Ph.D. Seminar in Consumer BehaviorFALL 2012

Professor Andrew GershoffOffice GSB 7.216Class Time/Location Friday 1:30 – 4:30 p.m. / CBA 7.204 (7th Floor Conference Room)Office Hours Tuesdays from 1:30 – 2:30 or just email me for an appointmentPhone 512-739-2811E-Mail Andrew.Gershoff@mccombs.utexas.edu

Course Objectives

This seminar is designed to familiarize students with the major research areas in consumer behavior. It is designed primarily for doctoral students in marketing, but is open to doctoral students in related disciplines (e.g., advertising, psychology, organizational behavior). The overall goal of the seminar is to help students acquire knowledge about key theories and methods in consumer behavior – which can be used to develop their own programs of research.

By the end of this seminar, you should:

1. Acquire a broad foundation of knowledge in different areas of consumer behavior (breadth). 2. Develop an original research project in an area of consumer behavior of interest (depth).3. Learn how to write and present consumer research (practical).

Course Structure

This course follows a seminar format, with the learning objectives reached primarily through class discussion, lecture, one-on-one coaching, and development and presentation of a research project.

Class meetings will be Friday afternoons from 1:30 to 4:30 in the marketing department conference room (CBA 7.204). By noon on the Wednesday prior of each class session students will read four articles or chapters on a single topic and post at least one discussion question about each.

Pre-selected students will have the responsibility of leading part of the discussion during our class meetings. These students will present one of the papers and use the discussion questions from others as a basis for the discussion.

During the semester, each student will also develop an in-depth research paper on a topic of interest. Students are encouraged to meet individually with the professor to discuss their research ideas and progress. Students will present their research paper during the final class session on December 7. The final written research paper is due on December 14.

Course Materials

All course readings are available through a shared DROPBOX folder. Email Professor Gershoff (Andrew.gershoff@mccombs.utexas.edu) to gain access to this folder.

We will also use a discussion board on BLACKBOARD to share questions and notes regarding the course.

Course Grade

The final course grade in this seminar will be weighted as follows:Class Participation 50%Research Paper Presentation 10%Written Research Paper 40%

Class Participation (50%)

The breadth objective of the course will be achieved through discussion in the weekly class meetings. Each week we will discuss a different topic in consumer behavior, drawing from readings in marketing and consumer psychology. The readings have been selected to represent important theories and methods. For most of our sessions we will read one overview chapter on the topic selected from the Handbook of Consumer Psychology (2008). Then we will have three relatively recent articles that will allow us to consider current thinking in the area and integrate this work with prior literature.

As a participant in this class here are your obligations.

1. Always carefully read each of the assigned articles.

2. Always send excellent and insightful discussion questions.

By noon on Wednesday before class each student must post at least one discussion question for each of the assigned papers on the BLACKBOARD discussion board.

3. Always participate in the discussion and support the discussion leader.

4. Often lead a discussion.

Prior to each class session students will be assigned to be ‘Paper Leaders,’ one leader for each paper. Appendix 1 has some notes on leading a discussion. In general, as a Paper Leader your job is to

a. Create a two page (maximum) summary of the article you have read.

This summary should highlight the key findings of the paper, so

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that someone reading it could find the answer to the question, “what are the key contributions to this article.” For most articles it would be useful to offer a ‘box and arrows’ diagram that offers a visual picture of the major hypotheses and findings.

b. Collect the questions from others from BLACKBOARD and make copies to distribute during class.

c. During class, make a brief presentation that gives a synopsis of key points of the paper. Be sure to comment on key findings and contributions. Think of this as the presentation version of part a.

d. Run the discussion of your assigned article using others’ submitted discussion questions as a guide.

i. You don’t have to answer every question, but you could summarize the key categories of issues that others came up with and use each as a discussion point.

ii. Draw some connections between this work and other work we have read, or that you are familiar with.

iii. Finish with a discussion of where this area of research could go next. How would you extend these ideas or add to research in this area?

Class participation will be measured by the quality of the discussion questions submitted in advance of each class, and the quality of your discussion leadership, and the quality of your participation during class.

Research Paper Presentation (10%)

Students will present their research paper at the end of the semester for feedback from the professor and fellow students. Guidelines for writing (see Appendix 2) and presenting (see Appendix 3) the research project are given in the appendix.

Written Research Paper (40%)

The final written research paper, incorporating feedback from the presentation, is due approximately 10 days after the presentation. Guidelines for writing the research project are given in the appendix (see Appendix 2).

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SESSION 1 (August 31) OVERVIEW OF CONSUMER BEHAVIOR

Schumann, Haugtvedt, and Davidson (2008), “History of Consumer Psychology” in Handbook of Consumer Psychology, 3-28.

Johar, Gita, et al (2006), “MAPping the Frontiers: Theoretical Advances in Consumer Research on Memory, Affect, and Persuasion,” Journal of Consumer Research, 33 (June), 139-149.

Bazerman, M. (2001), “Consumer Research for Consumers,” Journal of Consumer Research, 27 (March), 499-504.

Deighton, J. (2007),” The Territory of Consumer Research: Walking The Fences,” Journal of Consumer Research, forthcoming.

MacInnis, Deborah, and Valerie Folkes (2010), “The Disciplinary Status of Consumer Behavior: A Sociology of Science Perspective on Key Controversies,” Journal of Consumer Research, 36 (6), 139-149.

SESSION 2 (September 7) MOTIVATION

Baumgartner, Hans and Rik Pieters (2008), "Goal Directed Consumer Behavior," in Handbook of Consumer Behavior, 367-392.

Lee, Angela, Punam Keller, and Brian Sternthal (2010), “Value from Regulatory Construal Fit: The Persuasive Impact of Fit between Consumer Goals and Message Concreteness,” Journal of Consumer Research, 36 (February), 735-747.

Patrick, Vanessa M. and Henrik Hagtvedt (2012) “I Don’t” versus “I Can’t”: When Empowered Refusal Motivates Goal-Directed Behavior,” Journal of Consumer Research, Vol. 39, No. 2 (August), 371-381.

Troye, Sigurd Villads and Supphellen, Magne (2011), “Consumer Participation in Coproduction: “I Made It Myself” Effects on Consumers' Sensory Perceptions and Evaluations of Outcome and Input Product,” Journal of Marketing, 12, 1 – 14.

SESSION 3 (September 14) PERCEPTION AND ATTENTION

Peck and Childers (2008), Effects of Sensory Factors on Consumer Behavior: If it Tastes, Smells, Sounds, and Feels Like a Duck, Then It Must Be…” in Handbook of Consumer Psychology, 193-220.

Angela Y. Lee and Aparna A. Lebroo (2004), “The Effect of Conceptual and Perceptual Fluency on Brand Evaluation,” Journal of Marketing Research, 41 (May), 151-165

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Chandon, Pierre, and Nailya Ordabayeva (2009), “Supersize in One Dimension, Downside in Three Dimensions: Effects of Spatial Dimensionality on Size Perceptions and Preferences,” Journal of Marketing Research, December, 739-753.

