Decision Making
Hilke Plassmann, INSEAD, France Nina Mazar, University of Toronto, Canada
Antonio Rangel, California Institute of Technology, USA Paper #2: The Origin of the Pain of Paying
Nina Mazar, University of Toronto, Canada Hilke Plassmann, INSEAD, France
Nicole Robitaille, University of Toronto, Canada Axel Linder, University of Tübingen, Germany
Paper #3: Habitually Consistent, Contextually Inconsistent: Dispositional and Contextual Determinants of Financial Decisions
Advances in Consumer Research (Volume 39) / xv The Dark Side of Social Groups: How Social Reference Groups Inhibit Consumption 150 Chairs: Breagin Riley, Syracuse University, USA
Renee Gosline, MIT, USA
Paper #1: Resisting Normative Influences in the Context of Product Placements Cristel Russell, University of Auckland, New Zealand
Valeria Noguti, University of Technology Sydney, Australia
Paper #2: A Negative Judgment Gives Satisfaction Provided it Smacks of Jealousy: Why Negative Feedback from Strong and Anonymous Ties Inhibits Decision Making
Renee R. Gosline, MIT, USA
Jeff K. Lee, Harvard Business School, USA Breagin K. Riley, Syracuse University, USA
Paper #3: Masking Behavior: Examining the Influence of Social Networks on Men’s Consumption Practices Linda Tuncay Zayer, Loyola University Chicago, USA
Paper #4: How Consumers Rhetorically Align the Interests of Multiple Social Networks Markus Giesler, York University, Canada
Robin Canniford, University of Melbourne, Australia
Getting There: The Perception of Goal Progress and its Effects on Goal Pursuit 155 Chair: Elaine Chan, Tilburg University, The Netherlands
Paper #1: So Near and Yet So Far: The Mental Representation of Goal Progress Szu-chi Huang, University of Texas at Austin, USA
Ying Zhang, University of Texas at Austin, USA Susan Broniarczyk, University of Texas at Austin, USA
Paper #2: Goal Monitoring: Does One Step Forward Seem Larger Than One Step Back? Margaret C. Campbell, University of Colorado, USA
Caleb Warren, Bocconi University, Italy
Paper #3: The Dual Effects of Optimism on Post-Purchase Goal Pursuit Elaine Chan, Tilburg University, The Netherlands
Anirban Mukhopadhyay, HKUST, Hong Kong Jaideep Sengupta, HKUST, Hong Kong
Paper #4: Pleasure, Pain, and Focus on Initial vs End States as Determinants of Motivation in Goal Pursuit Juliano Laran, University of Miami, USA
Keith Wilcox, Babson College, USA
The Good, the Bad, and the Ugly: Pro-Social, Selfish, and Unethical Behavior 160 Chairs: Rosellina Ferraro, University of Maryland, USA
Ajay Abraham, University of Maryland, USA
Paper #1: The “Cellph”-ish Effects of “Self”-phone Usage Anastasiya Pocheptsova, University of Maryland, USA Rosellina Ferraro, University of Maryland, USA Ajay Abraham, University of Maryland, USA
Paper #2: The Dark Side of Rapport: Selfish Behavior in Negotiations Sandy Jap, Emory University, USA
Diana Robertson, University of Pennsylvania, USA Ryan Hamilton, Emory University, USA
Paper #3: The Heat of Economic Hardship: Empathy Gaps for Financial Deprivation Induce Moral Hypocrisy Eesha Sharma, New York University, USA
Nina Mazar, University of Toronto, Canada Adam Alter, New York Univeristy, USA Dan Ariely, Duke Univeristy, USA
Paper #4: Predicting Consumers’ Selfishness versus Predicting a Consumer’s Selfishness: Asymmetries in Forecasts for Individuals versus Collectives
xvi / Table of Contents
Receiving Feedback during Goal-Pursuit: When Good Hurts and Bad Helps 164 Chair: Jordan Etkin, University of Maryland, USA
Paper #1: Can Losing Lead to Winning? Jonah Berger, University of Pennsylvania, USA Devin Pope, University of Chicago, USA
Paper #2: Squeezing Wine from Sour Grapes: How Consolation Goods Impact Motivation to Buy an Envied Product Cait Lamberton, University of Pittsburgh, USA
Kirk Kristofferson, University of British Columbia, Canada Darren Dahl, University of British Columbia, Canada Paper #3: Feeling Good at the Right Time Nadav Klein, University of Chicago, USA Ayelet Fishbach, University of Chicago, USA
Paper #4: Conquering Conflict: Multifinal Means in Multiple-Goal Pursuit Jordan Etkin, University of Maryland, USA
