Although marketing managers and customers often seek information to make decisions or gain knowledge, we know little about what affects individual judgments of the value of received information. We argue that, in settings where information comes from multiple information providers with whom the...

Most past research has focused on how aggregate advertising works in field settings. However, the information most critical to managers is which ad works, in which medium or vehicle, at what time of the day, at what level of repetition, and for how long. Managers also need to know why a...

Three studies find that when hope is threatened consumers engage in motivated reasoning related to products that purport to enable goal attainment. Specifically, they (a) selectively search for information from a product-favorable information source, (b) regard this information as more credible,...

Five studies, using diverse methodologies, distinct consumption experiences, and different manipulations, demonstrate the novel finding that savoring an upcoming consumption experience heightens enjoyment of the experience both as it unfolds in real time (ongoing enjoyment) and when it is...

Can smaller meals make you happy? Four studies show that offering consumers the choice between a full-sized food portion alone and a half-sized food portion paired with a small nonfood premium (e.g., a small Happy Meal toy or the mere possibility of winning frequent flyer miles) motivates...

Despite much effort to decrease food intake by altering portion sizes, “super-sized” meals are the preferred choice of many. This research investigated the extent to which individuals can be subtly incentivized to choose smaller portion sizes. Three randomized experiments (two in the lab and...

A prevailing view is that increased media weight for frequently purchased brands in mature product categories usually does not lead to increases in sales. However, the role of advertising executional cues and viewer responses on media weight induced sales has not yet been examined. The authors...

The authors test six theoretically-derived hypotheses about ad characteristics that influence digital sharing. Two completely independent field studies test these hypotheses using over 11 measures of emotions and over 60 ad characteristics. The results are consistent with our theory and robust...

Marketing strategy begins with customer and competitive intelligence. However, in sharp contrast to customer intelligence, there is little research on how competitive intelligence (CI) is actually generated within an organization. The absence of this knowledge makes it difficult to identify ways...

The authors propose an alternative conceptualization to the Strack, Werth and Deutsch (2006) model. Their conceptualization considers how the forecasting of emotional outcomes linked to controlling or failing to control impulses impacts self-regulatory behavior. A set of future research...