Pieters, R. and and M. Wedel (2007), “Goal Control of Attention to Advertising: The Yarbus Implication,” Journal of Consumer Research, 34 (August), 224-233.

SESSION 4 (September 21) INFORMATION SEARCH

Bloch, Peter H., Daniel L. Sherrell and Nancy M. Ridgway (1986) "Consumer Search: An Extended Framework,” Journal of Consumer Research, 13 (June) 119-126.

Lynch, J.G., and D. Ariely (2000), “Wine Online: Search Costs Affect Competition on Price, Quality, and Distribution, Marketing Science, 19 (Winter), 83-103.

Dellaert, Benedict and Gerarld Haubl (2011), “Searching in Choice Mode: Consumer Decision Processes in Product Search with Recommendations, Journal of Marketing Research.

Diehl, Kristin and Gal Zauberman (2005), “Searching Ordered Sets: Evaluations from Sequences under Search,” Journal of Consumer Research, 31 (March) 824-832.

SESSION 5 (September 28) MEMORY

Mantonakis, Antonia, Bruce W. A. Whittlesea, and Carolyn Yoon (2008) "Consumer Memory, Fluency, and Familiarity" in Handbook of Consumer Psychology.

Skurnik, I. et al. (2005),” How Warnings About False Claims Become Recommendations,” Journal of Consumer Research, 31 (March), 713-724.

Ahluwalia, Rohini and Zeynep Gurhan Canli (2000), “The Effects of Extensions on the Family Brand Name: An Accessibility-Diagnosticity Perspective,” Journal of Consumer Research, 27 (December), 371-381.

Lee, A. (2002), “Effects of Implicit Memory on Memory-Based Versus Stimulus-Based Choice,” Journal of Marketing Research, 39 (November), 440-454.

SESSION 6 (October 12) LEARNING AND KNOWLEDGE

Hutchinson, J. Wesley and Eric M. Eisenstein (2008), "Consumer Learning and Expertise" in Handbook of Consumer Psychology, 103-132.

Moreau, C.P., D. Lehmann, and A. Markman (2001), “Entrenched Knowledge Structures and Consumer Response to New Products,” Journal of Marketing Research, (February), 14-29.

Gershoff, Andrew and Gita Johar (2006), "Do You Know Me? Consumer Calibration of Friends Knowledge" Journal of Consumer Research,

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Wood, S. and J. Lynch (2002), “Prior Knowledge and Complacency in New Product Learning,” Journal of Consumer Research, 29 (December), 416-426.

SESSION 7 (October 19) CATEGORIZATION

Loken, Barbara, Lawrence W. Barsalou, and Christopher Joiner (2008) "Categorization Theory and Research in Consumer Psychology," in Handbook of Consumer Psychology, 133-164.

Mogilner, Cassie, Tamar Rudnick, and Sheena S. Iyengar (2008), “The Mere Categorization Effect: How the Presence of Categories Increases Choosers’ Perceptions of Assortment Variety and Outcome Satisfaction,” Journal of Consumer Research, 35, (August) 202-215.

Brough, Aaron R. and Alexander Chernev (2011), "When opposites Detract: Categorical Reasoning and Subtractive Valuations of Product Combinations," Journal of Consumer Research, electronically published, Dec 2011.

Poynor, Cait and Stacy Wood (2010), “Smart Subcategories: How Assortment Formats Influence Consumer Learning and Satisfaction,” Journal of Consumer Research, 37 (June), 159-175.

SESSION 8 (October 26) ATTITUDES AND PERSUASION

Haugtvedt Curtis P. and Jeff A. Kasmer (2008), “Attitude Change and Persuasion,” in Handbook of Consumer Psychology, 419 – 436.

Williams, Patti, Gavan J. Fitzsimons, and Lauren G. Block (2004), “When Consumers Do Not Recognize “Benign” Intention Questions as Persuasion Attempts,” Journal of Consumer Research, 31 (December), 540-550.

Chan, Elaine and Jaideep Sengupta (2009) “Insincere Flattery Actually Works: A Dual Attitudes Perspective,” Journal of Marketing Research.

Goode, Miranda R; Dahl, Darren W; Moreau, C. Page (2010), “The Effect of Experiential Analogies on Consumer Perceptions and Attitudes,” Journal of Marketing Research, 47 (April), 274-286.

SESSION 9 (November 2) JUDGEMENT AND DECISION MAKING I

Bettman, Luce, Payne (2008) “Consumer Decision Making: A Choice Goals Approach,” in Handbook of Consumer Psychology, 589-610.

Hutchinson, J. W, J. W. Alba, and E. Eisenstein (2010), “Heuristics and Biases in Data Based Decision Making: Effects of Experience, Training, and Graphical Data Displays,” Journal of Marketing Research, August, 627-642.

Johnson, E.J., Shu, S.B., Dellaert, B.G.C., Fox, C., Goldstein, D.G., Haeubl, G, Larrick, R.P., Payne, J.W., Peters, E., Schkade, D., Wansink, B. & Weber, E.U. (2012), “Beyond Nudges: Tools of a Choice Architecture,” Marketing Letters, 23(2), 487-504.

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Simonson, I. and A. Drolet (2004), “Anchoring Effects on Consumers’ Willingness to Pay, and Willingness to Accept, Journal of Consumer Research, December, 681-690.

SESSION 10 (November 9) JUDGEMENT AND DECISION MAKING II

Liu, Maggie Wenjing and Diliop Soman (2008), “Behavioral Pricing” in Handbook of Consumer Psychology, 659-681.

Okada (2001) "Trade-ins, Mental Accounting, and Product Replacement Decisions " Journal of Consumer Research, Vol. 27, No. 4 (March 2001), pp. 433-446

Abigail B. Sussman and Adam L. Alter (2012) "The Exception Is the Rule: Underestimating and Overspending on Exceptional Expenses" Journal of Consumer Research, electronically published april 19 2012.

Andrew D. Gershoff, Ran Kivetz, and Anat Keinan (2012) Consumer Response to Versioning: How Brands’ Production Methods Affect Perceptions of Unfairness

SESSION 11 (November 16) AFFECT AND EMOTION

Cohen, Joel B., Michel Tuan Pham, and Eduardo B. Andrade (2008), "The Nature and Role of Affect in Consumer Behavior" in Handbook of Consumer Psychology, 297-348.

Simona Botti, Kristina Orfali, and Sheena S. Iyengar, “Tragic Choices: Autonomy and Emotional Responses to Medical Decisions,” Journal of Consumer Research, 36 (October), 337-352.

Gershoff and Koehler (2011), "Safety First? The Role of Emotion in Safety Product Betrayal Aversion" Journal of Consumer Research, 38 (June), 140-150.

Liu, Wendy and Jennifer Aaker (2008), "The Happiness of Giving: The Time-Ask Effect," Journal of Consumer Research, 35 (October) 543-557.

