This research demonstrates that the effect of product information on the evaluation of an experiential product depends on the order with which such information is presented. In a series of experiments, we find that when information is presented before consuming an experiential product, the...

This research investigates how framing moderates the use of message cues on performance risk evaluations. Understanding the moderating impact of the frame is important from a theoretical perspective as the frame is a critical contingency factor in how evaluations are formed. This research...

We propose that a positive mood, by signaling that a situation is benign, might allow people to step back and take in the big picture. As a consequence, a positive mood might increase abstract construal and the adoption of abstract, future goals. In contrast, a negative mood, by signaling not...

We introduce the concept of affective misforecasting (AMF) and study its impact on product evaluations. Study 1 examines whether and when AMF affects evaluations, finding that AMF has an impact on evaluations when the affective experience is worse (but not when better) than forecasted. Study 2...

This research is based on the insight that the language we use to describe our choices serves as a feedback mechanism that either enhances or impedes our goal-directed behavior. Specifically, we investigate the influence of a linguistic element of self-talk, in which a refusal may be framed as...

We investigate the interfering influence of elevated arousal on the impact of positive mood on resistance to temptation. Three studies demonstrate that when a temptation activates long-term health goals, baseline positive mood facilitates resistance to temptation in (1) the choice between two...

Consumers are confronted with hundreds of new products each year, yet little is known about how these new products are integrated into existing knowledge structures. Depending on the new products similarity or dissimilarity to categories stored in memory, consumers information search may be...

While several studies have examined how the specific wording (i.e., semantic cue) used to communicate a price offer affects consumers' perceptions of value, this area of research has not produced a set of consistent findings. To resolve the apparent inconsistencies, the current article builds on...

The value that consumers place on time spent in price-comparison shopping is central to the economics of information theory and models of consumers search behavior. Yet few empirical studies have examined consumers subjective value of time. Building on Gary Becker's work this article presents...