VTechWorks Repository :: Browsing by Author "Pandelaere, Mario"

Browsing by Author "Pandelaere, Mario"

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Consumer Consequences of Economic Inequality
Xiang, Jinyan (Virginia Tech, 2023-12-20)
Despite the growing body of research in related disciplines, including economics, management, politics, psychology, and sociology, marketing research has largely overlooked the downstream consequences of economic inequality, despite its undeniable impact on individuals' consumption decisions and experiences. This dissertation endeavors to bridge this knowledge gap by uncovering two novel consumer consequences of economic inequality. To accomplish this, it draws upon a diverse range of data sources, including individual-level experimental and survey data, as well as aggregate-level transaction and census data. Additionally, it examines economic inequality across multiple levels, encompassing communities, counties, states, and countries, and operationalizes it both as objective and perceived economic inequality. In Essay 1, I investigate how economic inequality in a consumer's region affects their access to peer-to-peer (P2P) services. Across diverse types of P2P services, I find convergent evidence that increased economic inequality in a consumer's region reduces providers' willingness to serve them, ultimately resulting in their diminished access to P2P services. This adverse effect of economic inequality can be attributed to providers perceiving consumers from more unequal regions as less trustworthy. This perception leads them to perceive heightened financial risks associated with serving these consumers. Moreover, this negative impact of economic inequality attenuates when providers perceive greater interpersonal similarity with consumers from unequal regions. In Essay 2, I explore how economic inequality within one's society affects their education decisions through the lens of perceived education premium. Firstly, it encourages people to attend college as it amplifies the perceived education premium of college—the income gap between college graduates and high school graduates. Secondly, it motivates people to choose majors with higher earning potential but lower personal interests, as opposed to those that align more with their genuine interests but pay less. This shift towards prioritizing extrinsic motivations over intrinsic ones is driven by people's perception of a more significant education premium between majors—the income disparity between higher-paying and lower-paying majors.
Customer Engagement and Value Co-Creation for Hospitality Open Innovation
Shin, Hakseung (Virginia Tech, 2020-04-08)
While innovation has been a critical tool for the success of hospitality businesses, there has been little research concerning how hospitality service innovation is created. Focusing on knowledge development for service innovation, this dissertation examines hospitality open innovation processes by highlighting the critical role of customers as important external stakeholders for knowledge creation. More specifically, this research examines how hospitality brand community members engage in brand activities that co-create non-transactional knowledge value for open innovation. To achieve the research purpose, the dissertation consists of four independent studies. The design of the four studies followed a theory development process focusing on bibliometric analysis (Study 1), exploratory analysis (Study 2), empirical analysis (Study 3), and experimental analysis (Study 4). Study 1 conducted bibliometric co-citation analysis to examine the foundation and evolution of the service innovation research in both hospitality and tourism and service management literature. Study 2 examined how hospitality (hotel) customers engage in an online brand community and what types of value are co-created from their engagement behaviors. Study 3 empirically developed a multi-dimensional measure of customer engagement behaviors for co-creating non-transactional value. Lastly, Study 4 examined how hospitality online brand community members participate in open innovation behaviors as a result of customer empowerment and social recognition. Study 1 identified critical research opportunities for future hospitality and tourism research in terms of innovation creation, diffusion, and evaluation. Most importantly, open innovation via customer engagement was identified as a critical topic to understand hospitality innovation creation. In Study 2, customer engagement behaviors, motivations, and value co-creation were qualitatively analyzed in the context of an online hotel brand community. Using mixed-methods, including netnography analysis and qualitative written interviews, a conceptual framework of value co-creation via customer engagement was developed. Based on this framework, Study 3 developed a scale consisting of 15 items measuring customer engagement behaviors in terms of influential-experience value, C-to-B innovation value, relational value, and citizenship value. Lastly, Study 4 found a causal process that customer empowerment makes a positive impact on the intention of open innovation engagement and the creativity of ideas by mediating intrinsic motivation.