SESSION 12 (November 30) SOCIAL INFERENCE AND INFLUENCE

Quester, Pascale and Alexander Steyer (2010), “Revisiting Individual Choices in Group Settings: The Long and Winding (Less Traveled) Road,” Journal of Consumer Research, 36 (6), 1050-1057.

Angelis, Matteo De; Bonezzi, Andrea; Peluso, Alessandro M; Rucker, Derek D; Costabile, Michele (2012), "On Braggarts and Gossips: A Self-Enhancement Account of Word-of-Mouth Generation and Transmission,” Journal of Marketing Research, 49(August), 551-563.

Gershoff, Andrew D. and Katherine A. Burson (2011), “Knowing Where They Stand: The Role of Inferred Distributions of Others in Misestimates of Relative Standing,” Journal of Consumer Research, 38 (October) 407-419.

Deborah A. Small and Uri Simonsohn (2008), "Friends of Victims: Personal Experience and Prosocial Behavior," Journal of Consumer Research 35 (3) 532-542.

SESSION 13 (December 7) STUDENT RESEARCH PRESENTATIONS

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Appendix 1

Guidelines for Discussion Leadership

The discussion leader will prepare a two page (single-spaced, double sided) summary of each article assigned for that session. The first page should show the boxes-and-arrows model tested in the article, with the hypotheses (H1, H2 etc) stated below the model. The second page should contain (in bulleted form), the main findings/contributions of the article. The discussion leader should make photocopies of these summaries, and distribute these summaries to other students at the beginning of class. The summaries will be a useful memory aid later, for quickly reviewing the main findings in that area of research. The summaries will be especially useful when you are preparing for your comprehensive exam.

Paper Leaders should prepare powerpoint slides as an aid to class discussion. These slides should be brought to class on a USB memory stick to be used on the professor’s laptop. First, the discussion leader should give a short summary of that article (< 2 minutes), in the form of a boxes-and-arrows model together with hypotheses. It is also important to point out during the discussion what are the research contributions of the article (theoretical and methodological). In other words, what was good about the article?

Next, choose a discussion question relevant (from any of the circulated questions), and invite responses from others in the class. Thereafter, the discussion leader will interact with others in the class to make sure that the discussion question has been answered properly. Think of ways to solve the problem identified in the question – either by proposing further analysis of data in the current article (give details), or conducting a new study (give details). It is especially important for the discussion leader to propose future research ideas. The discussion leader should spell out in detail at least one future research study that would make a contribution to the area.

For more insight, the discussion leader is welcome to consult other articles relevant to the topic, such as those listed in the additional readings section plus other articles in top-tier journals.

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Appendix 2

Guidelines for Research Paper

Your research paper may be based on any consumer behavior topic. By the third week of class you should meet with Professor Gershoff to discuss your topic. It is my hope that every paper in this class be eventually developed into a research project that can be submitted for publication.

Starting WorkStart by reading and thinking. Look to articles in the Journal of Consumer Research, Journal of Marketing Research, and Journal of Personality and Social Psychology. As three good sources to scour for work on your topic. Note that you can browse these journals and search keywords through the university of texas libraries website. You should also consider looking at business magazines (e.g., Business Week / Advertsing Age), and general interest magazines (e.g., New Yorker, Harpers) if you need real world examples to motivate your research.

Based on the above readings, you need to come up with research questions that you will answer in your project. In fact, you should come up with multiple research questions/answers (at least 2 research questions/answers). All students are required to make an appointment and meet with the professor within the first three weeks of class to discuss their research questions/answers. The professor will help clarify your thinking, and help you pick a research question/answer to focus on for the rest of the semester. Note that your research project in this seminar should fit into your broader streams of research, as outlined in your CV. We will discuss this issue further in class, in the context of developing your academic

First Meeting Students should come to this meeting prepared to discuss at least 2 research questions/answers that they have thought of. Ideally, you should be able to explain each of your research questions/answers to the professor in the following way: (i) Start with real life examples, (ii) Ask a question in simple language, (iii) Propose an answer to your question in simple language (your answer should be surprising in some way), (iv) Give an intuitive reason why you think your answer is likely to be true, (v) Formalize your answer in the form of research hypotheses (i.e., H1, H2..), (vi) identity a theory (or prior work) in consumer behavior or psychology that helps support your proposed hypotheses, (vii) summarize your hypotheses in the form of a “boxes-and-arrows” model (viii) describe a study you would conduct to test or provide evidence in favor of or against your hypotheses, (ix) briefly outline your proposed data analysis, and (x) point out the contributions of your research (theoretical, methodological, substantive). Don’t worry if you haven’t thought through everything – just prepare for the meeting as best as you can, and the professor will help you think through your ideas.

After the first meeting (and subsequent meetings as necessary), the student will select one research question/answer to focus on for the rest of the semester. Your objective is to develop this research idea into a final paper which is due at the end of the semester.

Final PaperThe final research paper should be approximately twenty pages, double-spaced (including references). This is the typical length of manuscripts submitted to the ACR annual conference. The

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paper should contain the following sections:

i. Introduction (suggested: 1-2 pages). This section should motivate the proposal by highlighting importance of the topic. Use real-life examples to start this section. After presenting your examples, state your question in simple language, and explain why this question is important. Then, state your proposed answer/s, and give intuitive reasons for your proposed answer. Note that “no one has studied this issue” should not be your main reason for undertaking the research. Minimize the use of jargon in the Introduction section. Point out the contributions (theoretical, methodological, substantive) of your paper. Note that the introduction should be a self-contained, broad summary of the paper as a whole.

ii. Theoretical development (suggested: 8-9 pages). The purpose of this section is to logically build up your hypotheses. The best way to write this section is to write your formal hypotheses first (i.e., H1, H2, etc). Then take each hypothesis in turn (e.g., H1), and logically justify why the hypothesis is likely to be true. In this logical justification, use a theory in consumer behavior/psychology to make your case. You should also summarize relevant past research, but only to the extent you need for your hypothesis at hand. Avoid simply listing prior research, and avoid providing examples of research that are only tangentially relevant. Get to the point and tell one story.

Use subheadings and overviews of coming points - try to have a logical flow. Summarize the main points you want the reader to get. End this section with your formal hypotheses (H1, H2 etc). Note that hypotheses are usually a new main effect, or a new moderating effect. Hypotheses can also relate to the mechanism underlying your moderating or main effects. Consider including a boxes-and-arrows model to summarize your hypotheses.

iii. Methodology (suggested: 5-6 pages)This section should describe subjects, design, procedure, manipulation of independent/moderating variables, measurement of dependent/mediating variables, and manipulation checks. You may also include pilot studies if necessary (e.g., to develop stimuli for your main studies).

iv. Analysis Plan (suggested: ½ page). This section should contain a statistical analysis plan, including manipulation checks.

v. Results (suggested: blank) Keep this section blank in your research proposal, since you will not have data by the end of this semester. After collecting data, you should write up the results using the following guidelines: (a) Present only results relevant to your hypotheses (b) Present your results by hypothesis (repeat hypothesis if necessary) or by major dependent variable, (c) Try to present results in some logical flow, (d) Use tables and figures, (e) If you have more than one study, briefly discuss the results of each study, followed by a transition to the next study (i.e., what is the purpose of the next study?).

