Marketing has been revolutionized due to the rise of digital media and new forms of electronic communication. In response, academic researchers have attempted to explain consumer- and firm-related phenomena related to digital, social media, and mobile marketing (DSMM). This paper presents a...

Online social networks are used by hundreds of millions of people every day, but little is known about their effect on behavior. In five experiments, we demonstrate that social network use enhances self-esteem in users who are focused on close friends (i.e., strong ties) while browsing their...

While previous research on advertising media mixes has focused on pairwise cross-media elasticities or budget optimization within single campaigns, we instead focus on the complementarity of media selection and campaign construction. We do so via analysis of clusters of channels of all sizes....

This research examines how the reliance on emotional feelings as a heuristic influences the proposal of offers in negotiations. Results from three experiments based on the classic ultimatum game show that, compared to proposers who do not rely on their feelings, proposers who rely on their...

The diagnosticity of feelings in judgment depends not only on their representativeness and relevance, but also on people’s trust in their feelings in general. Trust in feelings is the degree to which individuals believe that their feelings generally point toward the “right” direction in...

Online social networks are used by hundreds of millions of people every day, but little is known about their effect on behavior. In five experiments, the authors demonstrate that social network use enhances self-esteem in users who are focused on close friends (i.e., strong ties) while browsing...

Eight studies reveal an intriguing phenomenon: individuals who have higher trust in their feelings can predict the outcomes of future events better than individuals with lower trust in their feelings. This emotional oracle effect was found across a variety of prediction domains, including (a)...