Faculty Works, Department of Marketing
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Research articles, presentations, and other scholarship
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Falling Back on Numbers: When Preference for Numerical Product Information Increases after a Personal Control Threat
(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 ... -
How to enhance the well-being of healthcare service providers and their patients? A mindfulness proposal
(Frontiers Media S.A., 2015-03-17)The notion of mindfulness is key to developing ideas that can address how healthcare service providers (e.g., clinicians) can effectively enhance their own well-being in the workplace, and by doing so, increase the well-being ... -
Attainment versus maintenance goals: Perceived difficulty and impact on goal choice
(Elsevier, 2018-09-19)We argue that individuals monitor and evaluate attainment and maintenance goals differently. Attainment goals feature a salient current-end state discrepancy that is processed more than the corresponding match for maintenance ... -
Price-Matching Guarantees with Endogenous Consumer Search
(Infomrs, 2017-10-01)Price-matching guarantees (PMGs) are offered in a wide array of product categories in retail markets. PMGs offer consumers the assurance that, should they find a lower price elsewhere within a specified period after purchase ... -
A Case Study of an Interdisciplinary Design Course for Pervasive Computing
(IEEE, 2010)This paper provides a case study of an interdisciplinary design project course for pervasive computing products. As a team of faculty from computer engineering, industrial design, and marketing, we have run several ... -
The Presenter's Paradox
(University of Chicago Press, 2012-10)This analysis introduces the Presenter's Paradox. Robust findings in impression formation demonstrate that perceivers' judgments show a weighted averaging pattern, which results in less favorable evaluations when mildly ... -
Years, Months, and Days versus 1, 12, and 365: The Influence of Units versus Numbers
(University of Chicago Press, 2012-06)Quantitative changes may be conveyed to consumers using small units (e. g., change in delivery time from 7 to 21 days) or large units (1-3 weeks). Numerosity research suggests that changes are magnified by small (vs. large) ... -
The Effect of Red Background Color on Willingness-to-Pay: The Moderating Role of Selling Mechanism
(University of Chicago Press, 2013-02)The authors investigate the effect of red backgrounds on willingness-to-pay in auctions and negotiations. Data from eBay auctions and the lab show that a red (vs. blue) background elicits higher bid jumps. By contrast, red ... -
$29 for 70 Items or 70 Items for $29? How Presentation Order Affects Package Perceptions
(University of Chicago Press, 2012-06)When consumers consider a package (multi- item) price, which presentation order is more appealing, price first ($29 for 70 items) or item quantity first (70 items for $29)? Will this depend on package size (larger [70 ... -
Affective Influences on Evaluative Processing
(University of Chicago Press, 2012-02)The past three decades have seen considerable debate about affect's influence on judgment. In three experiments, following manipulations of incidental, integral, and cognitively based affect, positive affect results in ...
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