Francine Espinoza, European School of Management and Technology, Germany Anastasiya Pocheptsova, University of Maryland, USA
The Engaged Consumer: Creating, Disseminating, and
Negotiating Value in the Realm of Social Media 168 Session Chair: Daiane Scaraboto, York University, Canada
Paper #1: “You Guys Have Been Along Long Enough to Know”: The Collective Development of Consumer Co-creation Knowledge in Social Media
Daiane Scaraboto, York University, Canada Robert Kozinets, York University, Canada
Paper #2: Value-Creation in Brand-Related User-Generated Content on YouTube Andrew Smith, York University, Canada
Eileen Fischer, York University, Canada Chen Yongjian, York University, Canada
Paper #3: “Hey, What’s in it for Us?”: How to Initiate and Maintain Participation and Collaboration with Creative Consumer Crowds
Andrea Hemetsberger, University of Innsbruck, Austria Robert Kozinets, York University, Canada
Consumer Gambling: Building Disciplinary Connections for a Better Understanding 172 Chair: June Cotte, University of Western Ontario, Canada
Paper #1: The Impact of Ambient Adjustments on the Temporal Monitoring of At-Risk Gamblers Theodore Noseworthy, University of Western Ontario, Canada
Karen Finlay, University of Guelph, Canada June Cotte, University of Western Ontario, Canada
Paper #2: Measuring the Effects of Pictorial and Text Messages on Memory and Gambling Intentions Within a Casino Environment
Alyssa Z. Rodrigo, University of Guelph, Canada Karen Finlay, University of Guelph, Canada Harvey Marmurek, University of Guelph, Canada
Paper #3: Shopping + Gambling = Shambling: The Online Context of Penny Auctions Michael Giebelhausen, Cornell University, USA
Stacey Robinson, East Carolina University, USA June Cotte, University of Western Ontario, Canada
Paper #4: Together We Stand, Divided We Fall: Categorization and the Process of Legitimation Ashlee Humphreys, Northwestern University, USA
Advances in Consumer Research (Volume 39) / xvii The Underwater Consumer: The Psychology of Personal Debt 177 Chairs: Robert Meyer, University of Pennsylvania, USA
Eric Johnson, Columbia University, USA
Paper #1: Heads in the Sand and Safe Harbors: Biases in Information Gathering about Future Financial Risks Robert Meyer, University of Pennsylvania, USA
Paper #2: Time Preferences, Mortgage Choice and Strategic Default Eric Johnson, Columbia University, USA
Stephen Atlas, Columbia University, USA John Payne, Duke University, USA
Paper #3: Cognitive Abilities and Household Financial Decision Making Sumit Agarwal, Federal Reserve Bank of Chicago, USA
Bhashkar Mazumder, Federal Reserve Bank of Chicago, USA
Paper #4: There is Light at the End of the Tunnel: Helping Consumers Avoid Financial Decision Making Biases by Inducing Broad Bracketing
Krishna Savani, Columbia University, USA Elke Weber, Columbia University, USA Eric Johnson, Columbia University, USA
The When, Why and How of Default Effects:
Exploring Mechanism, Moderators and the Effective Use of Defaults 181 Chair: Jennifer Danilowitz, Yale University, USA
Paper #1: Partitioning Default Effects Daniel Goldstein, London Business School, UK Isaac Dinner, IE Business School, Spain Eric Johnson, Columbia University, USA Kaiya Liu, University of South Dakota, USA Paper #2: In Defaults We Trust
Michael J. Liersch, New York University, USA Craig R. M. McKenzie, UC San Diego, USA
Paper #3: When Shopping Carts Come Pre-Loaded: Default Effects in Assortments Jennifer Danilowitz, Yale University, USA
Ravi Dhar, Yale University, USA
Stephen Hoch, University of Pennsylvania, USA
Control Freaks: Exploring When and Why
Consumers Seek Control through Consumption 185 Chair: Keisha Cutright, University of Pennsylvania, USA
Paper #1: When Shopper Marketing Backfires Leonard Lee, Columbia University, USA Ziv Carmon, INSEAD, Singapore Ravi Dhar, Yale University, USA
Ayelet Fishbach, Univeristy of Chicago, USA
Paper #2: Powerlessness and Consumption: The Shaping of Who and What We Value Derek Rucker, Northwestern University, USA
David Dubois, Northwestern University, USA Adam Galinsky, Northwestern University, USA
Paper #3: Seeking Variety to Overcome Social Exclusion Jonathan Levav, Stanford University, USA
Dirk Smeesters, Erasmus University Rotterdam, The Netherlands
