create a website

Stick to my guns: The impact of crowding on consumers’ responsiveness to sale promotions. (2024). Fan, Linying ; Jiang, Yuwei ; Chu, Xing-Yu ; Huang, Zhongqiang.
In: Journal of the Academy of Marketing Science.
RePEc:spr:joamsc:v:52:y:2024:i:3:d:10.1007_s11747-023-00966-y.

Full description at Econpapers || Download paper

Cited: 2

Citations received by this document

Cites: 111

References cited by this document

Cocites: 39

Documents which have cited the same bibliography

Coauthors: 0

Authors who have wrote about the same topic

Citations

Citations received by this document

  1. A whole new world, a new fantastic point of view: Charting unexplored territories in consumer research with generative artificial intelligence. (2025). Yoo, Kiwoong ; Haenlein, Michael ; Hewett, Kelly.
    In: Journal of the Academy of Marketing Science.
    RePEc:spr:joamsc:v:53:y:2025:i:3:d:10.1007_s11747-025-01097-2.

    Full description at Econpapers || Download paper

  2. How social crowding undermines happiness from experiential purchases more than material purchases. (2025). Liu, Yun ; Du, Yingying.
    In: Journal of Retailing and Consumer Services.
    RePEc:eee:joreco:v:84:y:2025:i:c:s0969698924004855.

    Full description at Econpapers || Download paper

References

References cited by this document

  1. Adaval, R. (2001). Sometimes it just feels right: The differential weighting of affect-consistent and affect-inconsistent product information. Journal of Consumer Research, 28(1), 1–17.

  2. Aiello, J. R., DeRisi, D. T., Epstein, Y. M., & Karlin, R. A. (1977). Crowding and the role of interpersonal distance preference. Sociometry, 40(3), 271–282.
    Paper not yet in RePEc: Add citation now
  3. Alexander, D. M., Jurica, P., Trengove, C., Nikolaev, A. R., Gepshtein, S., Zvyagintsev, M., & van Leeuwen, C. (2013). Traveling waves and trial averaging: The nature of single-trial and averaged brain responses in large-scale cortical signals. Neuroimage, 73, 95–112.
    Paper not yet in RePEc: Add citation now
  4. Andrews, M., Luo, X., Fang, Z., & Ghose, A. (2015). Mobile ad effectiveness: Hyper-contextual targeting with crowdedness. Marketing Science, 35(2), 218–233.
    Paper not yet in RePEc: Add citation now
  5. Arkes, H. R., Kung, Y. H., & Hutzel, L. (2002). Regret, valuation, and inaction inertia. Organizational Behavior and Human Decision Processes, 87(2), 371–385.
    Paper not yet in RePEc: Add citation now
  6. Baskin, E., Wakslak, C. J., Trope, Y., & Novemsky, N. (2014). Why feasibility matters more to gift receivers than to givers: A construal-level approach to gift giving. Journal of Consumer Research, 41(1), 169–182.

  7. Baum, A., & Greenberg, C. I. (1975). Waiting for a crowd: The behavioral and perceptual effects of anticipated crowding. Journal of Personality and Social Psychology, 32(4), 671–679.
    Paper not yet in RePEc: Add citation now
  8. Bizer, G. Y., Tormala, Z. L., Rucker, D. D., & Petty, R. E. (2006). Memory-based versus on-line processing: Implications for attitude strength. Journal of Experimental Social Psychology, 42(5), 646–653.
    Paper not yet in RePEc: Add citation now
  9. Blattberg, R. C., & Neslin, S. A. (1990). Sales promotion: Concepts, methods, and strategies. Prentice Hall.
    Paper not yet in RePEc: Add citation now
  10. Boots, B. N. (1979). Population density, crowding and human behaviour. Progress in Human Geography, 3(1), 13–63.
    Paper not yet in RePEc: Add citation now
  11. Branco-Illodo, I., Heath, T., & Tynan, C. (2020). You really shouldn’t have!” Coping with failed gift experiences. European Journal of Marketing, 54(4), 857–883.
    Paper not yet in RePEc: Add citation now
  12. Busignani, L. (2017). Nielsen Perspectives: Has the traditional trade planning process become obsolete? Retrieved February 6, 2022 from https://www.nielsen.com/us/en/insights/article/2017/perspectives-has-the-traditional-trade-planning-process-become-obsolete .
    Paper not yet in RePEc: Add citation now
  13. Cai, F., Bagchi, R., & Gauri, D. K. (2016). Boomerang effects of low price discounts: How low price discounts affect purchase propensity. Journal of Consumer Research, 42(5), 804–816.

  14. Cavanaugh, L. A., Gino, F., & Fitzsimons, G. J. (2015). When doing good is bad in gift giving: Mis-predicting appreciation of socially responsible gifts. Organizational Behavior and Human Decision Processes, 131, 178–189.
    Paper not yet in RePEc: Add citation now
  15. Chandon, P., Wansink, B., & Laurent, G. (2000). A benefit congruency framework of sales promotion effectiveness. Journal of Marketing, 64(4), 65–81.

