To explain the question-behavior effect, that is, the effect of answering an intention question on subsequent behavior, this article takes on a motivational perspective and proposes that answering an intention question automatically activates an intention. The activation of this motivational...

The present study investigates the effectiveness of fear appeals in preventing shoplifting among adolescents. We study the effects of type of punishment (social disapproval versus fines), probability of getting caught when shoplifting and severity of the punishment. Results show that social...

This paper investigates the cognitive processes underlying the increased preference-behavior correspondence following intention formation. In line with ‘intention superiority’ principles, three studies show that a brand tied to an intention remains in a heightened state of activation until a...

Purpose – Services recoveries following service failures not only imply customer recovery opportunities in which customer-company relationships can be restored, they can also result in process improvements (i.e. process recoveries in literature). This paper seeks to identify the additional...

Marketers often use salient stimuli to draw consumers’ attention to a specific brand in the hope that a selective focus on the own brand increases the sales of this brand. However, previous studies are inconsistent concerning the impact that selectively focusing on a specific brand has on...

Need for Closure (NFC) is introduced as a variable of individual difference that shows promise to help the understanding of a consumers’ effort to search for price and promotional information in the context of retail grocery shopping. Results showed that NFC and perceived time pressure (PTP)...

The purpose of this paper is to better understand the mechanisms that underlie nonresponse bias. We argue that response behaviour can be better understood by gaining insight into respondents’ values and traits that give more information about the reasons of the response behaviour. For this,...

This paper presents a circumplex taxonomy of related consumer motives based on valence ratings of 34 preferred brand personality traits. Results of INDSCAL analysis reveal a consistent, replicable preferred brand personality structure across 11 different countries and four different product...

The Need for Closure is introduced as an individual characteristic that can help explain individual differences in engagement in leisure activities. Both a leisure engagement inventory and a validated Dutch version of the Need for Closure Scale were administered to a convenience sample of 1035...

This paper focuses on consumers’ quality perception of fish in Belgium and its impact on interest in information, beliefs and behaviour. Cross-sectional data were collected from a sample of 429 consumers in March 2003. Two dimensions shape fish quality perception: consumer involvement with...