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| Publications of James R. Bettman :chronological alphabetical combined listing:
%% Journal Articles
@article{fds369095,
Author = {Brick, DJ and Wight, KG and Bettman, JR and Chartrand, TL and Fitzsimons, GJ},
Title = {Celebrate Good Times: How Celebrations Increase Perceived
Social Support},
Journal = {Journal of Public Policy and Marketing},
Volume = {42},
Number = {2},
Pages = {115-132},
Year = {2023},
Month = {April},
url = {http://dx.doi.org/10.1177/07439156221145696},
Abstract = {Despite the ubiquity of celebrations in everyday life,
little is known about how celebrations may contribute to
consumer well-being. In the current work, the authors
propose that celebrations promote perceived social support,
which prior work has conceptualized as the belief that
others will be there for you for future negative life
events. The authors further theorize that celebrations
require three key characteristics that, in combination, are
necessary for increasing perceived social support.
Specifically, celebrations must (1) mark an individual's
separate positive event and (2) involve consumption (3) with
others (i.e., social). They test this theory across eight
studies and demonstrate a process mechanism for this effect:
these characteristics lead to increases in enacted support
and perceived responsiveness, which in turn lead to
increases in more general perceived social support. They
then extend these findings by investigating virtually held
celebrations, the individual's role at the celebration, and
a downstream prosocial outcome. By doing so, this work
highlights the broader benefits of celebrations beyond the
focal individual and the immediate experience. Finally,
specific policy implications and suggestions for enhancing
consumer well-being are provided.},
Doi = {10.1177/07439156221145696},
Key = {fds369095}
}
@article{fds372840,
Author = {Wiener, HJD and Bettman, JR and Luce, MF},
Title = {Product-facilitated conversations: When does starting a
conversation by mentioning a product lead to better
conversational outcomes?},
Journal = {Journal of Consumer Psychology},
Year = {2023},
Month = {January},
url = {http://dx.doi.org/10.1002/jcpy.1387},
Abstract = {This paper examines product-facilitated conversations. In
three studies, we show that the products consumers publicly
display influence how other consumers start conversations
with them and how enjoyable and self-disclosing these
conversations are. Study 1 is an experiment in the field
that shows that product-facilitated conversations are deeper
and more enjoyable than non-product-facilitated ones. Study
2 examines the characteristics of products that, when
mentioned, lead to good conversations and identifies
uniqueness and commonality as key characteristics. Study 3
is an additional experiment in the field that tests these
characteristics and shows that products with those
characteristics are better conversation starters than the
weather. Overall, these studies show novel social benefits
to talking about products and generate new ideas about how
talking about products can help consumers meet new people,
smooth awkward social situations, and build
relationships.},
Doi = {10.1002/jcpy.1387},
Key = {fds372840}
}
@article{fds352412,
Author = {Affonso, FM and Janiszewski, C and Bettman, JR},
Title = {Boundaries of Constructive Choice: On the Accessibility of
Maximize Accuracy and Minimize Effort Goals},
Journal = {Journal of Consumer Psychology},
Volume = {31},
Number = {2},
Pages = {217-239},
Year = {2021},
Month = {April},
url = {http://dx.doi.org/10.1002/jcpy.1184},
Abstract = {The impact of decision difficulty on search behavior depends
on the relative accessibility of maximize accuracy and
minimize effort goals in memory. The default assumption,
derived from constructive choice theory, is that maximize
accuracy and minimize effort goals are both accessible.
Thus, the two goals compete to influence a decision process.