  16. Chang, H. H., & Hung, I. W. (2018). Mirror, mirror on the retail wall: Self-focused attention promotes reliance on feelings in consumer decisions. Journal of Marketing Research, 55(4), 586–599.
    Paper not yet in RePEc: Add citation now
  17. Chen, W. W., Tsai, D., & Chuang, H. (2010). Effects of missing a price promotion after purchasing on perceived price unfairness, negative emotions, and behavioral responses. Social Behavior and Personality: An International Journal, 38(4), 495–508.
    Paper not yet in RePEc: Add citation now
  18. China Statistical Yearbook (2018). China Statistical Yearbook 2018. Retrieved July 20, 2020 from http://www.stats.gov.cn/tjsj/ndsj/2018/indexeh.htm .
    Paper not yet in RePEc: Add citation now
  19. Cramer, K. M. (2000). Comparing the relative fit of various factor models of the self-consciousness scale in two independent samples. Journal of Personality Assessment, 75(2), 295–307.
    Paper not yet in RePEc: Add citation now
  20. Dahl, D. (2013). Social influence and consumer behavior. Journal of Consumer Research, 40(2), iii–v.
    Paper not yet in RePEc: Add citation now
  21. Darke, P. R., & Ritchie, R. J. B. (2007). The defensive consumer: Advertising deception, defensive processing, and distrust. Journal of Marketing Research, 44(1), 114–127.
    Paper not yet in RePEc: Add citation now
  22. Davis, D. F., Bagchi, R., & Block, L. G. (2016). Alliteration alters: Phonetic overlap in promotional messages influences evaluations and choice. Journal of Retailing, 92(1), 1–12.

  23. Delevoye-Turrell, Y., Vienne, C., & Coello, Y. (2011). Space boundaries in Schizophrenia. Social Psychology, 42(3), 193–204.
    Paper not yet in RePEc: Add citation now
  24. Deng, Y., Liu, S., Cai, J., Lu, X., & Nielsen, C. P. (2015). Spatial pattern and its evolution of chinese provincial population: Methods and empirical study. Journal of Geographical Sciences, 25(12), 1507–1520.
    Paper not yet in RePEc: Add citation now
  25. Diener, E., Lusk, R., DeFour, D., & Flax, R. (1980). Deindividuation: Effects of group size, density, number of observers, and group member similarity on self-consciousness and disinhibited behavior. Journal of Personality and Social Psychology, 39(3), 449–459.
    Paper not yet in RePEc: Add citation now
  26. Donovan, R., Rossiter, J. R., Marcoolyn, G., & Nesdale, A. (1994). Store atmosphere and purchasing behavior. Journal of Retailing, 70(3), 283–294.
    Paper not yet in RePEc: Add citation now
  27. Duval, S., & Wicklund, R. A. (1972). A theory of objective self-awareness. New York: Academic Press.
    Paper not yet in RePEc: Add citation now
  28. Eurich, T. (2018). What self-awareness really is (and how to cultivate it). Harvard Business Review, 1–9.
    Paper not yet in RePEc: Add citation now
  29. Evans, G. W., & Wener, R. E. (2007). Crowding and personal space invasion on the train: Please don’t make me sit in the Middle. Journal of Environmental Psychology, 27(1), 90–94.
    Paper not yet in RePEc: Add citation now
  30. Evans, G. W., Lepore, S. J., Shejwal, B. R., & Palsane, M. N. (1998). Chronic residential crowding and children’s well-being: An ecological perspective. Child Development, 69(6), 1514–1523.
    Paper not yet in RePEc: Add citation now
  31. Evans, G. W., Rhee, E., Forbes, C., Allen, K. M., & Lepore, S. J. (2000). The meaning and efficacy of social withdrawal as a strategy for coping with chronic residential crowding. Journal of Environmental Psychology, 20(4), 335–342.
    Paper not yet in RePEc: Add citation now
  32. Fan, L., Li, X., & Jiang, Y. (2019). Room for opportunity: Resource scarcity increases attractiveness of range marketing offers. Journal of Consumer Research, 46(1), 82–98. Fan, L., Rucker, D. D., & Jiang, Y. (in press). Power and Need-for-Justification: Asymmetrical Effects on Senders and Receivers in Marketing Communications. Journal of Consumer Research.

  33. Fazio, R. H., & Zanna, M. P. (1978). Attitudinal qualities relating to the strength of the attitude-behavior relationship. Journal of Experimental Social Psychology, 14(4), 398–408.
    Paper not yet in RePEc: Add citation now
  34. Fenigstein, A., Scheier, M. F., & Buss, A. H. (1975). Public and private self-consciousness: Assessment and theory. Journal of Consulting and Clinical Psychology, 43(4), 522–527.
    Paper not yet in RePEc: Add citation now
  35. Galanis, E., Papagiannis, E., Nurkse, L., Theodorakis, Y., & Hatzigeorgiadis, A. (2022). The effects of strategic self-talk on divided attention following physical exhaustion. International Journal of Sport and Exercise Psychology, 1–11.
    Paper not yet in RePEc: Add citation now
  36. Gao, H., Zhang, Y., & Mittal, V. (2017). How does local–global identity affect price sensitivity? Journal of Marketing, 81(3), 62–79.
    Paper not yet in RePEc: Add citation now
  37. Gibbons, F. X. (1990). Self-attention and behavior: A review and theoretical update. Advances in Experimental Social Psychology, 23, 249–303.
    Paper not yet in RePEc: Add citation now
  38. Gillies, A. (2014). How does where you live affect your wellbeing? Retrieved February 6, 2022 from https://theknowledgeexchangeblog.com/2014/06/18/how-does-where-you-live-affect-your-wellbeing/ .
    Paper not yet in RePEc: Add citation now
  39. Goukens, C., Dewitte, S., & Warlop, L. (2009). Me, myself, and my choices: The influence of private self-awareness on choice. Journal of Marketing Research, 46(5), 682–692.
    Paper not yet in RePEc: Add citation now
  40. Haaland, C. M., & Heath, M. T. (1974). Mapping of population density. Demography, 11(2), 321–336.

