Research Output

Filter
Article
2020

Can Bad Be Good? The Attraction of a Darker Self

Krause, R. J. & Rucker, D. D., May 1 2020, In : Psychological Science. 31, 5, p. 518-530 13 p.

Research output: Contribution to journalArticle

Choosing persuasion targets: How expectations of qualitative change increase advocacy intentions

Bechler, C. J., Tormala, Z. L. & Rucker, D. D., Jan 2020, In : Journal of Experimental Social Psychology. 86, 103911.

Research output: Contribution to journalArticle

Individual Differences in Attitude Consistency Over Time: The Personal Attitude Stability Scale

Xu, M., Briñol, P., Gretton, J. D., Tormala, Z. L., Rucker, D. D. & Petty, R. E., Jan 1 2020, (Accepted/In press) In : Personality and Social Psychology Bulletin.

Research output: Contribution to journalArticle

Inefficiencies in Digital Advertising Markets

Gordon, B. R., Jerath, K., Katona, Z., Narayanan, S., Shin, J. & Wilbur, K. C., Jan 1 2020, (Accepted/In press) In : Journal of marketing.

Research output: Contribution to journalArticle

Priming skepticism: Unintended consequences of one-sided persuasion knowledge access

Isaac, M. S. & Grayson, K., Mar 1 2020, In : Psychology and Marketing. 37, 3, p. 466-478 13 p.

Research output: Contribution to journalArticle

Strategic Storytelling: When Narratives Help Versus Hurt the Persuasive Power of Facts

Krause, R. J. & Rucker, D. D., Feb 1 2020, In : Personality and Social Psychology Bulletin. 46, 2, p. 216-227 12 p.

Research output: Contribution to journalArticle

4 Scopus citations

The experimental evaluation of brand strength and brand value

He, J. & Calder, B. J., Jul 2020, In : Journal of Business Research. 115, p. 194-202 9 p.

Research output: Contribution to journalArticle

The first-member heuristic: Group members labeled "first" influence judgment and treatment of groups

Steinmetz, J., Touré-Tillery, M. & Fishbach, A., Apr 2020, In : Journal of personality and social psychology. 118, 4, p. 706-719 14 p.

Research output: Contribution to journalArticle

2019

Abandon Statistical Significance

McShane, B. B., Gal, D., Gelman, A., Robert, C. & Tackett, J. L., Mar 29 2019, In : American Statistician. 73, sup1, p. 235-245 11 p.

Research output: Contribution to journalArticle

Open Access
71 Scopus citations

A comparison of approaches to advertising measurement: Evidence from big field experiments at facebook

Gordon, B. R., Zettelmeyer, F., Bhargava, N. & Chapsky, D., Mar 1 2019, In : Marketing Science. 38, 2, p. 193-205 13 p.

Research output: Contribution to journalArticle

12 Scopus citations

Advertising and demand for addictive goods: The effects of e-cigarette advertising

Tuchman, A. E., Jan 1 2019, In : Marketing Science. 38, 6, p. 994-1022 29 p.

Research output: Contribution to journalArticle

Assessing item-feature effects with item response tree models

Böckenholt, U., Nov 1 2019, In : British Journal of Mathematical and Statistical Psychology. 72, 3, p. 486-500 15 p.

Research output: Contribution to journalArticle

1 Scopus citations

B2B content marketing for professional services: In-person versus digital contacts

Wang, W. L., Malthouse, E. C., Calder, B. & Uzunoglu, E., Aug 2019, In : Industrial Marketing Management. 81, p. 160-168 9 p.

Research output: Contribution to journalArticle

8 Scopus citations

Body camera footage leads to lower judgments of intent than dash camera footage

Turner, B. L., Caruso, E. M., Dilich, M. A. & Roese, N. J., Jan 22 2019, In : Proceedings of the National Academy of Sciences of the United States of America. 116, 4, p. 1201-1206 6 p.

Research output: Contribution to journalArticle

Open Access
4 Scopus citations

Contextual Responses to Affirmative and/or Reversed-Worded Items

Böckenholt, U., Dec 1 2019, In : Psychometrika. 84, 4, p. 986-999 14 p.

Research output: Contribution to journalArticle

Crush on you: Romantic crushes increase consumers’ preferences for strong sensory stimuli

Huang, X., Dong, P. & Zhang, M., Jun 1 2019, In : Journal of Consumer Research. 46, 1, p. 53-68 16 p.

