Several recent lines of survey research demonstrate that the simple act of asking a question can lead to changes in a respondent's subsequent behavior. In the current research we asked college students their likelihood to either (i) exercise or (ii) use illegal drugs in the coming 2 months....

Current empirical evidence regarding nonconsciously priming emotion concepts is limited to positivelyversus negatively valenced affect. This article demonstrates that specific, equally valenced emotion concepts can be nonconsciously activated, remain inaccessible to conscious awareness, and...

The present work examines the effectiveness of pairing a charitable donation with a product purchase. We propose a compensatory process, in which the guilt-laundering properties of charitable donations are more appealing the more consumption guilt is experienced. Consumption guilt is dependent...

This chapter discusses the intersection of social relationships and consumer behavior. It describes close personal consumer-to-consumer connections such as friendships, romantic relationships, and familial relationships, primarily in the form of dyads but also considering groups, which are...

We demonstrate that the mere-measurement effect occurs because asking an intention question is not perceived as a persuasion attempt. In experiments 1 and 2, we show that when persuasive intent is attributed to an intention question, consumers adjust their behavior as long as they have...

One of the most common forms of consumer judgment is singular evaluation: the evaluation or appraisal of singular brands. Three experiments show that singular evaluation is often characterized by a brand positivity effect - brands tend to be evaluated more positively than warranted when judged...

This research examines the impact of asking intention questions about quot;vice behaviors,quot; or behaviors about which respondents simultaneously hold both negative explicit and positive implicit attitudes. Asking questions about the likelihood of engaging in behaviors for which respondents...

Iacobucci, Posovac, Kardes, Schneider, and Popavich (2015a) published a defense of median splits. We (McClelland, Lynch, Irwin, Spiller, and Fitzsimons 2015) and Rucker, McShane, and Preacher (2015) published criticism of each of the key conclusions from Iacobucci et al. Iacobucci et al. (2015b)...

Consumers’ habitual buying behavior imposes barriers on marketers who wish to acquire new customers. In this paper, we consider one possible disruptor of consumers’ habitual buying behavior in a physical retail environment – changing product locations – and study its impact on consumer...

Considerable prior statistical work has criticized replacing a continuously measured variable in a general linear model with a dichotomy based on a median split of that variable. Iacobucci, Posovac, Kardes, Schneider, and Popovich (this issue) defend the practice of “median splits” using...