  41. Haddock, G., Rothman, A. J., & Schwarz, N. (1996). Are (some) reports of attitude strength context dependent? Canadian Journal of Behavioural Science, 28(4), 313–316.
    Paper not yet in RePEc: Add citation now
  42. Haddock, G., Rothman, A. J., Reber, R., & Schwarz, N. (1999). Forming judgments of attitude certainty, intensity, and importance: The role of subjective experiences. Personality and Social Psychology Bulletin, 25(7), 771–782.
    Paper not yet in RePEc: Add citation now
  43. Hardy, J., Oliver, E., & Tod, D. (2008). A framework for the study and application of self-talk within sport. Advances in applied sport psychology (pp. 47–84). Routledge.
    Paper not yet in RePEc: Add citation now
  44. Harrell, G. D., Hutt, M. D., & Anderson, J. C. (1980). Path analysis of buyer behavior under conditions of crowding. Journal of Marketing Research, 17(1), 45–51.
    Paper not yet in RePEc: Add citation now
  45. Hayes, A. F. (2018). Introduction to mediation, moderation, and conditional process analysis (2nd ed.). Guilford Publications.
    Paper not yet in RePEc: Add citation now
  46. Hirsch, L., & Thompson, K. (2011). I Can Sit But I’d Rather Stand: Commuter’s Experience of Crowdedness and Fellow Passenger Behaviour in Carriages on Australian Metropolitan Trains. The 34th Australasian Transport Research Forum, Adelaide, Australia.
    Paper not yet in RePEc: Add citation now
  47. Hock, S. J., & Bagchi, R. (2018). The impact of crowding on calorie consumption. Journal of Consumer Research, 44(5), 1123–1140.

  48. Hoeffler, S., & Ariely, D. (1999). Constructing stable preferences: A look into dimensions of experience and their impact on preference stability. Journal of Consumer Psychology, 8(2), 113–139.
    Paper not yet in RePEc: Add citation now
  49. Hope, D. A., & Heimberg, R. G. (1988). Public and private self-consciousness and social phobia. Journal of Personality Assessment, 52(4), 626–639.
    Paper not yet in RePEc: Add citation now
  50. Huang, X. I., Huang, Z. T., & Wyer, R. S. (2018). The influence of social crowding on brand attachment. Journal of Consumer Research, 44(5), 1069–1084.

  51. Hui, M. K., & Bateson, J. E. (1991). Perceived control and the effects of crowding and consumer choice on the service experience. Journal of Consumer Research, 18(2), 174–184.

  52. Hung, I. W., & Wyer, R. S. (2011). Shaping consumer imaginations: The role of self-focused attention in product evaluations. Journal of Marketing Research, 48(2), 381–392.
    Paper not yet in RePEc: Add citation now
  53. Jain, U. (1987). The psychological consequences of crowding. Sage.
    Paper not yet in RePEc: Add citation now
  54. Jargin, S. V. (2009). Overpopulation and Modern Ethics. SAMJ: South African Medical Journal, 99(8), 572–573.
    Paper not yet in RePEc: Add citation now
  55. Kahneman, D. (1973). Attention and effort. Prentice-Hall.
    Paper not yet in RePEc: Add citation now
  56. Krosnick, J. A., Petty, R. E., Petty, R. E., & Krosnick, J. A. (1995). Attitude strength: An overview. In R. E. Petty, & J. A. Krosnick (Eds.), Attitude strength: Antecedents and consequences (pp. 1–24). Lawrence Erlbaum.
    Paper not yet in RePEc: Add citation now
  57. Kwok, S., & Uncles, M. D. (2003). Sales promotion effectiveness: The impact of culture at an ethnic-group level (UNSW School of Marketing Working Paper No. 03/3). University of New South Wales. https://doi.org/10.2139/ssrn.387042 .
    Paper not yet in RePEc: Add citation now
  58. LaBerge, D., Carlson, R. L., Williams, J. K., & Bunney, B. G. (1997). Shifting attention in visual space: Tests of moving-spotlight models versus an activity-distribution model. Journal of Experimental Psychology: Human Perception and Performance, 23(5), 1380–1392.
    Paper not yet in RePEc: Add citation now
  59. Leblanc, R. (2021). The environmental impacts of overpopulation. Retrieved February 6, 2022 from https://www.thebalancesmb.com/how-overpopulation-impacts-the-environment-4172964 .
    Paper not yet in RePEc: Add citation now
  60. Lee, K. K., & Zhao, M. (2014). The effect of price on preference consistency over time. Journal of Consumer Research, 41(1), 109–118.

