This article examines how consumers’ preferences are affected by the interplay between their level of arousal and the valence of their current affective state. Building on prior research examining the regulation of mood valence, the authors propose that consumers are also motivated to manage...

In this paper, the authors present an information processing model of self-regulation. The model predicts that consumers with an active self-regulatory goal will tend to focus on the cost (rather than the pleasure) of consumption and, as a result, they are better able to control their behavior....

This paper examines the effect of regulatory focus on consumer satisfaction. In contrast to the disconfirmation of expectations model of satisfaction, we find that, although regulatory focus does affect consumers' expectations, the effect on satisfaction cannot be explained by differences in...

Purpose: This paper reviews current research on assistive consumer technologies (ACT 1.0) and discusses a series of research challenges that need to be addressed before the field can move towards tools that are more effective and more readily adopted by consumers (ACT 2.0)....

Everyday, millions of decision makers receive advice from one or more sources. Although research has addressed some of the issues concerning how people take and use advice that they are given, less is known about the psychological processes that underlie decision makers' willingness to pay for...

This paper examines the role of electronic recommendation agents in connection with consumers' construction of preference for multi-attribute products. Based on the notion that preferences tend to be constructive, in the sense that they may be affected by characteristics of the task and...

Electronic information can easily overwhelm people with large volumes of data. An abundance of information often strains human limits: attention, memory, motivation, or other factors. In response to this challenge, software tools that assist humans in filtering and organizing information into...

While pet ownership has increased +5% between 2019 and 2022, total spending on pets has grown five times more. With 70% of U.S. households owning a pet, understanding what drives increases in pet spending is paramount for managers in the $171 billion pet care industry. We advance the hypothesis...

Software agents that provide consumers with personalized product recommendations based on individual-level feature-based preference models have been shown to facilitate better consumption choices while dramatically reducing the effort required to make these choices. This article examines why,...