We propose a theory-based model of the shopper journey, incorporating the rich literature in consumer research and marketing research. We also take into account the evolving retailing landscape, characterized by significant knowledge, lifestyle, technological, and structural changes. With...

In a series of four experiments, the authors examine the implications of one consumer’s possession being mimicked by another consumer. The results demonstrate that when distinctiveness concerns are heightened, greater dissociation responses (i.e., possession disposal intentions,...

This research examines the implications of telling an “innocent” white lie after a negative interpersonal encounter. We propose that if a white lie falls outside an acceptable range of dishonesty, cognitive dissonance will arise and produce negative affect. Deceivers will then be motivated...

The present research establishes that the innocuous behavior of coupon redemption is capable of eliciting stigma by association. The general finding across four studies shows that the coupon redemption behavior of one consumer results in a second non-coupon-redeeming shopper being stigmatized by...

Across a series of studies conducted in both the field and the laboratory, the authors demonstrate that the presence of others (i.e., an entourage) alters a VIP’s personal feelings of status. Specifically, the authors show that VIPs feel higher levels of status when they are able to experience...

Despite the common belief that seating arrangements matter, little research has examined how the geometrical shape of a chair arrangement can affect persuasion. Across three studies, this research demonstrates that the shape of seating arrangements can prime two fundamental human needs that in...