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vi. General Discussion (suggested: 2-3 pages). This section should list theoretical, methodological, and practical contributions of your proposal. Use point-by-point form, i.e., First,..Second,…, Third,… etc. Theoretical contributions are usually (i) new independent variable/s, (ii) new moderating variable/s, and (iii) new mediating variable/s. Methodological contributions are usually (i) different manipulations of independent/moderating variables, (ii) new measures of dependent/mediating variables (including choice), (iii) testing in different product categories (iv) testing in different respondent populations, and (v) field versus lab studies. Practical contributions are usually (i) Guidelines for managers, (ii) Guidelines for consumers, and (iii) Guidelines for policy makers. As you do this you should include future research that you recommend related to each of these areas. Some researchers prefer a separate subheading called Future Research, although this is not necessary.

vii. References (suggested: 1 page). These references should be properly formatted as in the Journal of Consumer Research. The website http://ejcr.org/ has a section for authors that includes instructions for submitting an article and a style sheet. Refer to this to format your paper.

viii. Appendices (no limit)

This section should contain (a) questionnaire/s used to collect data, (b) stimuli (e.g., ads, instructions) presented to participants, and (c) instructions to the research assistant conducting the study.

ix. Abstract (suggested: 1 page)

The proposal should contain an upfront, one-page, double-spaced abstract, approximately 250 words.

The quality of your research paper will be measured by the completeness of each section, and especially by contributions to the literature. In addition, the proposal must be written clearly in a scientific style, as exemplified by articles in the Journal of Consumer Research.

Note that your final research paper is due by 5:00 pm on December 14. Email your research proposal to Andrew.gershoff@mccombs.utexas.edu.

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Appendix 3

Guidelines for Presentation

You will frequently present your research at academic conferences during your career. Your presentations in this seminar will give you practice for becoming an effective academic presenter at conferences. The main thing to remember when presenting at conferences is that you have a limited amount of time (typically 20-25 mins). So be succinct! You cannot describe all the details of your work. The most common mistake at conferences is overkill on the literature review. Although it is important to embed your work in the relevant literature, it is more important to convince your audience about the contributions of your research. This is best done by presenting your empirical work in more depth, summarizing your contributions at the end, and answering audience questions effectively.

In this class students will present their research paper (work in progress) on the last day of class (December 7). Each student will have 15 to 20 minutes to present, followed by 10 minutes Q&A (depending on the number of students enrolled). This structure is similar to the 20 minute research presentations at academic conferences such as the Association for Consumer Research.

Presentation slides should be uncluttered (i.e., few words/slide); a good rule of thumb is no more than 3 bullet points per slide, with one key phrase per bullet point. You should orally explain the words on the slides, i.e., discuss each slide in your own words. Do not read words that are already on the slide. Talk s-l-o-w-l-y, emphasizing key words. Try to use pictures and diagrams in your slides. The different parts of a presentation, with ballpark recommendations for time are:

Title slide (1-2 minutes)

Introduce yourself, your co-authors, tell the audience in one sentence what the research is about. Talk slowly.

Question/Problem (1-2 minutes)

Use examples – visual/pictures or tables/graphs. Building on the examples, state the general research question you are interested in. Explain why this question is important (for managers/consumers).

Hypotheses Development

Present relevant literature here. What you are doing is laying the groundwork for the argument that this is what we should expect is the way of the world. For example, “A, B, and C have shown X,Y, and Z, so we might also expect D, E, and F to occur here.”

You might show your proposed answer using a “boxes and arrows model.” Explain your answer (i.e., model) in simple language.

State your formal hypotheses (H1, H2..) with the logic for each hypothesis.

Point out how your hypotheses extend past research, and how your hypotheses are interesting/surprising.

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Empirical work

Describe the design of your experiments or studies. What are the independent and dependent variables that you will manipulate and/or measure.

Describe your procedure (what will your participants do, step-by-step). Explain the manipulations/measures. Use pictures to illustrate manipulations.

Expected results

Since you do not have actual results (yet) show us what you expect your results to look like. Use graphs wherever possible to show results (tables are hard to read).

Contributions

Provided your results obtain, state your theoretical, methodological, and practical contributions clearly (use bullet points).

Next steps

Describe how will you follow up on this work.

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Appendix 4

Additional Readings by Topic

Consumer Research

Wells, W. (1993), "Discovery-Oriented Consumer Research," Journal of Consumer Research, 19 (March), 489-503.

Kardes, F. (1996), “In Defense of Experimental Consumer Psychology,” Journal of Consumer Psychology, 5 (3), 279-296.

Jacoby, J., G. Johar, and M. Morrin, “Consumer Behavior: A Quadrennium,” Annual Review of Psychology, 49 (1998), 319-344.

Simonson, I., Z. Carmon, R. Dhar, A. Drolet, and S. Nowlis, “Consumer Research: In Search of Identity,” Annual Review of Psychology, 52 (2001), 249-275.

Holbrook, M. (1987), "What is Consumer Research?," Journal of Consumer Research, 14 (June), 128-132.

CB 1970-1980’s: Bettman, J. (1979), An Information Processing Theory of Consumer Choice, Ch. 2.

CB 1960’s: Kassarjian, H. and M.J. Sheffet (1981), "Personality and Consumer Behavior: An Update,"in Perspectives in Consumer Behavior, eds. H.Kassarjian and T. Robertson, Englewood Cliffs, NJ: 160-180 (Skim 160-180).

Motivation

MacInnis, D. and B. Jaworski (1989), "Information Processing from Advertisements: Toward an Integrative Framework," Journal of Marketing, 53 (October), 1-23.

Brendl, C.M., A. Markman, and C. Messner (2003), “The Devaluation Effect: Activating a Need Devalues Unrelated Objects,” Journal of Consumer Research, 29 (March), 463-473.

Higgins, E.T. (1997), “Beyond Pleasure and Pain,” American Psychologist, 52 (12), 1280-1300.

Krugman, H. (1965), "The Impact of Television Advertising Without Involvement," Public Opinion Quarterly, 29 (Fall), 349-356.

Greenwald, A. and C. Leavitt (1984), "Audience Involvement in Advertising: Four Levels," Journal of Consumer Research, 11 (June), 581-592.

Zaichowsky, J. (1985), "Measuring the Involvement Construct," Journal of Consumer Research, 341-352.

Richins, M., P. Bloch, and E. McQuarrie (1992), "How Enduring and Situational Involvement Combine to Create Involvement Responses," Journal of Consumer Psychology, 1 (2), 143-153.

Belk, R. (1988), "Possessions and the Extended Self," Journal of Consumer Research, 15 (September), 139-168.

Fournier, S. (1998), “Consumers and Their Brands: Developing Relationship Theory in Consumer Research,” Journal of Consumer Research, 24 (March), 343-373.