xviii / Table of Contents
Of Time, Temperature, Taste, and Touch: Integrating Perspectives on Grounded Cognition 189 Chairs: Aparna Labroo, University of Toronto, Canada
Charles Y. Z. Zhang, University of Michigan, USA
Paper #1: Past to the Left, Future to the Right: How Does Thinking about Time Affect Choice Charles Y. Z. Zhang, University of Michigan, USA
Norbert Schwarz, University of Michigan, USA
Paper #2: Warm or Cool Color?: Exploring the Effects of Color on Donation Behavior Ravi Mehta, University of British Columbia, Canada
Boyoun (Grace) Chae, University of British Columbia, Canada Rui (Juliet) Zhu, University of British Columbia, Canada Dilip Soman, University of Toronto, Canada
Paper #3: Eat Sweet, See Deceit: Does Gustatory Sweetness Underlie Affective Experience from Smile Perception? Haotian Zhou, University of Chicago, USA
Aparna Labroo, University of Toronto, Canada
Paper #4: Washing Away Your Luck: Physical Cleansing Affects Risk-Taking Behavior Alison Jing Xu, University of Toronto, Canada
Rami Zwick, UC Riverside, USA
Norbert Schwarz, University of Michigan, USA
Conservation through Consumption 194 Chair: Lisa Cavanaugh, University of Southern California, USA
Paper #1: Greed or Green? The Impact of the Color Green on Conservation of Monetary and Natural Resources Nina Mazar, University of Toronto, Canada
Eugene Caruso, University of Chicago, USA Chen-Bo Zhong, University of Toronto, Canada
Paper #2: Incidental Resource Cues and Conservation in Consumption Meng Zhu, Johns Hopkins University, USA
Ajay Kalra, Rice University, USA
Paper #3: Moral Compensation and the Environment: Affecting Individuals’ Moral Intentions through How They See Themselves as Moral
Jennifer Jordan, University of Groningen, The Netherlands Francesca Gino, Harvard Business School, USA
Ann Tenbrunsel, University of Notre Dame, USA
Marijke Leliveld, University of Groningen, The Netherlands
Paper #4: When You Don’t Care Enough to Give the Very Best: When Gifting Leads to Less (vs More) Green Choices Lisa Cavanaugh, University of Southern California, USA
Francesca Gino, Harvard Business School, USA Gavan Fitzsimons, Duke University, USA
New Theoretical, Managerial, and Societal Perspectives on the Consumer 199 Chair: Ahir Gopaldas, York University, Canada
Paper #1: The Consumer Role: Core Characteristics and Personal Boundaries Jodie Whelan, University of Western Ontario, USA
Miranda Goode, University of Western Ontario, Canada June Cotte, University of Western Ontario, Canada
Paper #2: A Less-Than-Immaculate Conception: Investigating the Relationship between Product Developers and their Imagined Consumer
Sarah Wilner, Wilfred Laurier University, Canada
Paper #3: The Construction of the Individual Consumer-Citizen and the Commodification of Risk Can Uslay, Chapman University, USA
Gokcen Coskuner-Balli, Chapman University, USA Dhruv Bhatli, University of Paris, France
Advances in Consumer Research (Volume 39) / xix Scarcity and Survival in the Marketplace 205 Chair: Julio Sevilla, University of Miami, USA
Paper #1: Beggars Will Be Choosers: Financial Deprivation Induces Responsiveness to Scarcity Eesha Sharma, New York University, USA
Adam Alter, New York University, USA
Paper #2: The Less there is, the More I Want: The Effect of Scarcity on Satiation Julio Sevilla, University of Miami, USA
Joseph Redden, University of Minnesota, USA Shenghui Zhao, University of Miami, USA Paper #3: Survival Mindset and Food Choices Juliano Laran, University of Miami, USA Anthony Salerno, University of Miami, USA Shweta Oza, University of Miami, USA
Paper #4: There’s Only One Left, Do I Want It?: The Effects of Brand and Display Characteristics on Purchase Intentions for Scarce Products
Iana Castro, San Diego State University, USA
Stephen Nowlis, Washington University in St. Louis, USA Andrea Morales, Arizona State University, USA
Adding and Subtracting: Decision Making During
Accumulation and Decumulation of Retirement Savings 209 Chair: Kirstin Appelt, Columbia University, USA
Paper #1: Making the Future Self More Vivid to Increase Retirement Saving Hal Ersner-Hershfield, Northwestern University, USA
