The disrupt-then-reframe (DTR) influence technique involves confusing consumers with a disruptive message and then reducing ambiguity by reframing the message. Experiment 1 shows that the DTR technique increases retail sales in a supermarket setting. Experiment 2 shows that the DTR technique...

This research uncovers a counterintuitive effect of negative information, showing that under specifiable conditions people will be more favorably disposed to a product when a small dose of negative information is added to an otherwise positive description. This effect is moderated by processing...

Increased liking of one's choice following difficult decisions (e.g., choosing between similarly attractive options) is well documented. Given the common mechanism proposed for this effect-a highly involving dissonance reduction process-it would be reasonable to expect such choice enhancement to...

This paper examines the Fama-MacBeth test of asset pricing models through its application to the Fama and French model. The Fama and French 25 sorted portfolios, 30 industrial portfolios and their combination have been used. The data of monthly observations span over the period 1963-2008....

This paper studies the convergence process within the European Union of the new entrants from Central and Eastern Europe and of the 15 Western countries. We highlight the existence of heterogeneity in the European Union and show that new entrants and former members of the European Union can be...