  61. Lee, L., & Ariely, D. (2006). Shopping goals, goal concreteness, and conditional promotions. Journal of Consumer Research, 33(1), 60–70.

  62. Lee, L., & Tsai, C. I. (2014). How price promotions influence postpurchase consumption experience over time. Journal of Consumer Research, 40(5), 943–959.

  63. Levy, L., & Herzog, A. N. (1974). Effects of population density and crowding on health and social adaptation in the Netherlands. Journal of Health and Social Behavior, 15(3), 228–240.
    Paper not yet in RePEc: Add citation now
  64. Machleit, K. A., Eroglu, S. A., & Mantel, S. P. (2000). Perceived retail crowding and shopping satisfaction: What modifies this relationship? Journal of Consumer Psychology, 9(1), 29–42.
    Paper not yet in RePEc: Add citation now
  65. Maeng, A., & Tanner, R. J. (2013). Construing in a crowd: The effects of social crowding on mental construal. Journal of Experimental Social Psychology, 49(6), 1084–1088.
    Paper not yet in RePEc: Add citation now
  66. Maeng, A., Tanner, R. J., & Soman, D. (2013). Conservative when crowded: Social crowding and consumer choice. Journal of Marketing Research, 50(6), 739–752.
    Paper not yet in RePEc: Add citation now
  67. McLeish, E. (2009). What if we do nothing? Overcrowded world. Franklin Watts.
    Paper not yet in RePEc: Add citation now
  68. Meredith, S. (2018). Two-thirds of global population will live in cities by 2050, Un says. CNBC. Retrieved February 6, 2022 from https://www.cnbc.com/2018/05/17/two-thirds-of-global-population-will-live-in-cities-by-2050-un-says.html .
    Paper not yet in RePEc: Add citation now
  69. Milgram, S. (1970). The experience of living in cities. Science, 167(3924), 1461–1468.
    Paper not yet in RePEc: Add citation now
  70. Mishra, A., & Mishra, H. (2011). The influence of price discount versus bonus pack on the preference for virtue and vice foods. Journal of Marketing Research, 48(1), 196–206.
    Paper not yet in RePEc: Add citation now
  71. Neuberg, S. L., Kenrick, D. T., & Schaller, M. (2011). Human threat management systems: Self-protection and disease avoidance. Neuroscience & Biobehavioral Reviews, 35(4), 1042–1051.
    Paper not yet in RePEc: Add citation now
  72. Norris, C. E., & Colman, A. M. (1992). Context effects on recall and recognition of magazine advertisements. Journal of Advertising, 21(3), 37–46.
    Paper not yet in RePEc: Add citation now
  73. Novemsky, N., Dhar, R., Schwarz, N., & Simonson, I. (2007). Preference fluency in choice. Journal of Marketing Research, 44(3), 347–356.
    Paper not yet in RePEc: Add citation now
  74. O’Guinn, T. C., Tanner, R. J., & Maeng, A. (2015). Turning to space: Social density, social class, and the value of things in stores. Journal of Consumer Research, 42(2), 196–213.

  75. Oppenheimer, D. M., Meyvis, T., & Davidenko, N. (2009). Instructional manipulation checks: Detecting satisficing to increase statistical power. Journal of Experimental Social Psychology, 45(4), 867–872.
    Paper not yet in RePEc: Add citation now
  76. Patrick, V. M., & Hagtvedt, H. (2012). I don’t” versus “I can’t”: When empowered refusal motivates goal-directed behavior. Journal of Consumer Research, 39(2), 371–381.
    Paper not yet in RePEc: Add citation now
  77. Petty, R. E., Briñol, P., & Tormala, Z. L. (2002). Thought confidence as a determinant of persuasion: The self-validation hypothesis. Journal of Personality and Social Psychology, 82(5), 722–741.
    Paper not yet in RePEc: Add citation now
  78. Pham, M. T. (1998). Representativeness, relevance, and the use of feelings in decision making. Journal of Consumer Research, 25(2), 144–159.

  79. Pham, M. T., Goukens, C. G., Lehmann, D., & Stuart, J. A. (2010). Shaping customer satisfaction through self-awareness cues. Journal of Marketing Research, 47(5), 920–932.
    Paper not yet in RePEc: Add citation now
  80. Piezunka, H., & Dahlander, L. (2015). Distant search, narrow attention: How crowding alters organizations’ filtering of suggestions in crowdsourcing. Academy of Management Journal, 58(3), 856–880.
    Paper not yet in RePEc: Add citation now
  81. Rucker, D. D. (2021). Attitudes and attitude strength as precursors to object attachment. Current Opinion in Psychology, 39, 38–42.
    Paper not yet in RePEc: Add citation now
  82. Ruth, J. A., Otnes, C. C., & Brunel, F. F. (1999). Gift receipt and the reformulation of interpersonal relationships. Journal of consumer research, 25(4), 385–402.