Dan Goldstein, Yahoo! Research and London Business School, UK
Paper #2: Live to or Die by: Framing Effects on Life Expectations and Life Annuity Choice Namika Sagara, Duke University, USA
John Payne, Duke University, USA Suzanne Shu, UCLA, USA
Kirstin Appelt, Columbia University, USA Eric Johnson, Columbia University, USA
Paper #3: Options, Not Returns: Overcoming the Annuity Paradox Kirstin Appelt, Columbia University, USA
Eric Johnson, Columbia University, USA
When Gifts Go Unappreciated 213 Chair: Mary Steffel, University of Florida, USA
Paper #1: How Surprisingly Little Thoughts Count in Gift-Giving: On Receiver’s Motivated Appreciation for Giver’s Thoughts
Yan Zhang, National University of Singapore, Singapore Nicholas Epley, University of Chicago, USA
Paper #2: Social Comparison in Decisions for Others: Considering Multiple Gift Recipients Leads to Unique but Less-Liked Gifts
Mary Steffel, University of Florida, USA Robyn LeBoeuf, University of Florida, USA
Paper #3: When Do Gifts Help Charitable Giving and When Do They Hurt? George E. Newman, Yale University, USA
xx / Table of Contents
When the Choice is Not Your Own: Choosing
for and Receiving Products Selected by Others 216 Chair: Linyun Yang, University of North Carolina, Charlotte, USA
Paper #1: You’ve Got a (Bad) Friend in Me: Self-Construal and Choosing for Others Sarah Moore, University of Alberta, Canada
Eugenia Wu, Cornell University, USA Gavan Fitzsimons, Duke University, USA
Paper #2: Strategic Self-Presentation in Joint Consumption: Stereotypes as Social Tools Linyun Yang, University of North Carolina, Charlotte, USA
Tanya Chartrand, Duke University, USA Gavan Fitzsimons, Duke University, USA
Paper #3: Is it Riskier to Receive than to Give?: The Effect of Social Closeness on Gift Recipients’ Responses to Identity-Inconsistent Gifts
Morgan Ward, Southern Methodist University, USA Susan Broniarczyk, University of Texas at Austin, USA
Paper #4: I Didn’t Think I Would Like What You Chose for Me: Relationship Norms and Satisfaction with Consumer- versus Provider-Chosen Outcomes
Pankaj Aggarwal, University of Toronto, Canada Simona Botti, London Business School, UK Ann McGill, University of Chicago, USA
Counterfeit Connections: Linking Lies, Luxury, and Louis Vuitton 221 Chairs: James Mourey, University of Michigan, USA
Carolyn Yoon, University of Michigan, USA
Paper #1: Laud the Fraud, Just Not in Public: Counterintuitive Benefits of Counterfeit T. Andrew Poehlman, Southern Methodist University, USA
James Mourey, University of Michigan, USA Lawrence Williams, University of Colorado, USA Carolyn Yoon, University of Michigan, USA
Paper #2: “I Know Enough to Buy the Fake”: Intelligence, Knowledge and the Valuation of Luxury Brands Claudia Townsend, University of Miami, USA
Sanjay Sood, UCLA, USA Dan Ariely, Duke University, USA
Paper #3: Far Away or So Close: The Influence of Counterfeits on Genuine Brand Preference Keith Wilcox, Babson College, USA
Juliano Laran, University of Miami, USA Sankar Sen, Baruch College, USA
Paper #4: Collateral Damage Effects of Non-Deceptive Counterfeits on Legitimate Brands Aaron Ahuvia, University of Michigan, Dearborn, USA
Stefano Pace, Bocconi University, Italy Giacomo Gistri, University of Macerata, Italy Simona Romani, L.U.I.S.S. University, Italy Lucio Masserini, University of Florence, Italy
Don’t Throw Out the (Process) Baby With the
(Representational) Bathwater: Boundary Conditions on Embodiment 226 Chairs: Ana Valenzuela, Baruch College, USA
Jesse Chandler, Princeton University, USA
Paper #1: When Hugs Mean Human: Antecedents and Consequences of Embodied Anthropomorphism Rhonda Hadi, Baruch College, CUNY, USA
Ana Valenzuela, Baruch College, CUNY, USA
Paper #2: I Can Feel It!: Haptic Sensations on Prosocial Behaviors Chen Wang, University of British Columbia, Canada
Rui (Juliet) Zhu, University of British Columbia, Canada
Paper #3: When You Can’t Judge a Book by its Cover: Metacognitive Inferences about Embodied Cues Jesse Chandler, Princeton University, USA
Advances in Consumer Research (Volume 39) / xxi Harming, Stealing, Lying, and Cheating: Exploring the
Antecedents and Consequences of Unethical Consumption Behavior 230 Chairs: Rebecca Walker Naylor, The Ohio State University
