This paper examines whether a national anti-drug advertising campaign is associated with a change in adolescents' drug use behavior. Specifically, the primary objective of the paper is to investigate the relationship between adolescents' recall of exposure to anti-drug advertising and their...

This article draws on social dilemma theory and reference group theory to understand the individual boycott decision and tests the predictions stemming from this conceptualization in two experiments. Consistent with our predictions, consumers' likelihood of participating in both economic and...

Through five experiments, we provide a cognitive account of when and why nine-ending prices are perceived to be smaller than a price one cent higher. First, this occurs only when the leftmost digits of the prices differ (e.g., $2.99 vs. $3.00). Second, the left-digit effect also depends on the...

In this chapter we review two distinct streams of literature, the numerical cognition literature and the judgment and decision making literature, to understand the psychological mechanisms that underlie consumers' responses to prices. The judgment and decision making literature identifies three...

Over 25 years ago Hoch (1988) found that every day consumers performed poorly at predicting the attitudes, interests, and opinions (AIO) of average Americans. We examined whether every day consumers’ predictive accuracy has changed in any substantive way since then, given the massive increase...

A common objective of social science and business research is the modeling of the relationship between demographic/psychographic characteristics of individuals and the likelihood of certain behaviors for these same individuals. Frequently, data on actual behavior are unavailable; rather, one has...

Purchase intentions are routinely used to forecast sales of existing products and services. While past studies have shown that intentions are predictive of sales, they have only examined the absolute accuracy of intentions, not their accuracy relative to other forecasting methods. For example,...