The Effect of Ownership on Consumers' Disposal Decisions: Research on Food Wastage and Recycling Behaviors
Xie, Jieru (Virginia Tech, 2022-04-11)
Research in consumer behavior has focused predominantly on how consumers make purchase decisions. However, much less attention has been directed toward examining post-purchase behaviors. In this dissertation, I examine how ownership affects individuals' disposal decisions of their current possessions. In essay 1, I investigate how differences in duration of ownership affect consumers' food waste behaviors. I demonstrate that the same food products are more likely to be wasted as well as wasted more of when they are owned for a longer duration (vs. purchased more recently). I also delineate how this wastage can be reduced. In essay 2, I explore how a specific post-ownership experience, evaluations (positive vs. negative), influences consumers' recycling behaviors, even when these evaluations (e.g., taste of a drink) do not affect recyclability (e.g., of the bottle). I demonstrate that consumers will be more likely to recycle products associated with positive (vs. negative) evaluations, and, thus, will be more likely to recycle a drink's bottle when the taste is evaluated more positively.
Essays on the Management of Online Platforms: Bayesian Perspectives
Gupta, Debjit (Virginia Tech, 2020-08-06)
This dissertation presents three essays that focus on various aspects pertaining to the management of online platforms, defined as "digital services that facilitate interactions between two or more distinct, but interdependent sets of users (whether firms or individuals) who interact through the service via the Internet" (OECD, 2019). The interactions benefit both the users and the platform. Managing online platforms involves developing strategies for one or more of three value adding functions: (a) lowering search costs for the parties connecting through the platform, (b) providing a technology infrastructure that facilitates transactions at scale by sharing both demand and supply side costs; and (c) locating other audiences or consumers for the output that results from the transaction. The platform manager must manage these value adding functions. Thus, one important management task is to recognize potential asymmetries in the economic and/or psychological motivations of the transacting parties connected through the platform. In this dissertation, I empirically examine these issues in greater detail. The first essay, "Incentivizing User-Generated Content—A Double-Edged Sword: Evidence from Field Data and a Controlled Experiment," addresses the conundrum faced by online platform managers interested in crowdsourcing user-generated content (UGC) in prosocial contexts. The dilemma stems from the fact that offering monetary incentives to stimulate UGC contributions also has a damping effect on peer approval, which is an important source of non-monetary recognition valued by UGC contributors in prosocial contexts. The second essay, "Matching and Making in Matchmaking Platforms: A Structural Analysis," examines matchmaking platforms, focusing specifically on the problem of misaligned incentives between the platform and the agents. Based on data from the Ultimate Fighting Championship (UFC) on fighter characteristics, and pay-per-view revenues associated with specific bouts, we identify the potential for conflicts of interest and examine strategies that may be used to mitigate such problems. The third essay, "Matching and Making in Matching Markets: A Managerial Decision Calculus," extends the empirical model and analytical work to a class of commonly encountered one-sided matching market problems. It provides the conceptual outline of a decision calculus that allows managers to explore the revenue and profitability implications of adaptive changes to the tier structures and matching algorithms.
