Quantitative information can appear in different units (e.g., 7-year warranty = 84-month warranty). This article demonstrates that attribute differences appear larger on scales with a higher number of units; expressing quality information on such an expanded scale makes consumers switch to a...

Previous research has demonstrated that people’s concern about their position relative to a reference group (i.e., positional concern) is stronger in some domains than in others. Our survey data reveals that people care more about their relative position in domains where they have to engage in...

Using celebrity endorsers can be an effective way to influence brand perceptions and elevate the brand. However, although there is a significant amount of research investigating how endorsers influence brand perceptions, there is little research showing whether traits associated with the brand...

Information about alternatives often appears in a multi-option multi-attribute table, with the alternatives hierarchically sorted on attribute levels. This research shows that the choice of the primary sorting attribute can affect peoples' evaluations. Three studies show that the attribute on...

People are often exposed to actionable food temptations (i.e., an immediate opportunity to consume, like when friends offer cookies) and nonactionable food temptations (i.e., no immediate consumption opportunity, like ads for chocolate). The results of three experiments suggest that prior...

This article proposes an expanded conceptualization of materialism that grounds materialism in research on the self. The article stresses the functions of materialistic goal pursuit, the processes by which these functions are developed and implemented, and their potential consequences. This...

Previous research on attribute framing has shown that people often infer higher quantity from larger numbers, usually with the assumption that the units used to specify this information elicit the same meanings. Drawing on literature on categorization and numerical cognition, the authors...

Markman and Brendl have demonstrated that individuals tend to regard as more valuable those objects that are able to satisfy an active desire. Building on their framework, we predicted that desire would enlarge the consideration set and, hence, affect variety-seeking tendencies in a product...