This paper is concerned with the tension between consumer persuasion and freedom of choice. We study how assertive language (as in the slogan Just do it!) affects consumer compliance in hedonic vs. utilitarian contexts. Previous literature consistently claimed that forceful language would cause...

This paper is concerned with the tension between consumer persuasion and freedom of choice. We study how assertive language (as in the slogan Just do it!) affects consumer compliance in hedonic vs. utilitarian contexts. Previous literature consistently claimed that forceful language would cause...

This paper questions the notion that expatriates should adjust to their host country, by showing that adjustment and its consequences are affected by cosmopolitanism and expected assignment duration. A study of 260 expatriates in the U.S. reveals that cosmopolitans expecting shorter (longer)...

As an increasing population identifies itself as cosmopolitan, we examine whether the cosmopolitan identity involves openness and adaptability to new environments, or instead favors maintaining a global lifestyle that persists across environments. Based on a field study of expatriates, we find...

Environmental communications often contain assertive commands (e.g., Greenpeace’s “Stop the Catastrophe”, Plant-For-The-Planet’s “Stop Talking and Start Planting” or Denver Water Campaign’s “Use only what you need”), even though research in consumer behavior, psycholinguistics,...