Peter McGraw, University of Colorado, Boulder
Paper #1: That’s Not How I Remember It: Willfully Ignorant Memory for Ethical Product Attribute Information Rebecca Naylor, The Ohio State University, USA
Julie R. Irwin, The University of Texas at Austin, USA Kristine Ehrich, University of San Diego, USA
Paper #2: “I Couldn’t Help It”: The Role of Perceived Personal Control and Social Norms in Unethical Consumer Behavior
Jennifer Jordan, University of Groningen, The Netherlands Bob Fennis, University of Groningen, The Netherlands
Paper #3: Money in the Present or Time in the Future?: How Switching Focus Makes People Honest Francesca Gino, Harvard Business School, USA
Cassie Mogilner, University of Pennsylvania, USA
Paper #4: Feeling Moral about Money: How Moral Emotions Influence Consumer Spending Decisions Hyun Young Park, New York University, USA
Tom Meyvis, New York University, USA
Antecedents, Consequences, and Variants of Indecisiveness 235 Chairs: Gulden Ulkumen, University of Southern California, USA
Selin Malkoc, Washington University in St. Louis, USA
Paper #1: The Effect of Category Width and Comparison Orientation on Choice Conflict Gulden Ulkumen, University of Southern California, USA
Selin Malkoc, Washington University in St. Louis, USA
Paper #2: Negative Not Positive Emotion Increases Variety-Seeking among Indecisive Consumers Hyewook Jeong, UCLA, USA
Aimee Drolet, UCLA, USA
Paper #3: Three Faces of Indecisiveness Craig Fox, UCLA, USA
Emily Barkley-Levenson, UCLA, USA
Connecting the Physical, Conceptual, and Emotional:
Understanding Multi-sensory Experiences in Embodied Cognition 238 Chairs: Anastasiya Pocheptsova, University of Maryland, USA
Dilip Soman, University of Toronto, Canada
Paper #1: Brighten Up: Emotional Expressions and Perception of Color Brightness Hyunjin Song, Yale University, USA
Andrew Vonasch, Florida State University, USA Brian Meier, Gettysburg College, USA
John Bargh. Yale University, USA
Paper #2: Does a Heavy Heart Create a Heavy Body? The Connection between Conceptual, Physical and Emotional Heaviness
Xue Zheng, National University of Singapore, Singapore Jayanth Narayan, National University of Singapore, Singapore Dilip Soman, University of Toronto, Canada
Paper #3: Lethargic Mind: How Perceived Fat Consumption Affects Mind’s Agility Anastasiya Pocheptsova, University of Maryland, USA
Aparna Labroo,University of Toronto, Canada
Paper #4: My Hands Are Tied, My Lips Are Sealed: Prevented Embodiment Limits Communicational Cooperativeness Ann Kronrod, MIT, USA
xxii / Table of Contents
All in the Family: Intra-Family Coalitional Influences on Consumption 242 Chairs: Linda Price, University of Arizona, USA
Hope Schau, University of Arizona, USA
Paper #1: Connected Coalitions: Preserving Brand Loyalty Across Distances Amber Epp, University of Wisconsin-Madison, USA
Hope Schau, University of Arizona, USA Linda Price, University of Arizona, USA
Paper #2: The Ambivalent Role of Adult Siblings in Family Decisions about Elder Care Aimee Huff, University of Western Ontario, Canada
June Cotte, University of Western Ontario, Canada
Paper #3: Helping or Hindering?: The Ambivalent Role of Siblings as Socialization Agents within Family Consumption Ben Kerrane, Bradford University, UK
Margaret Hogg, Lancaster University, UK
Paper #4: Intergenerational Transfer of Consumption Practices within Families Paul Connell, SUNY Stony Brook, USA
Hope Schau, University of Arizona, USA Linda Price, University of Arizona, USA
Finding Meaning in Numbers: How Consumers Contextualize Numeric Information 246 Chairs: Stephen A. Atlas, Columbia University, USA
Oleg Urminsky, University of Chicago, USA
Paper #1: The Effects of Scale Expansion on Preference, Prediction, and Judgment Richard P. Larrick, Duke University, USA
Katherine Burson, University of Michigan, USA Min Kay, Duke University, USA
Paper #2: Psychology-Compatible Elicitations: The Uncertainty Effect as a Case Study Uri Simonsohn, University of Pennsylvania, USA
Paper #3: Making Sense of the Nonsense: When Are Consumers Sensitive to Magnitude Variation in Unfamiliar Numerical Information?