Research output: Contribution to journalArticle

1 Scopus citations

Cueing Morality: The Effect of High-Pitched Music on Healthy Choice

Dong, P., Huang, X. I. & Labroo, A. A., Jan 1 2019, (Accepted/In press) In : Journal of marketing.

Research output: Contribution to journalArticle

2 Scopus citations

Founder passion, neural engagement and informal investor interest in startup pitches: An fMRI study

Shane, S., Drover, W., Clingingsmith, D. & Cerf, M., Jan 1 2019, (Accepted/In press) In : Journal of Business Venturing. 105949.

Research output: Contribution to journalArticle

Having control over and above situations: The influence of elevated viewpoints on risk taking

Jami, A., Apr 2019, In : Journal of Marketing Research. 56, 2, p. 230-244 15 p.

Research output: Contribution to journalArticle

Identifying customer needs from user-generated content

Timoshenko, A. & Hauser, J. R., Jan 1 2019, In : Marketing Science. 38, 1, p. 1-20 20 p.

Research output: Contribution to journalArticle

21 Scopus citations

Large-Scale Replication Projects in Contemporary Psychological Research

McShane, B. B., Tackett, J. L., Böckenholt, U. & Gelman, A., Mar 29 2019, In : American Statistician. 73, sup1, p. 99-105 7 p.

Research output: Contribution to journalArticle

Open Access
12 Scopus citations

Leveraging Means-Goal Associations to Boost Children’s Water Consumption: Persuasion in a Four-School, Three-Month Field Experiment

Huang, S-C., Kupor, D. M., Maimaran, M. & Weihrauch, A., 2019, In : Journal of Association of Consumer Research. 4, 1, p. 77-86 10 p.

Research output: Contribution to journalArticle

Perceiving attitude change: How qualitative shifts augment change perception

Bechler, C. J., Tormala, Z. L. & Rucker, D., May 1 2019, In : Journal of Experimental Social Psychology. 82, p. 160-175 16 p.

Research output: Contribution to journalArticle

1 Scopus citations

Perspective Taking and Self-Persuasion: Why “Putting Yourself in Their Shoes” Reduces Openness to Attitude Change

Catapano, R., Tormala, Z. L. & Rucker, D. D., Mar 1 2019, In : Psychological Science. 30, 3, p. 424-435 12 p.

Research output: Contribution to journalArticle

5 Scopus citations

Polar Similars: Using Massive Mobile Dating Data to Predict Synchronization and Similarity in Dating Preferences

Levy, J., Markell, D. & Cerf, M., Sep 6 2019, In : Frontiers in Psychology. 10, 2010.

Research output: Contribution to journalArticle

Open Access
3 Scopus citations

Preferences for physical activity: a conjoint analysis involving people with chronic knee pain

Pinto, D., Bockenholt, U., Lee, J., Chang, R. W., Sharma, L., Finn, D. J., Heinemann, A. W., Holl, J. L. & Hansen, P., Feb 2019, In : Osteoarthritis and Cartilage. 27, 2, p. 240-247 8 p.

Research output: Contribution to journalArticle

1 Scopus citations

Process control for monitoring customer engagement

Malthouse, E. C., Wang, W. L., Calder, B. & Collinger, T., Jun 1 2019, In : Journal of Marketing Analytics. 7, 2, p. 54-63 10 p.

Research output: Contribution to journalArticle

Public service innovation: a typology

Chen, J., Walker, R. M. & Sawhney, M., Jan 1 2019, (Accepted/In press) In : Public Management Review.

Research output: Contribution to journalArticle

1 Scopus citations

Romantic Crushes Promote Variety-Seeking Behavior

Huang, X. I. & Dong, P., Apr 1 2019, In : Journal of Consumer Psychology. 29, 2, p. 226-242 17 p.

Research output: Contribution to journalArticle

2 Scopus citations

Shaping consumer preference using alignable attributes: The roles of regulatory orientation and construal level

Sun, J., Keh, H. T. & Lee, A. Y., Mar 2019, In : International Journal of Research in Marketing. 36, 1, p. 151-168 18 p.

Research output: Contribution to journalArticle

3 Scopus citations

The Dark Side of Luxury: Social Costs of Luxury Consumption

Cannon, C. & Rucker, D. D., May 1 2019, In : Personality and Social Psychology Bulletin. 45, 5, p. 767-779 13 p.