  83. Santee, R. T., & Maslach, C. (1982). To agree or not to agree: Personal dissent amid social pressure to conform. Journal of Personality and Social Psychology, 42(4), 690–700.
    Paper not yet in RePEc: Add citation now
  84. Scheier, M. F. (1980). Effects of public and private self-consciousness on the public expression of personal beliefs. Journal of Personality and Social Psychology, 39(3), 514–521.
    Paper not yet in RePEc: Add citation now
  85. Schultz-Gambard, J. (1979). Social determinants of crowding. Human consequences of crowding (pp. 161–167). Springer.
    Paper not yet in RePEc: Add citation now
  86. Schwarz, N., Bless, H., Strack, F., Klumpp, G., Rittenauer-Schatka, H., & Simons, A. (1991). Ease of retrieval as information: Another look at the availability heuristic. Journal of Personality and Social Psychology, 61(2), 195–202.
    Paper not yet in RePEc: Add citation now
  87. Sears, A., & Jacko, J. A. (2007). The Human-Computer Interaction Handbook: Fundamentals, Evolving Technologies, and emerging applications. Taylor & Francis Group.
    Paper not yet in RePEc: Add citation now
  88. Shaddy, F., & Lee, L. (2020). Price promotions cause impatience. Journal of Marketing Research, 57(1), 118–133.
    Paper not yet in RePEc: Add citation now
  89. Smith, T. (2018, July 3). Men & Makeup: The changing face of Chinese beauty. Jing Daily. Retrieved February 6, 2022 from https://jingdaily.com/men-make-up/ .
    Paper not yet in RePEc: Add citation now
  90. Statista (2021). Marketing services spending in the United States from 2017 to 2021, by category. Statista. Retrieved February 6, 2022 from https://www.statista.com/statistics/987009/marketing-spending-us-category/ .
    Paper not yet in RePEc: Add citation now
  91. Steffel, M., Williams, E. F., & LeBoeuf, R. A. (2015). Overly specific gift giving: Givers choose personalized but less-versatile and less-preferred gifts. ACR North American Advances.
    Paper not yet in RePEc: Add citation now
  92. Stokols, D. (1972). On the distinction between density and crowding: Some implications for future research. Psychological Review, 79(3), 275–277.
    Paper not yet in RePEc: Add citation now
  93. Su, L., Jiang, Y., Chen, Z., & DeWall, C. N. (2017). Social exclusion and consumer switching behavior: A control restoration mechanism. Journal of Consumer Research, 44(1), 99–117.

  94. Tang, Y., Huang, Z., & Su, L. (2023). The influence of event-time (vs. clock‐time) scheduling style on satiation. Journal of Consumer Psychology, 33(1), 123–132.
    Paper not yet in RePEc: Add citation now
  95. Taylor, J. W. (1965). Two requirements for measuring the effectiveness of promotion. Journal of Marketing, 29(2), 43–45.
    Paper not yet in RePEc: Add citation now
  96. Tomarelli, M. M., & Shaffer, D. R. (1985). What aspects of self do self-monitors monitor? Bulletin of the Psychonomic Society, 23(2), 135–138.
    Paper not yet in RePEc: Add citation now
  97. Tormala, Z. L., & Rucker, D. D. (2007). Attitude certainty: A review of past findings and emerging perspectives. Social and Personality Psychology Compass, 1(1), 469–492.
    Paper not yet in RePEc: Add citation now
  98. Trungpa, C. (2019). Meditation in action. Shambhala Publications.
    Paper not yet in RePEc: Add citation now
  99. Tsai, C. I., Zhao, M., & Soman, D. (2021). Salient knowledge that others are also evaluating reduces judgment extremity. Journal of the Academy of Marketing Science, 1–22.
    Paper not yet in RePEc: Add citation now
  100. Tsang, A. (2016). Skincare products in China: Characteristics of male consumers. Hong Kong Means Business. Retrieved February 6, 2022 from https://hkmb.hktdc.com/en/1X0A5QKA/hktdc-research/Skincare-Products-in-China-Characteristics-of-Male-Consumers .
    Paper not yet in RePEc: Add citation now
  101. Van den Berg, C. J. (1986). On the relation between energy transformations in the brain and mental activities. Energetics and human information processing (pp. 131–135). Springer.
    Paper not yet in RePEc: Add citation now
  102. Vogel, T. K., & Wänke Michaela. (2016). Attitudes and attitude change. Psychology Press.
    Paper not yet in RePEc: Add citation now
  103. Weiss, L., & Johar, G. V. (2013). Egocentric categorization and product judgment: Seeing your traits in what you own (and their opposite in what you don’t). Journal of Consumer Research, 40(1), 185–201.

  104. Wicklund, R. A. (1975). Objective self-awareness. Advances in experimental social psychology (8 vol., pp. 233–275). Academic Press.
    Paper not yet in RePEc: Add citation now
  105. Wu, C., & Shaffer, D. R. (1987). Susceptibility to persuasive appeals as a function of source credibility and prior experience with the attitude object. Journal of Personality and Social Psychology, 52(4), 677–688.
    Paper not yet in RePEc: Add citation now
  106. Xu, A. J., & Wyer, R. S. (2010). Puffery in advertisements: The effects of media context, communication norms, and consumer knowledge. Journal of Consumer Research, 37(2), 329–343.

