Retailers can structure their assortments in a nearly infinite number of ways. Our research studies the effects of two prevalent assortment structures – those which group items according to features and those which group items according to benefits. We show that relative to feature-based...

Retailers often organize at least part of their assortment by displaying complementary products from different product categories together (e.g., a pair of pants with a shirt) rather than grouping items by product type (e.g., a pair of pants with other pants). However, little is known about how...

This article explores the effects of two distinct retail choice architectures — those that organize assortments by attributes and those that organize items by benefits. Relative to attribute-based organizations, benefit-based organizations lead to more abstract construal and heighten...

Two experiments show that eliciting taxpayer preferences on government spending -- providing taxpayer agency -- increases tax compliance. We first create an income and taxation environment in a laboratory setting to test for compliance with a "lab tax.'' Allowing a treatment group to express...

Decisions about paying taxes represent one of the most common moral quandaries faced by citizens. In the present research, we argue that taxpayer compliance can be raised by increasing “voice”: allowing taxpayers to express non-binding preferences about the way their taxes are used. We first...

Over the last 15 years, digital media platforms have revolutionized marketing, offering new ways to reach, inform, engage, sell to, learn about, and provide service to customers. As a means of taking stock of academic work’s ability to contribute to this revolution, this article tracks the...

We show that formats used by retailers to organize assortments into subcategories can enhance or encumber consumers’ learning and satisfaction. For more knowledgeable consumers, unexpected subcategory formats provide a newness cue, thereby increasing effort, learning and satisfaction with the...

In many social experiences (e.g., parties, book clubs, vacations), some consumers contribute more to the event compared to the rest of the group. In this paper, we investigate how such asymmetric contributions influence the utility obtained from group experiences. We find that consumers...

Celebrities have extraordinary abilities to attract and influence others. Predicting celebrity visual potential is important in the domains of business, politics, media, and entertainment. Can we use human faces to predict celebrity visual potential? If so, which facial features have the most...