An Examination of Celebrity Endorsement Used to Promote Branded Food and Beverage Products to American Children, Adolescents and Young Adults to Inform Policies to Promote Healthy Food Environments
Zhou, Mi (Virginia Tech, 2020-04-09)
Celebrity endorsement is a global billion-dollar business used by food, beverage and restaurant companies to influence dietary behaviors that may contribute to overweight and obesity. Evidence suggests that existing government policies and industry self-regulatory programs in the United States (US) do not adequately protect young Americans from celebrity endorsement that promotes energy-dense and nutrient-poor food and beverage products. This PhD dissertation describes four studies that examine the nature, extent, and perceived influence of celebrity endorsement used by business firms and non-profit organizations to promote branded food and beverage products or branded campaigns to American children, adolescents and millennial young adults to inform future research and policies to promote healthy food environments. Study one created a database of US celebrities (n=732) involved with food and beverage group, brand or product endorsements (1990-2017) to examine celebrity profiles and their endorsement relationships, company partnerships, the nutritional profile of products and brands. Evidence was analyzed using Python version 3.5.5 and SPSS version 24. Study two examined celebrities associated with the Partnership for a Healthier America's Fruits and Veggies (FNV) Campaign (2015-2016). Evidence was analyzed using data visualization tools supported by Python and SPSS, and results informed the FNV Campaign. Study three used Q methodology to explore the views of Millennials, born 1981-1994 (n=40) at Virginia Tech about celebrity endorsement of food and beverage products and brands. Participants sorted 48 celebrity images depicting brand and product endorsements on a normal distribution (+4 to -4) based on celebrity trustworthiness and complete a post Q-sort questionnaire. Data analysis used PQMethod 2.35 statistical software program, centroid factor analysis, and qualitative interpretation of unique factor arrays for sorters. Study four identified relevant evidence about US celebrity endorsement of food and beverage products (2000-2019), used an accountability framework to evaluate the adequacy of accountability structures, and suggested future policies and action needed for diverse stakeholders to use celebrity endorsement to promote healthy food environments. Future research should explore the trend of celebrity endorsement used in the US marketplace and examine the influence of this marketing strategy on young people's food preferences and choices based on more representative experimental research.
The Expectations, Experience, and Consequences of Curiosity Resolution
Rabino, Rebecca (Virginia Tech, 2017-04-26)
This dissertation contributes to a better understanding of curiosity resolution. I investigate the premise that the experience of curiosity resolution is influenced both by the fact that curiosity is resolved, as well as how it is resolved. While the outcome associated with curiosity resolution can be positive or negative in nature, the experience of curiosity resolution itself is predicted to be pleasant in nature. Therefore, I propose that the degree to which each of these two resolution facets is salient will influence curiosity-related evaluations. In this dissertation, I investigate pre-resolution expectations as well as post-resolution downstream consequences. Prior to curiosity resolution, I propose that individuals are likely to be focused on the outcome they will obtain. However, when faced with uncertain outcomes, individuals strategically heighten anticipated feelings of disappointment in order to protect against actual disappointment when the outcome is revealed; thus, I predict and demonstrate in four studies that curious consumers will display heightened levels of pre-resolution feelings of anticipated disappointment. After curiosity resolution, I propose that individuals experience not only positive or negative feelings associated with the outcome obtained, but also positive feelings of resolution itself. In four studies, I investigate the power of curiosity resolution to buffer negative responses to relatively undesirable outcomes. Importantly, I also demonstrate that consumers' focus on either the outcome obtained or on the experience of resolution itself can be experimentally shifted, thereby mitigating the previously described effects.
Falling Back on Numbers: When Preference for Numerical Product Information Increases after a Personal Control Threat
Lembregts, Christophe; Pandelaere, Mario (2019-02)
Despite the ubiquity of numerical information in consumers' lives, prior research has provided limited insights to marketers about when numerical information exerts greater impact on decisions. This study offers evidence that judgments involving numerical information can be affected by consumers' sense of personal control over the environment. A numerical attribute's format communicates the extent to which the magnitude of a benefit is predictable (Study 1a), such that people who experience a control threat and want to see their external environment as predictable (Study 1b) rely on point value (vs. range) information as a general signal that the environment is predictable (Study 2). A personal control threat changes consumers' preferences as a function of whether the numerical information appears as a point value or a range (Studies 3-4). This heightened focus on format may lessen the impact of a product benefit's predicted magnitude, if a lower magnitude is specified in a more precise format (Study 5). Study 6 provides first evidence that the interactive effect of personal control levels and numerical formats can affect consequential choices.