Research output: Contribution to journalArticle

4 Scopus citations
1 Scopus citations

The promise of targeted innovation

Corstjens, M., Carpenter, G. S. & Hasan, T. M., Dec 2019, In : MIT Sloan Management Review. 60, 2, p. 39-44 6 p.

Research output: Contribution to journalArticle

1 Scopus citations

The Unique Role of Anger among Negative Emotions in Goal-Directed Decision Making

Khan, U., DePaoli, A. & Maimaran, M., 2019, In : Journal of Association of Consumer Research. 4, 1, p. 65-76 12 p.

Research output: Contribution to journalArticle

Using weak supervision to scale the development of machine-learning models for social media-based marketing research

Cutler, J. & Culotta, A., Jan 1 2019, In : Applied Marketing Analytics. 5, 2, p. 159-169 11 p.

Research output: Contribution to journalArticle

Variety-Seeking and Perceived Expertise

Sela, A., Hadar, L., Morgan, S. & Maimaran, M., Oct 1 2019, In : Journal of Consumer Psychology. 29, 4, p. 671-679 9 p.

Research output: Contribution to journalArticle

1 Scopus citations
2018

An empirical study of national vs. Local pricing by chain stores under competition

Li, Y., Gordon, B. R. & Netzer, O., Sep 1 2018, In : Marketing Science. 37, 5, p. 812-837 26 p.

Research output: Contribution to journalArticle

1 Scopus citations

Breathing above the brain stem: Volitional control and attentional modulation in humans

Herrero, J. L., Khuvis, S., Yeagle, E., Cerf, M. & Mehta, A. D., Jan 2018, In : Journal of neurophysiology. 119, 1, p. 145-159 15 p.

Research output: Contribution to journalArticle

33 Scopus citations

Change it Up: Inactivity and Repetitive Activity Reduce Creative Thinking

Main, K. J., Aghakhani, H., Labroo, A. & Greidanus, N. S., Jan 1 2018, (Accepted/In press) In : Journal of Creative Behavior.

Research output: Contribution to journalArticle

Everything we do, you do: The licensing effect of prosocial marketing messages on consumer behavior

Kouchaki, M. & Jami, A., Jan 2018, In : Management Science. 64, 1, p. 102-111 10 p.

Research output: Contribution to journalArticle

3 Scopus citations

Feeling disconnected from others: The effects of ambient darkness on hedonic choice

Huang, X. I., Dong, P. & Labroo, A. A., Mar 2018, In : International Journal of Research in Marketing. 35, 1, p. 144-153 10 p.

Research output: Contribution to journalArticle

3 Scopus citations

Influence of country and company characteristics on international business decisions: A review, conceptual model, and propositions

Kotler, P., Manrai, L. A., Lascu, D. N. & Manrai, A. K., Jan 1 2018, (Accepted/In press) In : International Business Review.

Research output: Contribution to journalArticle

2 Scopus citations
6 Scopus citations

Multilevel Multivariate Meta-analysis with Application to Choice Overload

McShane, B. B. & Böckenholt, U., Mar 1 2018, In : Psychometrika. 83, 1, p. 255-271 17 p.

Research output: Contribution to journalArticle

5 Scopus citations

New-technology startups seeking pilot customers: Crafting a pair of value propositions

Wouters, M., Anderson, J. C. & Kirchberger, M., Aug 1 2018, In : California Management Review. 60, 4, p. 101-124 24 p.

Research output: Contribution to journalArticle

2 Scopus citations

No self to spare: How the cognitive structure of the self influences moral behavior

Touré-Tillery, M. & Light, A. E., Jul 2018, In : Organizational Behavior and Human Decision Processes. 147, p. 48-64 17 p.

Research output: Contribution to journalArticle

5 Scopus citations

Persuasion, Emotion, and Language: The Intent to Persuade Transforms Language via Emotionality

Rocklage, M. D., Rucker, D. D. & Nordgren, L. F., May 1 2018, In : Psychological Science. 29, 5, p. 749-760 12 p.

Research output: Contribution to journalArticle

9 Scopus citations
3 Scopus citations

REGIONAL DEVELOPMENT and GREENHOUSE GAS EMISSIONS: The CASE of the AMAZON REGION

Imori, D., Guilhoto, J. J. M. & Waisman, C., Mar 1 2018, In : Singapore Economic Review. 63, 2, p. 483-512 30 p.

Research output: Contribution to journalArticle

1 Scopus citations