Chaplin, L.N. and D.R. John (2005), “The Development of Self-Brand Connections in Children and Adolescents,” Journal of Consumer Research, 32 (June), 119-129.

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Kleine, S., R. Kleine, and C. Allen (1995), “How Is A Possession ‘Me’ or ‘Not Me’”?, Journal of Consumer Research, 22 (December), 327-343.

Escalas, J.E. and J.R. Bettman (2005), “Self-Construal, Reference Groups, and Brand Meaning,” Journal of Consumer Research, 32 (December), 378-389.

Swaminathan, V., K. Page, and Z. Gurhan-Canli (2007), “’My’ Brand or ‘Our’ Brand: The Effects of Brand Relationship Dimensions and Self-Construal on Brand Evaluations,” Journal of Consumer Research, 34 (August), 248-259.

Avnet, T. and T. Higgins (2006), “How Regulatory Fit Affects Value in Consumer Choices and Opinions,” Journal of Marketing Research, 43 (February), 1-10.

Perception and Attention

Shapiro, S., (1999) “When an Ad’s Influence is Beyond our Conscious Control: Perceptual and Conceptual Fluency Effect Caused by Incidental Exposure,” Journal of Consumer Research, 26 (June), 16-36.

Balcetis, Emily and David Dunning (2006), “See What You Want to See: Motivational Influences on Visual Perception,” Journal of Personality and Social Psychology, 91 (4), 612-625.

Chandon, Pierre, and Nailya Ordabayeva (2009), “Supersize in One Dimension, Downside in Three Dimensions: Effects of Spatial Dimensionality on Size Perceptions and Preferences,” Journal of Marketing Research, December, 739-753.

Gorn, Gerry, Amitava Chattopadhyay, Jaideep Sengupta, and Shashank Tripathi (2004), “Waiting for the Web: How Screen Color Affects Time Perception,” Journal of Marketing Research, 41 (May), 215-225.

Mackenzie, S. B (1986), “The Role of Attention in Mediating the Effect of Advertising on Attribute Importance,” Journal of Consumer Research, 13 (Sep), 174-195.

Glass, A., K. Holyoak, and J. Santa (1979), "The Role of Representation in Perception," in Cognition, Chapter 2, London: Addison-Wesley Publishing, 25-56.

Janiszewski, C. (1993), "Preattentive Mere Exposure Effects," Journal of Consumer Research, 20 (December), 376-392.

Celsi, R. and J. Olson (1988), "The Role of Involvement in Attention and Comprehension Processes," Journal of Consumer Research, 15 (September), 210-224.

Raghubir, Priya, and Aradhna Krishna (1999), “Vital Dimensions in Volume Perception: Can the Eye Fool the Stomach”, Journal of Consumer Research, 36, 313-326.

Pieters, R. and M. Wedel (2004), “Attention Capture and Transfer in Advertising: Brand, Pictorial, and Text-Size Effects,” Journal of Marketing, 68 (April), 36-50.

Hoegg, J. and J. Alba (2007), “Taste Perception: More than Meets the Tongue,” Journal of Consumer Research, 33 (March), 490-498.

Raghubir, Priya, and Geeta Menon (1998), “AIDs and Me, Never the Twain Shall Meet: Factors Affecting Judgments of Risk,” Journal of Consumer Research, 25 (June), 52-63.

Memory

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Krishna, Aradhana, May Lwin, and Maureen Morin (2009), “Product Scent and Memory,” Journal of Consumer Research, 37 (June), 57-67.

Shapiro, Stewart, and Mark T. Spence (2002), “Factors Affecting Encoding, Retrieval, and Alignment of Sensory Attributes in a Memory-Based Choice Task,” Journal of Consumer Research, March, 603-617.

Skurnik, I. et al. (2005),” How Warnings About False Claims Become Recommendations,” Journal of Consumer Research, 31 (March), 713-724.

Lee, A. (2002), “Effects of Implicit Memory on Memory-Based Versus Stimulus-Based Choice,” Journal of Marketing Research, 39 (November), 440-454.

Tybout, A. et al. (2005), “Information Accessibility as a Moderator of Judgments: The Role of Content versus Retrieval Ease,” Journal of Consumer Research, 32 (June), 76-85.

Feldman, J. and J. Lynch (1988), “Self-Generated Validity and Other Effects of Measurement on Belief, Attitude, Intention, and Behavior,” Journal of Applied Psychology, 73, 421-435.

Braun, K. (1999), “Postexperience Advertising Effects on Consumer Memory,” Journal of Consumer Research, 25 (March), 319-334.

Biehal, G. and D. Chakravarti (1983), “Information Accessibility as a Moderator of Consumer Choice,” Journal of Consumer Research, 10 (June), 1-14.

Menon, G. (1993), “The Effects of Accessibility of Information in Memory on Judgments of Behavioral Frequencies,” Journal of Consumer Research, 20 (December), 431-440.

Nedungadi, P. (1990), "Recall and Consideration Sets: Influencing Choice Without Altering Brand Evaluations," Journal of Consumer Research, 17 (December), 263-276.

Aribarg, Anocha, Rik Pieters, and Michel Wedel (2009), “Raising the BAR: Bias Adjustment of Recognition Tests in Advertising,” Journal of Marketing Research, June, 387-400.

Pham, M. and G. Johar (1997), “Contingent Processes of Source Identification,” Journal of Consumer Research, 24 (December), 249-265.

Schlosser, A. (2006), “Learning through Virtual Product Experience: The Role of Imagery on True versus False Memories,” Journal of Consumer Research, 33 (December), 377-383. Rottenstreich, Y. et al. (2007), “Feeling and Thinking in Memory-Based versus Stimulus-Based Choices,” Journal of Consumer Research, 33 (March), 461-469.

Alba, J., J.W. Hutchinson, and J. Lynch (1991), Memory and Decision-Making," in Handbook of Consumer Behavior, eds. T. Robertson and H. Kassarjian, Englewood Cliffs, NJ: Prentice-Hall, 1-49.

Attitudes and persuasion

Ahluwalia, R., R.E. Burnkrant, and H.R. Unnava (2000), “Consumer Response to Negative Publicity: The Moderating Role of Commitment,” Journal of Marketing Research, 37 (May), 203-214.

Tormala, Z. L., & Petty, R. E. (2002), “What Doesn't Kill Me Makes Me Stronger: The Effects of Resisting Persuasion on Attitude Certainty, Journal of Personality and Social Psychology, 83, 1298-1313.

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Campbell, M. and A. Kirmani (2000), “Consumers’ Use of Persuasion Knowledge: The Effects of Accessibility and Cognitive Capacity on Perceptions of an Influence Agent,” Journal of Consumer Research, 27 (June), 69-83.

Priester, Joseph, D. Nayakankuppam, M. Fleming, and J. Godek (2004), “The ASC Model: The Influence of Attitudes and Attitude Strength on Consideration and Choice,” Journal of Consumer Research, March, 574-586.