When this is the case, an increase in decision difficulty
discourages search and the opportunity to make an accurate
decision suffers. The alternative assumption, derived from
goal systems theory, is that maximize accuracy and minimize
effort goals can be differentially accessible. When one of
these goals is more accessible, decision difficulty signals
poor goal progress and reduces goal pursuit. That is, when a
maximize accuracy (minimize effort) goal is more accessible,
decision difficulty reduces (increases) search. Six studies
show that goal systems theory holds when a maximize accuracy
or minimize effort goal is more accessible, that is, is
deliberately pursued. The results have implications for how
decision difficulty influences information search,
satisficing, and choice quality.},
Doi = {10.1002/jcpy.1184},
Key = {fds352412}
}
@article{fds345467,
Author = {Liu, PJ and Haws, KL and Scherr, K and Redden, JP and Bettman, JR and Fitzsimons, GJ},
Title = {The primacy of “what” over “how much”: How type and
quantity shape healthiness perceptions of food
portions},
Journal = {Management Science},
Volume = {65},
Number = {7},
Pages = {3353-3381},
Year = {2019},
Month = {July},
url = {http://dx.doi.org/10.1287/mnsc.2018.3098},
Abstract = {Healthy eating goals influence many consumer choices, such
that evaluating the healthiness of food portions is
important. Given that both the type and quantity of food
jointly contribute to weight and overall health, evaluations
of a food portion's healthiness ought to consider both type
and quantity. However, existing literature tends to examine
food type and food quantity separately. Across seven
studies, we show that consumers treat type as a primary
dimension and quantity as a secondary dimension, such that a
change in type (versus quantity) has a greater impact on
perceived healthiness or health goal impact, even when
holding objective impact constant in terms of calories. We
also examine whether one reason this effect occurs is
because most consumers consider type (a categorical
attribute) before quantity (a continuous attribute). We
conclude by discussing extensions of these ideas to other
perceptual assessments involving both type and quantity
(e.g., price perceptions).},
Doi = {10.1287/mnsc.2018.3098},
Key = {fds345467}
}
@article{fds342505,
Author = {Liu, PJ and Lamberton, C and Bettman, JR and Fitzsimons,
GJ},
Title = {Delicate Snowflakes and Broken Bonds: A Conceptualization of
Consumption-Based Offense},
Journal = {Journal of Consumer Research},
Volume = {45},
Number = {6},
Pages = {1164-1193},
Year = {2019},
Month = {April},
url = {http://dx.doi.org/10.1093/jcr/ucy051},
Abstract = {When do consumers experience offense due to another
individual's choice, use, display, gifting, sharing, or
disposal of a product? Why do they experience offense, and
does it matter if they do? In this article, we first draw
from past work in multiple disciplines to offer a unique
conceptualization of consumption-based offense. We then
develop a framework of types of violations that may generate
consumptionbased offense and propose a set of affective,
consumption, and cognitive outcomes we anticipate may
follow. We close by offering an agenda for future research
that may establish the antecedents and consequences of
different types of consumption-based offense, glean new
insights from past findings through integration of this
novel construct, and offer practical insights into the
effects and management of consumption-based offense both in
consumers' lives and in the marketplace.},
Doi = {10.1093/jcr/ucy051},
Key = {fds342505}
}
@article{fds323857,
Author = {Escalas, JE and Bettman, JR},
Title = {Connecting With Celebrities: How Consumers Appropriate
Celebrity Meanings for a Sense of Belonging},
Journal = {Journal of Advertising},
Volume = {46},
Number = {2},
Pages = {297-308},
Publisher = {Informa UK Limited},
Year = {2017},
Month = {April},
url = {http://dx.doi.org/10.1080/00913367.2016.1274925},
Abstract = {We propose that consumers appropriate brand symbolism that
comes from celebrity endorsements to construct and
communicate their self-concepts. We also argue that
consumers with high need to belong (NTB) look to celebrities
to a greater extent than those who have lower needs to
belong, because high-NTB consumers are more likely to look
to celebrities for cues about which brands may aid these
consumers' attempts to meet their affiliation needs.
High-NTB consumers are also prone to develop one-sided
(parasocial) relationships with celebrities, and these
parasocial relationships mediate the celebrity endorsement
effect on self–brand connections. Three studies support
these proposed relationships. Furthermore, the third study
also manipulates the degree to which the celebrity's image
matches that of the brand being advertised, revealing that a
symbolic match between the celebrity image and brand image
is important for consumers who do not form parasocial
relationships with celebrities (i.e., low-NTB
consumers).},
Doi = {10.1080/00913367.2016.1274925},
