This paper examines the interplay of social and temporal distance on consumers’ responses to others’ recommendations. Drawing on research on psychological distance and the “fit” literature, the authors hypothesize that others’ recommendation is more persuasive when the construal levels...

We show that the magnitude and direction of the attraction effect is sensitive to the valence of the options considered. We suggest that representation and evaluation of attributes are predictably different in negative domains, where the same attribute that was perceived as a promotion attribute...

The objective of the session was to explore several dimensions of consumer preference development. One of the clear themes that ran through all three talks was the critical impact of experience. In addition, all three talks took the more difficult approach of manipulating the level or type of...

What is the role of early experiences in shaping preferences? What are the mechanisms by which such early encounters influence the way preferences are formed? In this research, we examine the impact of the entry position and favorability of initial (and ongoing) experiences on preference...

The goal of this research is to improve preference measurement for really new products. An initial assumption validated in the first study is that consumers have greater uncertainty when estimating the usefulness of really new products than they have with incremental new products. Consumers cope...

What is the role of early experiences in shaping preferences? What are the mechanisms by which such early encounters influence the way preferences are formed? In this research, we examine the impact of the entry position and favorability of initial (and ongoing) experiences on preference...

Consumers' intertemporal preferences have been studied across multiple theoretical and applied areas. This article outlines research showing that the context in which intertemporal preferences are expressed matters, as well as research exploring the mechanisms that account for these effects....

Intertemporal tradeoffs, the conflict between current and future costs and benefits, lie at the core of health decisions. An extensive literature on time discounting has documented the widespread tendency to place a lower value on distant outcomes and to favor benefits in the moment. These...