  107. Xu, J., Shen, H., & Wyer, R. S. (2012). Does the distance between us matter? Influences of physical proximity to others on consumer choice. Journal of Consumer Psychology, 22(3), 418–423.
    Paper not yet in RePEc: Add citation now
  108. Yan, D., & Muthukrishnan, A. V. (2014). Killing hope with good intentions: The effects of consolation prizes on preference for lottery promotions. Journal of Marketing Research, 51(2), 198–204.
    Paper not yet in RePEc: Add citation now
  109. Yang, B., & Mattila, A. S. (2020). How rational thinking style affects sales promotion effectiveness. International Journal of Hospitality Management, 84, 1–8.
    Paper not yet in RePEc: Add citation now
  110. Yin, Y., & Huang, Z. (2022). Social-jetlagged consumers and decreased conspicuous consumption. Journal of Consumer Research, 49(4), 616–633.

  111. Zhang, Y., & Epley, N. (2012). Exaggerated, mispredicted, and misplaced: When “it’s the thought that counts” in gift exchanges. Journal of Experimental Psychology, 141(4), 667–681.
    Paper not yet in RePEc: Add citation now

Cocites

Documents in RePEc which have cited the same bibliography

  1. The Influence of the Perceived Hedonic vs. Utilitarian Product Type on Consumers’ Brand Engagement on Social TV. (2025). Panniello, Umberto ; Gorgoglione, Michele ; Sen, Sahana.
    In: Journal of Business Research.
    RePEc:eee:jbrese:v:196:y:2025:i:c:s0148296325000803.

    Full description at Econpapers || Download paper

  2. Are you looking for something specific or just looking around? Adaptive selling on the basis of customer shopping goals in retail sales. (2024). McFarland, Richard G ; Kim, Yenee.
    In: Journal of the Academy of Marketing Science.
    RePEc:spr:joamsc:v:52:y:2024:i:6:d:10.1007_s11747-024-01015-y.

    Full description at Econpapers || Download paper

  3. Stick to my guns: The impact of crowding on consumers’ responsiveness to sale promotions. (2024). Fan, Linying ; Jiang, Yuwei ; Chu, Xing-Yu ; Huang, Zhongqiang.
    In: Journal of the Academy of Marketing Science.
    RePEc:spr:joamsc:v:52:y:2024:i:3:d:10.1007_s11747-023-00966-y.

    Full description at Econpapers || Download paper

  4. Feeling the values: How pride and awe differentially enhance consumers’ sustainable behavioral intentions. (2024). Keh, Hean Tat ; Yan, LI ; Murray, Kyle B.
    In: Journal of the Academy of Marketing Science.
    RePEc:spr:joamsc:v:52:y:2024:i:1:d:10.1007_s11747-023-00928-4.

    Full description at Econpapers || Download paper

  5. Contextual Targeting in mHealth Apps: Harnessing Weather Information and Message Framing to Increase Physical Activity. (2024). Lee, Byungtae ; Lim, Sanghee ; Chan, Jason ; Kyung, Nakyung.
    In: Information Systems Research.
    RePEc:inm:orisre:v:35:y:2024:i:3:p:1034-1051.

    Full description at Econpapers || Download paper

  6. Research on the Effectiveness of Virtual Endorsers: A Study Based on the Match-Up Hypothesis and Source Credibility Model. (2024). Fang, Hualong ; Kong, Haiyan.
    In: Sustainability.
    RePEc:gam:jsusta:v:16:y:2024:i:5:p:1761-:d:1342935.

    Full description at Econpapers || Download paper

  7. “It doesnt bother me that much”: The congruence effect of product types and ad appeals on the effectiveness of sponsored ads on Instagram. (2024). Yoon, Doyle ; Hi, Yoon ; Seo, Jinhee.
    In: Journal of Business Research.
    RePEc:eee:jbrese:v:185:y:2024:i:c:s0148296324004144.

    Full description at Econpapers || Download paper

  8. Media multitasking, advertising appeal, and gender effects. (2023). Garaus, Marion ; Wolfsteiner, Elisabeth.
    In: Review of Managerial Science.
    RePEc:spr:rvmgts:v:17:y:2023:i:2:d:10.1007_s11846-022-00535-7.

    Full description at Econpapers || Download paper

  9. A Meta-Analysis of Online Impulsive Buying and the Moderating Effect of Economic Development Level. (2022). Li, Yixuan ; Zhao, Yang ; Luo, Xin ; Zhou, Ruoxin ; Wang, Ning.
    In: Information Systems Frontiers.
    RePEc:spr:infosf:v:24:y:2022:i:5:d:10.1007_s10796-021-10170-4.

    Full description at Econpapers || Download paper

  10. The effect of gender stereotypes on artificial intelligence recommendations. (2022). Sung, Yong Jun ; Ahn, Jungyong ; Kim, Jungwon.
    In: Journal of Business Research.
    RePEc:eee:jbrese:v:141:y:2022:i:c:p:50-59.

    Full description at Econpapers || Download paper

  11. The impact of the COVID-19 pandemic on tourists€™ air travel intentions: The role of perceived health risk and trust in the airline. (2022). Hudkov, Melnia ; Garaus, Marion.
    In: Journal of Air Transport Management.
    RePEc:eee:jaitra:v:103:y:2022:i:c:s0969699722000692.

