In this article, we find that consumer preferences change as a function of one's temporal distance from the receipt of the last salary. We propose and test that when consumers have just received their salary (we call this the near-salary condition) they exhibit promotion motivations in their...

Is the eternal quest for precise information always worthwhile? This research suggests that at times vagueness has its merits. Previous research has demonstrated that people choose precise (over vague) information because it gives them a sense of security and makes their environments more...

Purpose: The endowment effect is arguably one of the most robust phenomena documented in economics, behavioral decision theory and consumer research. However, the endowment effect has traditionally been studied as a fairly static phenomenon at the transactional level of analysis....

Purpose: Traditionally, it has been held that strong attitudes are a result of the conscious cognitive process of elaboration where one engages in effortful issue-relevant thinking. The purpose of this work is to show that attitude strength can follow from processes not just limited to...