Fostering a More Sustainable World through Reduce, Reuse, and Recycle: The Role of Perceived Value in a Circular Economy
Lai, Yuhang (Virginia Tech, 2023-05-26)
The last few decades have seen an explosion in population growth and along with this growth we have also witnessed an increase in demand for products. Although our resources are limited, consumers' needs know no bounds. It is not surprising that we are also increasingly demanding more from our environment. It is therefore imperative that we make better use of our resources and reassess how we construe a product's lifecycle. Instead of a linear perspective, which typically follows a product's lifecycle from mining of raw materials to manufacturing, but then stops when products are trashed, we need to use a circular perspective, where we focus on the entire lifecycle of products, from not just manufacturing to usage, but also from usage to creation of new products through recycling. The focus of this dissertation is on understanding two important processes in the circular economy: that of usage and disposal. I focus on the role that consumers' product valuations play in these processes. In essay 1, I show that consumers value products made from recycled materials more than comparable regular products. I also document why this happens and demonstrate how this affects usage. In essay 2, I investigate the relationship between reuse and product disposal. The circular economy is based on what is now referred to as the 3R approach: reduce, reuse, and recycle. However, I show that consumers are more (vs. less) likely to trash products that they have used extensively (vs. rarely). This then leads to a conundrum: if we encourage consumers to reuse products extensively, it appears that they are more likely to trash them. It is therefore imperative that we understand this relationship better and find interventions to mitigate this negative relationship.
Giving Smart Agents a Voice: How a Smart Agent's Voice Influences Its Relationships with Consumers
Han, Yegyu (Virginia Tech, 2020-06-04)
Advances in speech recognition and voice synthesis software now allow "smart agents" (e.g., voice-controlled devices like Amazon's Alexa and Google Home) to interact naturally with humans. The machines have a skills repertoire with which they can "communicate" and form relationships with consumers – managing aspects of their daily lives and providing advice on various issues including purchases. This dissertation develops three essays that examine the role played by the smart agent's voice (rational vs. emotional) in such relationships. The social cognition and persuasion literature on interpersonal communication serves as a comparison backdrop. In Essay 1, I investigate how identical purchase recommendations delivered in a rational or an emotional voice elicit different consumer responses, when the voice is ascribed to a human versus a smart agent. I argue that consumers distinctively categorize smart agents and humans, which, in turn, leads them to have different expectations when interacting with them. In Essay 2, I focus on how a smart agent's vocal tone (rational vs. emotional) influences consumer compliance with the agent's recommendation as well as the role of trust as a mediator of the underlying process. I find that the level of intimacy in the relationship between the smart agent and the human user moderates whether the voice effect on persuasion operates through trust that is cognitively or affectively rooted. In Essay 3, I examine the proposition that consumers may anthropomorphize a smart agent both mindfully (consciously) and mindlessly (non-consciously), depending on the agent's voice. In addition to using extant measures of the degree to which anthropomorphism is explicit (conscious), I develop an auditory analog of the implicit association test (IAT) that assesses implicit (non-conscious) anthropomorphism. In additional experiments, I further assess the robustness of the auditory IAT test and demonstrated a dissociation between the measures of the explicit and implicit subconstructs of anthropomorphism. Taken together, these essays contribute to our understanding of the factors driving consumer relationships with smart agents in the rapidly evolving IoT world.
Impact of Incidental Aesthetics on Consumer Evaluations
Bonetti, Beatriz Lopez (Virginia Tech, 2023-07-10)
This doctoral dissertation investigates the impact of incidental aesthetics on consumer perceptions. The author refers to incidental aesthetics in two dimensions. One is in the aesthetic properties of product context that is not directly related to its functional performance. And second is in the aesthetic attributes found in unexpected sources defined as ordinary objects, places, and people. Drawing on theories from aesthetics, psychology, and consumer behavior, this dissertation examines in two manuscripts how and why incidental aesthetics influence consumer evaluations. The first paper, 'Welded Together: How Responses to Incidental, Nondiagnostic Sensory Context (Mis)Guide Simultaneous Product Evaluations,' studies how evaluations of incidental aesthetics from a sensory experience with nondiagnostic product contextual cues are merged with the evaluations of the target product. The second paper, 'Consumer Attentiveness to Beauty in the Ordinary,' examines an understudied dimension of beauty. The construct of attentiveness to beauty in the ordinary is defined as the degree to which individuals mindfully identify and formulate an aesthetic judgment of common visual elements and integrate this mindset into their daily experiences. The authors develop a four-item Attentiveness