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ASSOCIATION FOR
CONSUMER RESEARCH
BUILDING CONNECTIONS
2011
Volume XXXIX
PROCEEDINGS
Editors
Rohini Ahluwalia
Tanya L. Chartrand
Rebecca K. Ratner
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.
Rohini Ahluwalia, University of Minnesota
Tanya L. Chartrand, Duke University
Rebecca K. Ratner, University of Maryland
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 Douglas Kenrick, Arizona State University, USA Steven Neuberg, 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
Iain Black, The University of Edinburgh, UK
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 Eduardo Andrade, 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?
Nina Mazar, University of Toronto, Canada Pankaj Aggarwal, University of Toronto, Canada
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 Chen-Bo Zhong, University of Toronto, Canada
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 Maura Scott, University of Kentucky, 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 Julian Saint Clair, University of Washington, USA Jeffrey Shulman, 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?
Christopher Hsee, University of Chicago, USA Shirley Zhang, University of Chicago, USA
Paper #4: Prosperity through Philanthropy
Zoe Chance, Harvard Business School, USA Michael I. Norton, Harvard Business School, USA
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
J. Jeffrey Inman, University of Pittsburgh, USA Jacob Suher, TNS Sorensen, 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
Manoj Thomas, Cornell University, USA Joowon Park, Cornell University, USA
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
Clayton R. Critcher, UC Berkeley, USA David Dunning, Cornell University, USA
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 Kathryn LaTour, University of Nevada, Las Vegas, 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
Paper #4: The Beauty of Boundaries: When and Why We Seek Structure in Consumption
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
Paper #4: Consumer Culture Theories of the Consumer and Developing New Conceptualizations
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 Y. Jeremy Shen, 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 David Reinhard, University of Michigan, USA Norbert Schwarz, University of Michigan, 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 Joshua M. Ackerman, 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 Yanping Tu, University of Chicago, USA
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