Meyers-Levy, Joan and Prashant Malaviya (1999), “Consumer’s Processing of Persuasive Advertising: An Integrative Framework of Persuasion Theories,” Journal of Marketing, 63, 45-60.

Pham, M. and T. Avnet (2004), “Ideals and Oughts and the Reliance on Affect versus Substance in Persuasion,” Journal of Consumer Research, 30 (March), 503-518.

Berger, Jonah and Grainne Fitzsimmons (2008), “Dogs on the Street, Puma on the Feet: How Cues in the Environment Influence Product Evaluation and Choice, Journal of Marketing Research, 45 (February), 1-14.

Messner, Claude and Joachim Vosgerau (2010), “Cognitive Inertia and the Implicit Association Test,” Journal of Marketing Research, 47 (April), 374-386.Assignment: Visit https://implicit.harvard.edu/implicit/demo/selectatest.html and take IAT tests on Gender-Career and Age IAT. Incorporate your reactions into commentary for the day.

Cohen, J. and A. Reed (2006), “A Multiple Pathway Anchoring and Adjustment (MPAA) Model of Attitude Generation and Recruitment,” Journal of Consumer Research, 33 (June), 1-15. (including replies to the article).

Petty, R., J. Cacioppo, and D. Schumann, (1983), “Central and Peripheral Routes to Advertising Effectiveness: The Moderating Role of Involvement,” Journal of Consumer Research, 10 (September), 135-146.

Karpinski, A. and J. Hilton (2001), “Attitudes and the Implicit Association Test,” Journal of Personality and Social Psychology, 81 (November), 774-788.

Wan, Echo, Derek Rucker, Zachary Tormala, and Joshua Clarkson (2010), “The Effect of Regulatory Depletion on Attitude Certainty,” Journal of Marketing Research, June, 531-541.

Herr, P. and C. Page (2004), “Asymmetric Association of Liking and Disliking Judgments: So What’s Not to Like?,” Journal of Consumer Research, 30 (March), 588-601.

Wilson, T. et al. (2000), “A Model of Dual Attitudes,” Psychological Review, 107 (1), 101-126.

Ajzen. I. (2001), “The Nature and Operation of Attitudes,” Annual Review of Psychology, 52, 27-58.

Adaval, R. (2001), “Sometimes It Just Feels Right: The Differential Weighting of Affect-Consistent and Affect-Inconsistent Product Information,” Journal of Consumer Research, 28 (June), 1-17.

Aaker, J. and Patti Williams (2002), “Can Mixed Emotions Peacefully Coexist,” Journal of Consumer Research, 28 (March), 636-649.

Petty, R., R. Unnava, and I. Stratman (1991), "Theories of Attitude Change," in Handbook of Consumer Behavior, eds. T. Robertson and H. Kassarjian, Englewood Cliffs, NJ: Prentice-Hall, 241-280.

Elpers, Josephine L., C.M. Woltman, Ashesh Mukherjee, and Wayne D. Hoyer (2004), “Humor in Television Advertising: A Moment-to-Moment Analysis,” Journal of Consumer Research, 31 (December), 592-597.

Meyers-Levy, J. and L. Peracchio (1996), “Moderators of the Impact of Self-Reference on Persusasion, Journal of Marketing Research, 22 (March), 408-423.

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Haugtvedt, C. et al. (1994), "Advertising Repetition and Variation Strategies: Implications for Understanding Attitude Strength," Journal of Consumer Research, 21 (June), 176-189.

MacKenzie,S., R. Lutz, and G. Belch (1986), "The Role of Attitude Toward the Ad as a Mediator of Advertising Effectiveness: A Test of Competing Explanations," Journal of Marketing Research, 23 (May), 130-143.

Hastak, M. and J. Olson (1989), "Assessing the Role of Brand-Related Cognitive Responses as Mediators of Communication Effects on Cognitive Structure," Journal of Consumer Research, 15 (March), 444-456.

Fazio, R., M. Powell, and C. Williams (1989), “The Role of Attitude Accessibility in the Attitude-to-Behavior Process,” Journal of Consumer Research, 16 (December), 280-288.

Pechmann, Cornelia and Liangyan Wang (2010), “Effects of Indirectly and Directly Competing Reference Group Messages and Persuasion Knowledge: Implications for Educational Placements,” Journal of Marketing Research, February, 134-145.

Darke, Peter and Robin Ritchie (2007), “The Defensive Consumer: Advertising Deception, Defensive Processing, and Distrust,” Journal of Marketing Research, February, 114-127.

Kirmani, Amna and Rui Zhu (2007), “Vigilant Against Manipulation: The Effect of Regulatory Focus on the Use of Persuasion Knowledge,” Journal of Marketing Research, November, 688-701.

Friestad, M. and P. Wright (1994), "The Persuasion Knowledge Model: How People Cope with Persuasion Attempts," Journal of Consumer Research, 21 (June), 1-31.

Williams, P. et al. (2004), “When Consumers Do Not Recognize “Benign” Intention Questions as Persuasion Attempts,” Journal of Consumer Research, 31 (December), 540-550.

Fabrigar, L. R., Petty, R. E., Smith, S. M., & Crites, S. L. Jr. (2006). Understanding knowledge effects on attitude-behavior consistency: The role of relevance, complexity, and amount of knowledge. Journal of Personality and Social Psychology, 90, 556-577.

Haubl, G. and V. Trifts (2000), “Consumer Decision Making in Online Shopping Environments: The Effects of Interactive Decision Aids,” Marketing Science, 19 (Winter), 5-21.

Park, C. and D. Smith (1989), "Product-Level Choice: A Top-Down or Bottom-Up Process?," Journal of Consumer Research, 16 (December), 289-300.

Puto, C. (1987), “The Framing of Buying Decisions,” Journal of Consumer Research, 14 (December), 301-315.

Johnson, M. (1989), "The Differential Processing of Product Category and Noncomparable Choice Alternatives," Journal of Consumer Research , 16 (December), 300-310.

Hoyer, W. and S. Brown (1990), "Effects of Brand Awareness on Choice for a Common, Repeat-Purchase Product," Journal of Consumer Research, 17 (September), 141-148.

Hoyer, W. (1984), “An Examination of Consumer Decision Making for a Common Repeat Purchase Product,” Journal of Consumer Research, 11 (December), 822-829.

Olshavsky, R. and D. Granbois (1979), "Consumer Decision Making--Fact or Fiction," Journal of Consumer Research, 6 (September), 93-100.

Decision making

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Thaler, R. (2008), "Mental Accounting and Consumer Choice," Marketing Science, 27 (1), 15-25.

Shiv, B., Z. Carmon, and D. Ariely (2005), “Placebo Effects of Marketing Actions: Consumers May Get What They Pay For,” Journal of Marketing Research, 42 (November), 383-393.

Shlomo, B. and R. Thaler (2007), “Heuristics and Biases in Retirement Savings Behavior,” Journal of Economic Perspectives, 21 (3), 81-104.