Key = {fds323857}
}
@article{fds325760,
Author = {Shah, AM and Eisenkraft, N and Bettman, JR and Chartrand,
TL},
Title = {"Paper or plastic?": How we pay influences post-transaction
connection},
Journal = {Journal of Consumer Research},
Volume = {42},
Number = {5},
Pages = {688-708},
Publisher = {Oxford University Press (OUP)},
Year = {2016},
Month = {February},
url = {http://dx.doi.org/10.1093/jcr/ucv056},
Abstract = {Does the way that individuals pay for a good or service
influence the amount of connection they feel after the
purchase has occurred? Employing a multi-method approach
across four studies, individuals who pay using a relatively
more painful form of payment (e.g., cash or check) increase
their post-transaction connection to the product they
purchased and/or the organization their purchase supports in
comparison to those who pay with less painful forms of
payment (e.g., debit or credit card). Specifically,
individuals who pay with more painful forms of payment
increase their emotional attachment to a product, decrease
their commitment to nonchosen alternatives, are more likely
to publicly signal their commitment to an organization, and
are more likely to make a repeat transaction. Moreover, the
form of payment influences post-transaction connection even
when the objective monetary cost remains constant and when
the psychological cost is indirect (i.e., donating someone
else's money). Increasing the psychological pain of payment
appears to have beneficial consequences with respect to
increasing downstream product and brand connection.},
Doi = {10.1093/jcr/ucv056},
Key = {fds325760}
}
@article{fds311865,
Author = {Cavanaugh, LA and Bettman, JR and Luce, MF},
Title = {Feeling love and doing more for distant others: Specific
positive emotions differentially affect prosocial
consumption},
Journal = {Journal of Marketing Research},
Volume = {52},
Number = {5},
Pages = {657-673},
Publisher = {SAGE Publications},
Year = {2015},
Month = {October},
ISSN = {0022-2437},
url = {http://dx.doi.org/10.1509/jmr.10.0219},
Abstract = {Marketers often employ a variety of positive emotions to
encourage consumption or promote a particular behavior
(e.g., buying, donating, recycling) to benefit an
organization or cause. The authors show that specific
positive emotions do not universally increase prosocial
behavior but, rather, encourage different types of prosocial
behavior. Four studies show that whereas positive emotions
(i.e., love, hope, pride, and compassion) all induce
prosocial behavior toward close entities (relative to a
neutral emotional state), only love induces prosocial
behavior toward distant others and international
organizations. Love's effect is driven by a distinct form of
broadening, characterized by extending feelings of social
connection and the boundary of caring to be more inclusive
of others regardless of relatedness. Love - as a trait and a
momentary emotionis unique among positive emotions in
fostering connectedness that other positive emotions (hope
and pride) do not and broadening behavior in a way that
other connected emotions (compassion) do not. This research
contributes to the broaden-and-build theory of positive
emotion by demonstrating a distinct type of broadening for
love and adds an important qualification to the general
finding that positive emotions uniformly encourage prosocial
behavior.},
Doi = {10.1509/jmr.10.0219},
Key = {fds311865}
}
@article{fds270539,
Author = {Liu, PJ and Bettman, JR and Uhalde, AR and Ubel, PA},
Title = {'How many calories are in my burrito?' Improving consumers'
understanding of energy (calorie) range information.},
Journal = {Public health nutrition},
Volume = {18},
Number = {1},
Pages = {15-24},
Year = {2015},
Month = {January},
ISSN = {1368-9800},
url = {http://dx.doi.org/10.1017/s1368980014000627},
Abstract = {<h4>Objective</h4>Energy (calorie) ranges currently appear
on menu boards for customized menu items and will likely
appear throughout the USA when menu-labelling legislation is
implemented. Consumer welfare advocates have questioned
whether energy ranges enable accurate energy estimates. In
four studies, we examined: (i) whether energy range
information improves energy estimation accuracy; (ii)
whether misestimates persist because consumers misinterpret
the meaning of the energy range end points; and (iii)
whether energy estimates can be made more accurate by
providing explicit information about the contents of items
at the end points.<h4>Design</h4>Four studies were
conducted, all randomized experiments.<h4>Setting</h4>Study
1 took place outside a Chipotle restaurant. Studies 2 to 4
took place online.<h4>Subjects</h4>Participants in study 1
were customers exiting a Chipotle restaurant (n 306).
Participants in studies 2 (n 205), 3 (n 290) and 4 (n 874)
were from an online panel.<h4>Results</h4>Energy ranges
reduced energy misestimation across different menu items
(studies 1-4). One cause of remaining misestimation was
misinterpretation of the low end point's meaning (study 2).