Luxi Shen, University of Chicago, USA Oleg Urminsky, University of Chicago, USA
Paper #4: Buying Daily Pleasure with Daily Payments: Narrow Framing Favors Scope Insensitive Accounts Stephen A. Atlas, Columbia University, USA
Daniel Bartels, Columbia University, USA
The Price is Right? Effects of Internal and External
Reference Prices on Consumer Judgments 250 Chair: Shelle Santana, New York University, USA
Paper #1: When Recall Disrupts Memory: Evidence for Implicit Reference Prices Manoj Thomas, Cornell University, USA
Ellie Kyung, Dartmouth College, USA
Paper #2: When Partitioning Prices, Firms Better Deliver! Ajay Abraham, University of Maryland, USA
Rebecca Hamilton, University of Maryland, USA Joydeep Srivastava, University of Maryland, USA
Paper #3: Buying What You Can Get For Free: How Self-Presentation Motives Influence Payment Decisions in Pay-What-You-Want Contexts
Shelle Santana, New York University, USA Vicki Morwitz, New York University, USA
Making Decisions by Making Sense of Time 254 Chair: Kyu Kim, University of Southern California, USA
Paper #1: I Want to be Alone The Role of Time Horizon Perspective on the Valuation of Social Presence Anne-Laure Sellier, New York University, USA
Vicki Morwitz, New York University, USA
Paper #2: The Impact of Perceived Temporal Scarcity of Life on Temporal Distance Judgments Kyu Kim, University of Southern California, USA
Gal Zauberman, University of Pennsylvania, USA Jim Bettman, Duke University, USA
Paper #3: Looking Ahead: Duration Markers and Their Effects on Choice Dilip Soman, University of Toronto, Canada
Advances in Consumer Research (Volume 39) / xxiii New Directions in Mindset Priming 257 Chairs: Margaret Gorlin, Yale University, USA
Zixi Jiang, Peking University, China
Paper #1: Of the Bold and the Beautiful: Feeling Beautiful Leads to Bolder Choices Zixi Jiang, Peking University, China
Margaret Gorlin, Yale University, USA Jing Xu, Peking University, China Ravi Dhar, Yale University, USA
Paper #2: Can Religion and Money Substitute for Each Other? Kathleen Vohs, University of Minnesota, USA
Ezgi Akpinar, Erasmus University Rotterdam, The Netherlands
Paper #3: The Influence of Mating Mindsets on Brand Extension Evaluation Alokparna (Sonia) Monga, University of South Carolina, USA
Zeynep Gürhan-Canli, Koc University, Turkey
Paper #4: Don’t Get Framed Again: How a Divergent Thought Mindset Mitigates Framing Effects Robin Tanner, University of Wisconsin-Madison, USA
Kate E. Min, Duke University, USA Tanya Chartrand, Duke University, USA
It Shrinks, Stretches, Contracts, and Expands:
Exploring the Remarkable Malleability of Time 261 Chair: Melanie Rudd, Stanford University, USA
Paper #1: Awe Expands People’s Perception of Time, Alters Decision Making, and Enhances Well-Being Melanie Rudd, Stanford University, USA
Kathleen D. Vohs, University of Minnesota, USA Jennifer Aaker, Stanford University, USA Paper #2: Giving Time Gives You More Time Zoë Chance, Harvard Business School, USA Cassie Mogilner, University of Pennsylvania, USA Michael I. Norton, Harvard Business School, USA Paper #3: Proximity to a Goal and Time Slack Ji Hoon Jhang, University of Colorado at Boulder, USA John Lynch, University of Colorado, USA
Paper #4: The Impact of Auditory Tempo on Prospective Temporal Distance Judgments and Consumer Preference Kyu Kim, University of Southern California, USA
Gal Zauberman, University of Pennsylvania, USA