Hutchinson, J. W, J. W. Alba, and E. Eisenstein (2010), “Heuristics and Biases in Data Based Decision Making: Effects of Experience, Training, and Graphical Data Displays,” Journal of Marketing Research, August, 627-642.

Bettman, J., M. Luce, and J. Payne (1998), “Constructive Consumer Choice Processes,” Journal of Consumer Research, 25 (December), 187-217.

Tversky, Amos and Daniel Kahneman (1974), “Judgment under uncertainty: Heuristics and biases,” Science, 185, 1124-1131. (Also reprinted as the first chapter in Kahneman, Slovic, and Tversky, Judgment under Uncertainty, Heuristics and Biases).

Tom, S. et al (2007), “The Neural Basis of Loss Aversion in Decision Making Under Risk,” Science, 315, 515-518.

Prelec, D. and G. Loewenstein (1998), “The Red and the Black: Mental Accounting of Savings and Debt,” Marketing Science, 17 (1), 4-28.

Simonson, I. (2008), “Will I Like a Medium Pillow? Another Look at Constructed and Inherent Preferences,” Journal of Consumer Psychology,

Simonson, I. and A. Tversky (1992), "Choice in Context: Tradeoff Contrast and Extremeness Aversion," Journal of Marketing Research, 29 (August), 281-295.

Nowlis, S. R. Dhar, and I. Simonson (2010), “The Effect of Decision Order on Purchase Quantity Decisions,” Journal of Marketing Research, August, 725-737.

Ofir, C. and I. Simonson (2007), “The Effect of Stating Expectations on Customer Satisfaction and Shopping Experience,” Journal of Marketing Research, February, 164-174.

Epley, N., and T. Gilovitch (2001), “Putting Adjustment Back in the Anchoring and Adjustment Heuristic,” Psychological Science, 12 (5), 391-396.

Thaler, Robert (1980). Toward a Positive Theory of Consumer Choice. Journal of Economic Behavior and Organization, 1, 39-60.

Russo, J.E., M. Meloy, and V. Medvec (1998), “Predecisional Distortion of Product Information,” Journal of Marketing Research, 35 (November), 438-452.

Shafir, E., Simonson, I., & Tversky, A.  1993.  Reason-based choice. Cognition, 49, 2, 11-36.  (Reprinted in W.M. Goldstein & R.M. Hogarth (Eds.), Research on judgment and decision making: Currents, connections, and controversies.  Cambridge: Cambridge University Press, 1997.)

Nowlis, S., B. Kahn, and R. Dhar (2002), “Coping with Ambivalence: The Effect of Removing a Neutral Option on Consumer Attitude and Preference Judgments,” Journal of Consumer Research, 29 (December), 319-334.

Russo, J., M. Meloy, and V. Medvec (1998), “Predecisional Distortion of Product Information During Brand Choice,” Journal of Marketing Research, 35 (4), 438-452.

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Kahneman, D. et al (2006), “Would You Be Happier if You Were Richer?” Science, 312, 1908-1910.

Simonson, I. and A. Drolet (2004), “Anchoring Effects on Consumers’ Willingness to Pay, and Willingness to Accept, Journal of Consumer Research, December, 681-690.

Thaler, Richard and Sunstein, Cass (2010), Nudge, Caravan Books.

Ariely, Dan (2010), Predictably Irrational, Harper Collins.

Affect

Pham, M. (2004), “The Logic of Feeling,” Journal of Consumer Psychology, 14 (4), 360-369.

Darke, P., A. Chattopadhyay, and Lawrence Ashworth (2006), “The Importance and Functional Significance of Affective Cues in Consumer Choice,” Journal of Consumer Research, 33 (December), 322-328.

Raghunathan, R., M. Pham, and K. Corfman (2006), “Informational Properties of Anxiety and Sadness, and Displaced Coping,” Journal of Consumer Research, March, 596-601.

Shiv, B, and Fedorikhin (1999), “Heart and Mind in Conflict: The Interplay of Affect and Cognition in Consumer Decision Making,” Journal of Consumer Research, 26 (December), 278-292.

Bagozzi, R., M. Gopinath, and P. Nyer (1999), “The Role of Emotions in Marketing,” Journal of the Academy of Marketing Science, 27 (2), 184-206.

Pham, M., J. Cohen, J. Pracejus, and G.D. Hughes (2001), “Affect Monitoring and the Primacy of Feelings in Judgment,” Journal of Consumer Research, 28 (September) 167-188.

Shiv, B. and S. Nowlis (2004), “Effects of Distraction While Tasting a Food Sample: The Interplay of Informational and Affective Components in Subsequent Choice,” Journal of Consumer Research, 31 (December), 599-608.

Homburg, C., N. Koschate, and W. Hoyer (2006), “The Role of Cognition and Affect in the Formation of Customer Satisfaction: A Dynamic Perspective,” Journal of Marketing, July, 21-31.

Griskevicius, V., et. al. (2010), “The Many Shades of Rose Colored Glasses: An Evolutionary Approach to The Influence of Different Positive Emotions, Journal of Consumer Research, August, 238-250.

Small, Deborah, and Nicole Verocchi (2009), “Face of Need: Facial Emotional Expression on Charity Advertisements,” Journal of Marketing Research, December, 777-787.

Tsiros, M. and V. Mittal (2000), “Regret: A Model of Antecedents and Consequences in Consumer Decision-Making,” Journal of Consumer Research, 26 (March), 401-417.

Wirtz et al. (2003), “What to do on Spring Break? The Role of Predicted, Online, and Remembered Experience on Future Choice,” Psychological Science, 14 (5), 520-524.

Adaval, Rashmi (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.

Luce, M.F. (1998), “Choosing to Avoid: Coping with Negatively Emotion-Laden Consumer Decisions,” Journal of Consumer Research, 24 (March), 409-433.

Loewenstein, George, Elke U. Weber, Christopher K. Hsee, and Ned Welch (2001), “Risk as Feelings,” Psychological Bulletin, 127 (March), 267-286.

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Duncan S. and L. Barrett (2007), “Affect is a Form of Cognition: A Neurobiological Analysis,” Cognition and Emotion, 21 (6), 1184-1211.

Richins, M. (1997), “Measuring Emotions in the Consumption Experience,” Journal of Consumer Research, 24 (September), 127-146.

Social influence on consumer behavior

McFerran, B. D. Dahl, G. Fitzsimmons, and A. Morales (2010), “I’ll Have What She’s Having: Effects of Social Influence and Body Type on the Food Choices of Others,” Journal of Consumer Research, April, 915-925.

Ariely, D. and J. Levav (2000), “Sequential Choice in Group Settings: Taking the Road Less Traveled and Less Enjoyed,” Journal of Consumer Research, 27 (December), 279-290.

Quester, Pascale and Alexander Steyer (2010), “Revisiting Individual Choices in Group Settings: The Long and Winding (Less Travelled) Road,” Journal of Consumer Research, 36 (6), 1050-1057.