    Full description at Econpapers || Download paper

  12. Consumer resource integration in the subsistence marketplace: A comparative study of urban and rural consumers. (2021). Fry, Tim ; Jayawickramarathna, Wasana ; Mulye, Rajendra ; Rahman, Kaleel.
    In: Journal of Consumer Affairs.
    RePEc:bla:jconsa:v:55:y:2021:i:2:p:715-733.

    Full description at Econpapers || Download paper

  13. Discovering the Role of Emotional and Rational Appeals and Hidden Heterogeneity of Consumers in Advertising Copies for Sustainable Marketing. (2020). Lee, Kun Chang ; Jeon, Hyeon Gyu ; Kim, Cheong.
    In: Sustainability.
    RePEc:gam:jsusta:v:12:y:2020:i:12:p:5189-:d:376178.

    Full description at Econpapers || Download paper

  14. Role of consumption values in the luxury brand experience: Moderating effects of category and the generation gap. (2020). Han, Sang-Lin ; Kim, Kihyung.
    In: Journal of Retailing and Consumer Services.
    RePEc:eee:joreco:v:57:y:2020:i:c:s0969698920312571.

    Full description at Econpapers || Download paper

  15. The congruence effect between product emotional appeal and country-based emotion: The moderating role of country-of-origin. (2020). Chiew, Tung Moi ; Thai, Nguyen T ; Septianto, Felix.
    In: Journal of Retailing and Consumer Services.
    RePEc:eee:joreco:v:52:y:2020:i:c:s0969698919300827.

    Full description at Econpapers || Download paper

  16. How does brand loyalty interact with tourism destination? Exploring the effect of brand loyalty on place attachment. (2020). Liu, Yeyi ; Wei, Xingjie ; Hultman, Magnus ; Eisingerich, Andreas B.
    In: Annals of Tourism Research.
    RePEc:eee:anture:v:81:y:2020:i:c:s0160738320300232.

    Full description at Econpapers || Download paper

  17. THE INTERACTION OF INTUITION AND RATIONALITY DURING ESCALATED NPD DECISIONS: AN INVESTIGATION OF DECISION-MAKERS’ AFFECTIVE STATES. (2019). Joachim, Verena ; Roeth, Tobias ; Spieth, Patrick.
    In: International Journal of Innovation Management (ijim).
    RePEc:wsi:ijimxx:v:24:y:2019:i:04:n:s1363919620500334.

    Full description at Econpapers || Download paper

  18. How valence, volume and variance of online reviews influence brand attitudes. (2019). Houston, Michael J ; Schlegelmilch, Bodo ; Zablocki, Agnieszka.
    In: AMS Review.
    RePEc:spr:amsrev:v:9:y:2019:i:1:d:10.1007_s13162-018-0123-1.

    Full description at Econpapers || Download paper

  19. When Seeing Helps Believing: The Interactive Effects of Previews and Reviews on E-Book Purchases. (2019). Oh, Wonseok ; Moon, Jaeyun ; Yim, Dobin ; Cho, Daegon ; Choi, Angela Aerry.
    In: Information Systems Research.
    RePEc:inm:orisre:v:30:y:2019:i:4:p:1164-1183.

    Full description at Econpapers || Download paper

  20. Emotions Within Online Reviews and their Influence on Product Attitudes in Austria, USA and Thailand. (2019). Houston, Michael J ; Makri, Katerina ; Zablocki, Agnieszka.
    In: Journal of Interactive Marketing.
    RePEc:eee:joinma:v:46:y:2019:i:c:p:20-39.

    Full description at Econpapers || Download paper

  21. Mood, firm behavior, and aggregate economic outcomes. (2019). Kim, Dasol ; Chhaochharia, Vidhi ; Korniotis, George M ; Kumar, Alok.
    In: Journal of Financial Economics.
    RePEc:eee:jfinec:v:132:y:2019:i:2:p:427-450.

    Full description at Econpapers || Download paper

  22. Is this smile for real? The role of affect and thinking style in customer perceptions of frontline employee emotion authenticity. (2019). Paul, Michael ; Lechner, Andreas T.
    In: Journal of Business Research.
    RePEc:eee:jbrese:v:94:y:2019:i:c:p:195-208.

    Full description at Econpapers || Download paper

  23. How many, how often, and how new? A multivariate profiling of mobile app users. (2017). Li, Yang ; Zhao, Shaoqiong ; Liu, Feng.
    In: Journal of Retailing and Consumer Services.
    RePEc:eee:joreco:v:38:y:2017:i:c:p:71-80.

    Full description at Econpapers || Download paper

  24. Positive affectivity as a predictor of consumers’ propensity to be brand loyal. (2016). Pulligadda, Sanjay ; Cronley, Maria L ; Kardes, Frank R.
    In: Journal of Brand Management.
    RePEc:pal:jobman:v:23:y:2016:i:2:d:10.1057_bm.2015.43.