to Beauty in the Ordinary Scale to measure the construct. Using a mixed-methods approach, combining a series of laboratory experiments and field studies from a diverse sample of consumers (Npaper1 = 49,435; Npaper2 = 2,051), the authors show in the first paper that unappealing (appealing) incidental sensory experiences lead to lower (higher) product evaluations, including perceived quality and purchase intention. The effect emerges when the incidental evaluation pertains to a dimension closely related to the product dimension being evaluated. In the second paper, the findings provide evidence of validity and reliability of the Attentiveness to Beauty in the Ordinary Scale, situate the scale in a network of related constructs such as appreciation of beauty, engagement with beauty, dispositional awe, voluntary simplicity, materialism, mindfulness, and subjective happiness, and demonstrate the predictive value of the scale for consumer perceptions and behavior. Specifically, people high (vs. low) in ordinary beauty attentiveness are less discriminating in aesthetic evaluations of ordinary elements, find higher product quality in naturally-aesthetic packaging, are less persuaded by endorsers' attractiveness, and are more likely to buy imperfect produce. This dissertation contributes to the literature on aesthetics and sensory marketing by revealing that aesthetic experiences that are not intentionally designed or not expected but naturally occur in consumption environments have a significant impact on consumer evaluations. The results have practical implications for marketers and designers, who can leverage the power of incidental aesthetics in marketing strategies to enhance product perceptions.
Intuitive Numerical Information Processes in Consumer Judgment
Villanova, Daniel Joseph Bodin (Virginia Tech, 2018-04-09)
Numerical information is ubiquitous in modern life. The prevalence of numerical information in the marketplace necessitates understanding how consumers handle and interpret that information, for both theoretical and practical reasons. Past research has largely focused on consumers’ encoding of numbers, calculative limitations, and usage of heuristics. This dissertation will contribute to this burgeoning literature in several ways. First, I identify a general tendency in how consumers calculate ratios based on an intuitive model of division. Specifically, consumers tend to divide larger numbers by smaller numbers. The intuitive model of division has marketing implications for both consumers’ evaluations of quantity offers and sensitivities to promotions. Next, I examine how consumers draw inferences from distributional information. In contrast to the assumption that consumers utilize means to assess central tendency, I demonstrate that consumers use the modal response to judge what is typical, with implications for consumers’ inferences about product ratings and other social distributions.
An Investigation Into How Sources of Information Influence Consumers' Perceptions and Decision Making
Essig, Richard Alexander (Virginia Tech, 2021-12-16)
Consumers rely on sources of information to learn about products and make informed purchasing decisions. In fact, one of the first factors consumer consider when evaluating product information, is the source of that information. Yet despite the importance of the source, research on this topic is sporadic, leaving my unanswered questions. This dissertation advances our understanding of how three different sources of information influence consumers' perceptions and decision making. In the first study, we examine two sources (consumer originated and third party) to determine which one dominates in a persuasion episode. We find consumers overwhelmingly prefer consumer originated versus third party sources because they believe fellow consumers convey information that is diagnostic of future product experiences. In our second study, we show how a subtle firm-dominated characteristic, firm size, influences manufacturing assumptions and purchase behavior. We find consumers prefer small to large firms for unique products, because they assume small firms have a high degree of human intervention in the manufacturing process.
Materialism and life satisfaction relations between and within people over time: Results of a three-wave longitudinal study
Jaspers, Esther D. T.; Pandelaere, Mario; Pieters, Rik G. M.; Shrum, L. J. (Wiley, 2023-04)
The negative association between materialism and life satisfaction is well-documented, but it is unclear what the directionality of the association is. To address this issue, we (a) conducted a three-wave longitudinal study (N = 6551) over 3 years and examined the bidirectional relations between life satisfaction and materialism as a composite measure and with each of its three facets (happiness, success, and centrality), and (b) estimated Random Intercept Cross-Lagged Panel Models (RI-CLPMs) that separate inter- and intra-individual effects and compared them with traditional CLPMs that do not. The traditional CLPM showed bidirectional negative associations between composite materialism and life satisfaction and strong negative bidirectional association for the happiness facet, but positive effects of the centrality facet on life satisfaction. However, and importantly, the RI-CLPM revealed that these relations exist predominantly between people. Within people, materialism does not impact life satisfaction, but life satisfaction does impact the happiness facet negatively. These findings challenge common ideas that the direction of the effect is from materialism to life satisfaction and that it is unilaterally negative.