Providing explicit information about the contents of menu
items associated with energy range end points further
reduced energy misestimation (study 3) across different menu
items (study 4).<h4>Conclusions</h4>Energy range information
improved energy estimation accuracy and defining the meaning
of the end points further improved accuracy. We suggest that
when restaurants present energy range information to
consumers, they should explicitly define the meaning of the
end points.},
Doi = {10.1017/s1368980014000627},
Key = {fds270539}
}
@article{fds270519,
Author = {Shah, AM and Bettman, JR and Ubel, PA and Keller, PA and Edell,
JA},
Title = {Surcharges plus unhealthy labels reduce demand for unhealthy
menu items},
Journal = {Journal of Marketing Research},
Volume = {51},
Number = {6},
Pages = {773-789},
Publisher = {SAGE Publications},
Year = {2014},
Month = {December},
ISSN = {0022-2437},
url = {http://dx.doi.org/10.1509/jmr.13.0434},
Abstract = {Three laboratory experiments and a field experiment in a
restaurant demonstrate that neither a price surcharge nor an
unhealthy label is enough on its own to curtail the demand
for unhealthy food. However, when the two are combined as an
unhealthy label surcharge, they reduce demand for unhealthy
food. The authors also show that the unhealthy label is as
effective for women as the unhealthy label surcharge,
whereas it backfires for men, who order more unhealthy food
when there is an unhealthy label alone. The authors
demonstrate that an unhealthy surcharge, which highlights
both the financial disincentive and potential health costs,
can significantly drive healthier consumption choices. From
a policy and government perspective, if the goal is to
reduce demand for unhealthy food, increasing the
transparency of the health rationale for any financial
disincentive is necessary to effectively lower unhealthy
food consumption.},
Doi = {10.1509/jmr.13.0434},
Key = {fds270519}
}
@article{fds270541,
Author = {Cutright, KM and Bettman, JR and Fitzsimons, GJ and Thomas,
RD},
Title = {Putting brands in their place: How a lack of control keeps
brands contained},
Journal = {Journal of Marketing Research},
Volume = {50},
Number = {3},
Pages = {365-377},
Publisher = {SAGE Publications},
Year = {2013},
Month = {January},
ISSN = {0022-2437},
url = {http://dx.doi.org/10.1509/jmr.10.0202},
Abstract = {New brand extensions can push a brand outside its typical
boundaries. In this artietingcle, the authors argue that
people's acceptance of such extensions depends on their
feelings of control. Across several studies, the authors
demonstrate that when feelings of personal control are low,
consumers and managers seek greater structure in brands and
thus reject brand extensions that do not seem to fit well
with the parent brand. The authors also identify important
boundary conditions that illustrate when consumers are most
likely to punish a brand for poor-fitting brand extensions
and how the effect can be mitigated. © 2013 American
Marketing Association.},
Doi = {10.1509/jmr.10.0202},
Key = {fds270541}
}
@article{fds270581,
Author = {Simonson, I and Bettman, JR and Kramer, T and Payne,
JW},
Title = {Directions for judgment and decision making research based
on comparison selection: Reply to Arkes, Johnson, and
Kardes},
Journal = {Journal of Consumer Psychology},
Volume = {23},
Number = {1},
Pages = {161-163},
Publisher = {WILEY},
Year = {2013},
Month = {January},
ISSN = {1057-7408},
url = {http://dx.doi.org/10.1016/j.jcps.2012.10.006},
Abstract = {Our target article proposed an alternative perspective for
studying consumer judgment and decision making, focusing on
the types and weights of comparisons consumers select. In
this response we consider the major points made by each of
the commentators and examine their implications for future
work addressing our comparison-focused approach. © 2012
Society for Consumer Psychology.},
Doi = {10.1016/j.jcps.2012.10.006},
Key = {fds270581}
}
@article{fds270582,
Author = {Simonson, I and Bettman, JR and Kramer, T and Payne,
JW},
Title = {Comparison selection: An approach to the study of consumer
judgment and choice},
Journal = {Journal of Consumer Psychology},
Volume = {23},
Number = {1},
Pages = {137-149},
Publisher = {WILEY},
Year = {2013},
Month = {January},
ISSN = {1057-7408},
url = {http://dx.doi.org/10.1016/j.jcps.2012.10.002},
Abstract = {We introduce an alternative perspective on the study of
consumer judgment and decision making, which is based on the
notion that judgment and choice problems consist of
comparisons that decision makers might select. Our new
perspective proposes that if we can predict the likelihood
that particular comparisons will become focal in a judgment
or choice task, we will be able to gain a better
understanding of and anticipate the resulting effect.