    Full description at Econpapers || Download paper

  25. Role of gratitude and obligation in long term customer relationships. (2016). Mathur, Sameer ; Dewani, Prem Prakash ; Sinha, Piyush Kumar.
    In: Journal of Retailing and Consumer Services.
    RePEc:eee:joreco:v:31:y:2016:i:c:p:143-156.

    Full description at Econpapers || Download paper

  26. Paradoxical Relationship between the Amount of Negative eWOM Messages and Positive Consumer Attitude. (2013). Kikumori, Mai ; Ono, Akinori .
    In: Keio/Kyoto Joint Global COE Discussion Paper Series.
    RePEc:kei:dpaper:2012-035.

    Full description at Econpapers || Download paper

  27. The influence of negative marketplace information on consumer attitudes toward a service establishment. (2013). Smith, Ronn J ; Spangenberg, Eric R ; Sprott, David E ; Knuff, David C.
    In: Journal of Retailing and Consumer Services.
    RePEc:eee:joreco:v:20:y:2013:i:3:p:358-364.

    Full description at Econpapers || Download paper

  28. The influence of ad-evoked feelings on brand evaluations: Empirical generalizations from consumer responses to more than 1000 TV commercials. (2013). Geuens, Maggie ; de Pelsmacker, Patrick ; Pham, Michel Tuan.
    In: International Journal of Research in Marketing.
    RePEc:eee:ijrema:v:30:y:2013:i:4:p:383-394.

    Full description at Econpapers || Download paper

  29. When hedonic products help regulate my mood. (2012). de Maya, Salvador Ruiz ; Lopez, Ines Lopez .
    In: Marketing Letters.
    RePEc:kap:mktlet:v:23:y:2012:i:3:p:701-717.

    Full description at Econpapers || Download paper

  30. Emotional expressions in online user reviews: How they influence consumers product evaluations. (2012). Gupta, Pranjal ; Kim, Jun Yong.
    In: Journal of Business Research.
    RePEc:eee:jbrese:v:65:y:2012:i:7:p:985-992.

    Full description at Econpapers || Download paper

  31. The effects of advertisement picture likeability on information search and brand choice. (2011). Obermiller, Carl ; Sawyer, Alan.
    In: Marketing Letters.
    RePEc:kap:mktlet:v:22:y:2011:i:2:p:101-113.

    Full description at Econpapers || Download paper

  32. Emotional advertising: Revisiting the role of product category. (2011). Geuens, Maggie ; Faseur, Tine ; de Pelsmacker, Patrick.
    In: Journal of Business Research.
    RePEc:eee:jbrese:v:64:y:2011:i:4:p:418-426.

    Full description at Econpapers || Download paper

  33. Emotional advertising: Revisiting the Role of Product Category. (2010). Geuens, Maggie ; FASEUR, T. ; DE PELSMACKER, P..
    In: Working Papers of Faculty of Economics and Business Administration, Ghent University, Belgium.
    RePEc:rug:rugwps:10/646.

    Full description at Econpapers || Download paper

  34. Customer Experience Management in Retailing: Understanding the Buying Process. (2009). Goodstein, Ronald C ; Price, Robert ; Raghubir, Priya ; Puccinelli, Nancy M ; Grewal, Dhruv ; Stewart, David.
    In: Journal of Retailing.
    RePEc:eee:jouret:v:85:y:2009:i:1:p:15-30.

    Full description at Econpapers || Download paper

  35. Should I stay or should I go? Mood congruity, self-monitoring and retail context preference. (2007). Deshpande, Rohit ; Puccinelli, Nancy M. ; Isen, Alice M..
    In: Journal of Business Research.
    RePEc:eee:jbrese:v:60:y:2007:i:6:p:640-648.

    Full description at Econpapers || Download paper

  36. Capitalizing TM : optimization of the strategic and tactical choices that characterizes the launch of a key product - Gillettes M3Power case. (2006). de Ponthaud, Damien ; Jourdan, Philippe.
    In: Post-Print.
    RePEc:hal:journl:hal-01134349.

    Full description at Econpapers || Download paper

  37. Neural correlates of the affect heuristic during brand choice. (2005). Plassmann, Hilke ; Kenning, Peter ; Schwindt, Wolfram ; Deppe, Michael ; Kugel, Harald.
    In: Experimental.
    RePEc:wpa:wuwpex:0509004.

    Full description at Econpapers || Download paper

  38. Leaving pleasure : Positive emotions and goal-directed behavior. (2005). Louro, M. J. S., .
    In: Other publications TiSEM.
    RePEc:tiu:tiutis:a8907dd8-8fb1-45c9-b72d-aa8d2d9f639e.

    Full description at Econpapers || Download paper

  39. Relationship marketing and consumer switching behavior. (2005). Li, Yu-Chuan ; Hsieh, Yi-Ching ; Lee, Monle ; Chiu, Hung-Chang.
    In: Journal of Business Research.
    RePEc:eee:jbrese:v:58:y:2005:i:12:p:1681-1689.

    Full description at Econpapers || Download paper

Coauthors

Authors registered in RePEc who have wrote about the same topic

Report date: 2025-09-29 00:42:18 || Missing content? Let us know

CitEc is a RePEc service, providing citation data for Economics since 2001. Last updated August, 3 2024. Contact: Jose Manuel Barrueco.