Three studies demonstrate that the framing of redemption windows as expansive or restrictive, while keeping the actual length of the window constant, influences consumers' evaluations of sales promotions. When feasibility concerns are highlighted (e.g., in an implemental mindset), consumers...

This research demonstrates that as individuals approach a goal, external representations which increase the ease of visualizing this goal enhance goal pursuit. Specifically, easy-to-visualize goals are judged to be closer than harder-to-visualize goals and consequently increase effort and...

Across three studies we examine the relative importance of online versus offline information for internet purchases. Study 1 reveals that the relative importance of online information is higher for utilitarian products (computer hardware and software) than for hedonic products (books, music, and...

Sequential evaluation is the hallmark of fair review: the same raters assess the merits of applicants, athletes, art, and more using standard criteria. We investigate one important potential contaminant in such ubiquitous decisions: evaluations become more positive when conducted later in a...

In four studies, we show that consumers' savings can be increased or decreased merely by changing the way consumers think about their saving goals. Consumers can (a) either specify or not specify an exact amount to save (goal specificity), and (b) they can focus on either how to save, or why to...

We propose that consumers buying from low- (vs. high-) reputation sellers pay greater attention to surcharges. Thus, reputation moderates the effect of surcharges on purchase. Data from eBay show that consumers adjust bids to account for surcharges when buying from low-reputation sellers but not...

This research examines the effects of earmarking money on savings by low-income consumers. In particular, the authors test two interventions that are designed to enhance the effects of earmarking: a) using a visual reminder of the savings goal and b) dividing the earmarked money into two parts....

This research studies how bracketing one large pot of money into several small pots affects spending patterns. Because individuals usually make decisions in the frame provided to them (Slovic, 1972), bracketing one large pot into several small pots may necessitate breaking open multiple pots to...

The authors demonstrate that partitioning an aggregate quantity of a resource (e.g., food or money) into smaller units reduces the consumed quantity or the rate of consumption of that resource. Partitions draw attention to the consumption decision by introducing a small transaction cost; i.e.,...