Gershoff, A. D., A.Mukherjee, and A. Mukhopadhayay (2008), "Whats Not to Like? Preference Asymmetry in the False Consensus Effect," Journal of Consumer Research, 35 (1), 119-125.

Biswas, D., D. Grewal, and A. Roggeveen (2010), “How the Order of Sampled Experiential Products Affects Choice,” Journal of Marketing Research, June, 508-519.

Berger, J. and C. Heath (2007), “Where Consumers Diverge from Others: Identity Signaling and Product Domains,” Journal of Consumer Research, 34 (August), 121-134.

Pechmann, C. and S. Knight (2002), “An Experimental Investigation of the Joint Effects of Advertising and Peers on Adolescents’ Beliefs and Intentions about Cigarette Consumption,” Journal of Consumer Research, June, 5-19.

Tanner, R. et al. (2008), “Of Chameleons and Consumption: The Impact of Mimicry on Choices and Preferences,” Journal of Consumer Research, 34 (April), 754-766..

Nowlis, S. et al. (2004), “The Effect of a Delay Between Choice and Consumption on Consumption Enjoyment,” Journal of Consumer Research, 31 (December), 502-510.

Dhar, Ravi and Itamar Simonson (1999), “Making Complementary Choices in Consumption Episodes: Highlighting Versus Balancing,” Journal of Marketing Research, 36 (1), 29-45.

Laran, Juliano (2010), “Goal Management in Sequential Choices: Consumer Choices for Others are More Indulgent than Personal Choices, Journal of Consumer Research, August, forthcoming.

Shiv, B. and J. Huber (2000), “The Impact of Anticipating Satisfaction on Consumer Choice,” Journal of Consumer Research, 27 (September), 202-216.

Aaker, J. and A. Lee (2001), “I” Seek Pleasures and “We” Avoid Pains,” Journal of Consumer Research, 28 (June), 33-49.

West, P. and S. Broniarczyk (1998), “Integrating Multiple Opinions: The Role of Aspiration Level on Consumer Response to Critic Consensus,” Journal of Consumer Research, 25 (June), 38-51.

Muniz, A. and T. O’Guinn (2001), “Brand Community,” Journal of Consumer Research, 27 (March), 412-432.

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Holt, D. (1995), "How Consumers Consume: A Typology of Consumption Practices," Journal of Consumer Research, 22 (June), 1-16.

Ward, J. and P. Reingen (1990), "Sociocognitive Analysis of Group Decision Making Among Consumers," Journal of Consumer Research, 17 (December), 245-262.

Bearden, W. and M. Etzel (1982), "Reference Group Influence on Product and Brand Purchase Decisions," Journal of Consumer Research, 9 (September), 183-194.

Self Control

Vohs, Kathleen. D., and Ronald J. Faber (2007), “Spent Resources: Self-Regulatory Resource Availability Affects Impulse Buying, Journal of Consumer Research, March, 33 (4), 537-547.

Mukhopadhyay, A., G. Johar (2005), “Where There is a Will, Is There a Way? Effects of Lay Theories of Self Control on Setting and Keeping Resolutions,” Journal of Consumer Research, 31 (March), 779-786.

Laran, Juliano (2010), “Choosing Your Future: Temporal Distance, and the Balance Between Self-Control and Indulgence,” Journal of Consumer Research, April, 1002-1015.

Kienan, Anat and Ran Kivetz (2008), “Remedying Hyperopia: The Effects of Self Control Regret on Consumer Behavior,” Journal of Marketing Research, December, 676-689.

Fishbach, Ayelet, and James Y. Shah (2006), “Self-Control in Action: Implicit Dispositions Toward Goals and Away From Temptations,” Journal of Personality and Social Psychology, 90(5) 820-832.

Myrseth, K. A. Fishbach, and Y. Trope (2009), “Counteractive Self Control,” Psychological Science, February, 159-163.

Mukhopadhyay, Anirban and Catherine Yeung (2010), “Building Character: Effects of Lay Theories of Self Control on Selection of Products for Children,” Journal of Marketing Research, April, 240-250.

Loewenstein, G. (1996), “Out of Control: Visceral Influences on Behavior,” Organizational Behavior and Human Decision Processes, March, 272-292.

Kivetz, Ran and Itamar Simonson (2002), "Self Control for the Righteous: Toward a Theory of Pre-commitment to Indulgence," Journal of Consumer Research, 29 (September), 199-217.

Bagozzi, R. and U. Dholakia (1999), “Goal Setting and Goal Striving in Consumer Behavior,” Journal of Marketing, 63 (Special Issue), 19-32.

Fishbach, Ayelet, Ronald Friedman, and Arie Kruglanski (2006), “Leading Us Not Into Temptation: Momentary Allurements Elicit Overriding Goal Activation,” Journal of Personality and Social Psychology, 84 (February), 296-309.

Laran, Juliano (2010), “Goal Management in Sequential Choices: Consumer Choices for Others Are More Indulgent Than Personal Choices,” Journal of Consumer Research, August, 304-314.

Mukhopadhyay, Anirban, Jaideep Sengupta, and Suresh Ramanathan (2008), “Recalling Past Temptations: An Information Processing Perspective on the Dynamics of Self Control,” Journal of Consumer Research, December, 586-599.

Fishbach, A. and Y. Zhang (2008), “Dynamics of Self-Regulation: When Goals Commit Versus Liberate,” chapter

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in The Social Psychology of Consumer Behavior.

Fitzsimmons, Gavan, Joseph Nunes, and Patti Williams (2007), “License to Sin: The Liberating Role of Reporting Expectations,” Journal of Consumer Research, 34, 22-31.

Mowen, John C. and Nancy Spears (1999), “Understanding Compulsive Buying Among College Students: A Hierarchical Approach,” Journal of Consumer Psychology, 8(4), 407-431.

Bargh, John A. (2002), "Losing Consciousness: Automatic Influences on Consumer Judgment, Behavior and Motivation, Journal of Consumer Research, 29 (September), 280-285.

Writing and Critiquing Research

Summers, John O. (2001), “Guidelines for Conducting Research and Publishing in Marketing: From Conceptualization Through the Review Process,” Journal of the Academy of Marketing Science, 29 (4), 405-415.

Hyman, Ray (1995), “How to Critique a Published Article,” Psychological Bulletin, 118 (2), 178-182.

Huber, Joel (2008), “The Value of Sticky Articles,” Journal of Marketing Research, 45 (June), 257-260.

Lynch, John (1998), “Presidential Address: Reviewing,” Advances in Consumer Research, 25, 1-6.

JCR Review Process / Manuscripts & Reviews

Bem, Daryl (2004), Writing the Empirical Journal Article,” in The Compleat Academic: A Career Guide: Vol. 2, ed. John Darley, Mark Zanna, and Henry Roedinger, APA: Washington D.C.

Petty, R., M. Fleming, and L.R. Fabrigar (1999), “The Review Process at PSPB: Correlates of Interreviewer Agreement and Manuscript Acceptance,” Personality and Social Psychology Bulletin, 25, 188-202.

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