Despite evidence that currency denomination can influence spending, researchers have yet to examine whether the physical appearance of money can do the same. This is important because smaller denomination bills tend to suffer greater wear than larger denomination bills. Using real money in the...

This article examines how consumers’ preferences are affected by the interplay between their level of arousal and the valence of their current affective state. Building on prior research examining the regulation of mood valence, the authors propose that consumers are also motivated to manage...

Evidence from three experiments shows that due to superior visuo-spatial elaboration, females (relative to males) have a heightened ability to identify visually incongruent products that are promoted among competing products. Females discriminate relational information among competing...

Everyday, millions of decision makers receive advice from one or more sources. Although research has addressed some of the issues concerning how people take and use advice that they are given, less is known about the psychological processes that underlie decision makers' willingness to pay for...

We introduce and test a theory of how the choices consumers make are influenced by skill-based habits of use-goal-activated automated behaviors that develop through the repeated consumption or use of a particular product. Such habits can explain how consumers become locked in to an incumbent...