The Value of Money 267 Session Chair: Stephen A. Spiller, UCLA, USA
Paper #1: “I’ll Have One of Each”: How Separating Rewards into (Meaningless) Categories Increases Motivation Scott Wiltermuth, University of Southern California, USA
Francesca Gino, Harvard Business School, USA
Paper #2: Irrelevant Outside Options Influence the Value of Money Stephen Spiller, UCLA, USA
Dan Ariely, Duke University, USA
Paper #3: Money Makes Money More Important Sanford DeVoe, University of Toronto, Canada Jeffrey Pfeffer, Stanford University, USA Byron Lee, University of Toronto, Canada
Paper #4: Nostalgia Weakens the Desire for Money Jannine Lasaleta, University of Minnesota, USA Kathleen Vohs, University of Minnesota, USA
xxiv / Table of Contents
Collecting the Collectives: Brand Communities, Subcultures of Consumption, and Tribes 271 Chairs: Tandy Chalmers Thomas, Queen’s University, Canada
Hope Schau, University of Arizona, USA Linda Price, University of Arizona, USA
Paper #1: Consumption Community Dimensions Tandy Chalmers Thomas, Queen’s University, Canada Hope Schau, University of Arizona, USA
Linda Price, University of Arizona, USA
Paper #2: Refining and Extending the Concept of Brand Community Albert Muñiz, DePaul University, USA
Yun Mi Antorini, University of Aarhus, Denmark
Paper #3: Renewing Subcultural Ideology: Reclaiming Surf’s Soul Michael B. Beverland, University of Bath, UK
Francis J. Farrelly, RMIT University, Australia Paper #4: Consumption Communities
Robin Canniford, University of Melbourne, Australia Avi Shankar, University of Bath, UK
The Face as a Picture of the Mind 276 Chairs: Oleg Urminsky, University of Chicago, USA
Hal E. Hershfield, New York University, USA
Paper #1: A Picture is Worth a Thousand Inferences: Appearance-Based First Impressions Predict Leader Selection and Mate Choice
Christopher Olivola, Warwick Business School, UK Paul Eastwick, Texas A&M University, USA Eli Finkel, Northwestern University, USA Dan Ariely, Duke University, USA
Alexander Todorov, Princeton University, USA
Paper #2: Familiarity Hijack: Imperceptible Celebrity Facial Cues Influence Trust and Preference Robin Tanner, University of Wisconsin-Madison, USA
Ahreum Maeng, University of Wisconsin-Madison, USA
Paper #3: Looking Into Future’s Mirror: How Representations of the Aged Self Impact Impatience Oleg Urminsky, University of Chicago, USA
Daniel Bartels, Columbia University, USA
Competitive Papers—Full
A Longitudinal Study of Consumers’ Need for Uniqueness on Development of Networks 279 Seung Hwan (Mark) Lee, University of Western Ontario, Canada *
Gail Leizerovici, University of Western Ontario, Canada *
Discourses of Technology Consumption:
Ambivalence, Fear, and Liminality 287 Margo Buchanan-Oliver, University of Auckland, New Zealand
Angela Cruz, University of Auckland, New Zealand
“Free” Gifts and Irrational Preferences:
An Exploration for Effects of Promotional Enticements on Financial Decision Making 292 Nese Nasif, University of Texas, Pan American, USA
Michael S. Minor, University of Texas, Pan American, USA
Is the Crucifix Sacred? Exploring the Catholic Consumption of
sacred vessels in Building Connection with the Sacred 300 Leighanne Higgins, University of Strathclyde, UK
Kathy Hamilton, University of Strathclyde, UK
A Luxury Perspective on Brands - Characteristics, Value, and the Eye of the Beholder 307 Renu Emile, AUT School of Business, Auckland, New Zealand
