Nationwide Insurance and Johnnie Walker Scotch aired advertisements that encouraged people to contemplate death.What are the immediate emotional and perceptual outcomes of such advertisements? With five studies, thinking about death was found to attenuate emotional reactions and perceptions, a...

Consumption cues (e.g., brands, money, and advertisements) can have powerful effects on cognition, perception, and behavior, yet how people regulate responses to such cues is not well understood. This is surprising given that consumption cues are increasingly present in nontraditional consumer...

Consumers desire products that provide meaningful experiences. Therefore, a marketer's success often depends on familiarizing consumers with the unique experience a product offers. Marketers recognize the value in communicating about a product experience through analogy, but little research has...

This study adopts a dual-system view of category learning. The findings suggest that consumers who learn a dominant feature as a verbal rule for a product category will classify a new ambiguous product according to that feature even if it more closely resembles a different product category. The...

Recent research notes a disconnect between what marketers deem new and innovative versus what consumers actually perceive. Many factors may contribute to this; however, the factor that has significant potential to first attract a consumer to a new product, visual aesthetic design, is...

Money plays a significant role in people's lives, and yet little experimental attention has been given to the psychological underpinnings of money. We systematically varied whether and to what extent the concept of money was activated in participants' minds using methods that minimized...

Money has been said to change people's motivation (mainly for the better) and their behavior toward others (mainly for the worse). The results of nine experiments suggest that money brings about a self-sufficient orientation in which people prefer to be free of dependency and dependents....