Three empirical studies employ a novel adaptation of self-construal theory to explain the theoretical basis of factors that are shown to influence consumers’ organic food purchase decisions. Study 1 tests a structural model and reveals that egoistic, self-focused (e.g., personal health) and...

Texting while driving is becoming a problem of epidemic proportion, causing thousands of fatalities each year. However, surprisingly few academic studies to date have examined this issue in a social marketing context. We address this research void by reporting the findings of two empirical...

Previous research has focused attention on state skepticism over corporate social responsibility (CSR) communications, but little work has focused on how to override pre-existing differences in consumer skepticism. To gain insight into this issue, the present studies explore whether company ads...

This paper investigates the influence of perceived source credibility on the effectiveness of health-related public service announcements (PSAs) and electronic word-of-mouth (eWOM) communications. Findings indicate that online commenters who are perceived to be credible are instrumental in...

This research examines the colors white and black and highlights the importance of automatic preference for the color white over black in product choice and advertising contexts. Across three studies, we incorporate multiple Implicit Association Tests to assess automatic preferences for colors,...

Employing different experimental priming procedures and advertising treatments across two studies, we examine the moderating role of consumer affective state on individuals’ responses to nostalgic and non-nostalgic advertising. Consistent with hypothesized expectations, our findings indicate...

This research draws upon theoretical perspectives related to regulatory focus and self-view in the context of “green” advertising appeals. A pattern of results similar to that typically reported in the literature is replicated (i.e., promotion-framed messages are more persuasive for...

Asking people a question about performing a target behavior influences future performance of that behavior. While contextually robust and methodologically simple, this “question-behavior effect” reveals theoretical complexity as evidenced by the large number of proposed explanations for the...