Partisan Media Sentiment Toward Artificial Intelligence
Yi, Angela; Goenka, Shreyans; Pandelaere, Mario (SAGE, 2023-09)
Artificial intelligence (AI) is becoming pervasive across society. However, its deployment appears to be a divisive issue. This research examines aversion to AI across the partisan divide. We analyze partisan media sentiment toward AI, a powerful driver of public opinion toward social issues. We conduct a text analysis of media articles on AI (N = 7,840) from several liberal-leaning and conservative-leaning media outlets. The results demonstrate that liberal-leaning media show a greater aversion to AI than conservative-leaning media. Furthermore, a mediation analysis suggests that liberal-leaning media are more concerned with AI magnifying social biases in society than conservative-leaning media, which drives the partisan media differences. Moreover, the results also show that media sentiment toward AI became more negative after George Floyd’s death, an event that heightened sensitivity about social biases in society. Implications for how these partisan media differences can polarize public opinion and policymaker support toward AI are discussed.
Three Essays in Hospitality and Tourism Communication
Sharma, Abhinav Dhruv (Virginia Tech, 2021-10-28)
Communication is a critical component of firm success. Modern day companies, including those from the domain of hospitality and tourism, go to great lengths to gain a competitive advantage through effective communication. It is not only communication within the organization that is important. Instead, effective corporate communication entails effective messaging and information flow across all stakeholders. This dissertation investigates three distinct types of communication that are very relevant to hospitality and tourism firms - online reviews, marketing promotions and product placements. Chapter 1 provides a brief overview of corporate communication and outlines the central objectives of the research conducted as part of the dissertation. Chapter 2 uses an approach from behavioral economics to detect certain biases that afflict online reviews. Specifically, the paper uncovers the extent to which the seminal prospect theory principles of loss aversion and diminishing sensitivity afflict the sentiment expressed in online reviews. Chapter 3 of the dissertation explores the effect of marketing promotions by hotels. Promotions are frequently deployed by hospitality industry managers in an attempt to augment revenues during times when excess capacity may be anticipated. While prior research indeed finds beneficial impacts of these promotions, the present study shows that when finance-based are used to measure performance, promotions may in fact be detrimental. Relevant implications, especially for compensation design are outlined. Chapter 4 uses the event study methodology to quantify the effect of product placements by hospitality firms in film and television. This form of advertising has become increasingly common today, but not much is known about the extent to which placements help firm performance. The findings show that placements provide a significant performance boost, although variables like genre and parental advisory rating are found to influence this effect. The closing chapter, chapter 5, outlines the primary contributions of the dissertation, highlights the most important implications that follow from the research, while also acknowledging certain limitations that must be kept in mind when drawing any conclusions from this work.
Three Essays on Price Framing and Price Perceptions
Mukherjee, Sudipta (Virginia Tech, 2019-06-10)
This dissertation focuses on contextual frames that influence how consumers perceive prices and how that in turn affects their product evaluations and consumption decisions. This research consists of three essays and attempts to further the understanding of contextual factors that affect how consumers perceive prices (essay 1) and how perceptions about prices influence product inferences (essay 2) and decision making (essay 3). While there is a substantial body of research on price framing and price perception, my research identifies and attempts to fill some important gaps in the existing research. In my first essay, I introduce a new price framing effect – the upper limit framing effect. This essay shows that framing the upper limit of a price estimate as less than vs. not more than can result in systematic differences in perceptions regarding the underlying price. This research contributes to the existing price framing research, which primarily focuses on set prices, by investigating price estimates. It also makes important contributions to the temporal and monetary costs and semantic framing literatures and to the literature on negations. In my second essay, I contribute to the existing perceived price-quality research that primarily concerns only the market prices. This essay shows that consumers over-apply the perceived price-quality heuristic when setting product prices by themselves (self-decided prices). Specifically, this research shows that contextual factors that affect self-decided prices in turn influence product inferences, with the relationship between contextual frame and product inferences being mediated by self-decided prices. In my third essay, I contribute to the existing price framing research by showing that in the context of multiple price presentation, the price presentation order (ascending vs. descending) affects the perceived importance of price in the decision making – an effect I term as the price order effect – an effect that is explained by prospect-theory driven loss aversion. Specifically, this research shows that descending (vs. ascending) price presentation order results in significantly lower perceived importance of price in the decision making process which in turn influences subsequent consumption decisions. In addition to the individual contributions of each essay, this dissertation makes an overall contribution to the price framing and price perception research by identifying new price framing effects and by furthering the understanding of how consumers perceive prices and how perceptions about price influences consumer decision making.
To Acquire or Not to Acquire? That is a Question of Ownership Language and Dispositional Greed
Kim, Myojoong (Virginia Tech, 2023-05-18)
Acquisition is a crucial element of consumer behavior. By gaining a deeper understanding of the factors that influence consumers' acquisition of products, marketers and managers can develop more effective marketing strategies, and design products that better align with the needs and desires of their target customers. This dissertation develops two essays that examine key components of consumers' interest to acquisition: (1) the impact of ownership language on product evaluation, and (2) the influence of dispositional greed on the experience of diminishing marginal utility. Essay 1 investigates the impact of ownership language (e.g., this is my car) on prospective buyers' item evaluation. Results show that using ownership language has a negative effect on both tangible and intangible item evaluation. Specifically, using more ownership language raises contamination concerns and leads to decreased item evaluation. Essay 2 focuses on the individual differences in the experience of diminishing marginal utility (DMU), which is an essential component of consumers' interest in acquisition. By examining the relationship between dispositional greed and the experience of DMU, this research provides valuable insights into the motivations and desires that drive consumer behavior. The findings from six studies demonstrate that individuals with higher levels of dispositional greed are less likely to experience DMU and that such a heterogeneous experience of DMU depends on consumption scenarios (i.e., quantity-based vs. non-quantity-based).
Two Essays on Hope and Consumer Behavior
Juma, Stephen O. (Virginia Tech, 2021-09-14)
This dissertation consists of two essays on the impact of hope on financial decision making. While hope is a commonly experienced positive emotion, research on the impact of hope on consumer decision making is relatively sparse. The first essay examines the impact of hope on gambling intentions. Findings from seven studies, including one consequential, demonstrate that in a gambling context, hope leads to suboptimal decisions when the focus of hope is on winning. We theorize and show empirically that this effect occurs because hope triggers experiential processing, which in turn increases gambling, interestingly without affecting rational expectations of winning. Evidence from a variety of gambling contexts suggest that hope leads to both intent and actual gambling behavior. This effect of hope on gambling does not hold for individuals low on trait experiential processing and is attenuated when individuals are prompted to not rely on their feelings. Thus, the authors contribute to the literature on hope by providing a detailed understanding of how hope impacts processing of information, which in turn leads to suboptimal decisions in a gambling context. More broadly, this work offers implications for policy makers and consumers to understand and to become aware of how everyday positive emotion can be detrimental to consumer welfare. The second essay examines the impact of hope on savings. Across five studies, this research displays that hope increases willingness to save. The effect of hope on savings intention is mediated by hope's focus on the future. When hope is no longer focused on the future but is instead focused on the past, this effect disappears. To rule out positive emotion in general as a driving effect, we examine pride, a positive emotion which is generally focused on the past and find that pride does not lead to savings intention unless the focus of pride is shifted to the future. We also examine an alternative potential explanation that a sense of closeness with one's future self is driving the effect of hope on savings intention but do not find support for this, rather it is a future time perspective that mediates the effect of hope on willingness to save. These findings and their implications for research on positive emotion, time perspective and financial decision making are discussed.

Browsing by Author "Pandelaere, Mario"

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