Building on related literatures, we propose that comparison
selection is driven by the task's latitude of acceptance
(LOA) and comparison fluency (i.e., the overall ease of
making that comparison). The task's LOA curve represents the
range and concentration of potentially acceptable
comparisons, whereas comparison fluency refers to the
salience and ease of making the comparison. We illustrate
our approach using previously studied problems (e.g.,
choice, variety seeking, the "jacket and calculator"
problem, and contingent valuation) as well as new empirical
tests. © 2012 Society for Consumer Psychology.},
Doi = {10.1016/j.jcps.2012.10.002},
Key = {fds270582}
}
@article{fds270580,
Author = {Kyu Kim and B and Zauberman, G and Bettman, JR},
Title = {Space, time, and intertemporal preferences},
Journal = {Journal of Consumer Research},
Volume = {39},
Number = {4},
Pages = {867-880},
Publisher = {Oxford University Press (OUP)},
Year = {2012},
Month = {November},
ISSN = {0093-5301},
url = {http://dx.doi.org/10.1086/666464},
Abstract = {Although subjective judgment of future time plays an
important role in a variety of decisions, little is known
about the factors that influence such judgments and their
implications. Based on a time as distance metaphor and its
associated conceptual mapping between space and time, this
article demonstrates that spatial distance influences
judgment of future time. Participants who consider a longer
spatial distance judge the same future time to be longer
than those considering a shorter distance. Intertemporal
preferences, for which judgment of future delays is a
critical factor, also shift with consideration of spatial
distance: participants who consider a longer spatial
distance also reveal a greater degree of impatience in
intertemporal decisions as they perceive a longer delay to
future rewards. The current findings support the importance
of subjective judgment of future time in intertemporal
preferences by introducing a factor that changes time
perception without directly changing the value of outcomes.
© 2012 by JOURNAL OF CONSUMER RESEARCH,
Inc.},
Doi = {10.1086/666464},
Key = {fds270580}
}
@article{fds270579,
Author = {Ferraro, R and Escalas, JE and Bettman, JR},
Title = {Our possessions, our selves: Domains of self-worth and the
possession-self link},
Journal = {Journal of Consumer Psychology},
Volume = {21},
Number = {2},
Pages = {169-177},
Publisher = {WILEY},
Year = {2011},
Month = {April},
ISSN = {1057-7408},
url = {http://dx.doi.org/10.1016/j.jcps.2010.08.007},
Abstract = {The extent to which a possession is linked to self is a
critical determinant of whether a possession elicits grief
if lost. We propose a framework for understanding the
formation of the possession-self link, arguing that a
possession's ability to represent the important domains on
which a person bases her self-worth affects the
possession-self link. We also show that dispositional
tendencies to incorporate possessions into the self moderate
this relationship, while the monetary value of the
possession does not affect the strength of the
possession-self link. © 2010 Society for Consumer
Psychology.},
Doi = {10.1016/j.jcps.2010.08.007},
Key = {fds270579}
}
@article{fds270578,
Author = {Cavanaugh, LA and Cutright, KM and Luce, MF and Bettman,
JR},
Title = {Hope, pride, and processing during optimal and nonoptimal
times of day.},
Journal = {Emotion (Washington, D.C.)},
Volume = {11},
Number = {1},
Pages = {38-46},
Year = {2011},
Month = {February},
url = {http://www.ncbi.nlm.nih.gov/pubmed/21401223},
Abstract = {We examine the conditions under which the distinct positive
emotions of hope versus pride facilitate more or less fluid
cognitive processing. Using individuals' naturally occurring
time of day preferences (i.e., morning vs. evening hours),
we show that specific positive emotions can differentially
influence processing resources. We argue that specific
positive emotions are more likely to influence processing
and behavior during nonoptimal times of day, when
association-based processing is more likely. We show in
three experiments that hope, pride, and a neutral state
differentially influence fluid processing on cognitive
tasks. Incidental hope facilitates fluid processing during
nonoptimal times of day (compared with pride and neutral),
improving performance on tasks requiring fluid intelligence
(Experiment 1) and increasing valuation estimates on tasks
requiring that preferences be constructed on the spot
(Experiments 2 and 3). We also provide evidence that these
differences in preference and valuation occur through a
process of increased imagination (Experiment 3). We
contribute to emotion theory by showing that different
positive emotions have different implications for processing
during nonoptimal times of day.},
Doi = {10.1037/a0022016},
Key = {fds270578}
}
@article{fds270577,
Author = {Malkoc, SA and Zauberman, G and Bettman, JR},
Title = {Unstuck from the concrete: Carryover effects of abstract
mindsets in intertemporal preferences},
Journal = {Organizational Behavior and Human Decision
Processes},
Volume = {113},
Number = {2},
Pages = {112-126},
Publisher = {Elsevier BV},
Year = {2010},
Month = {November},
ISSN = {0749-5978},
url = {http://dx.doi.org/10.1016/j.obhdp.2010.07.003},
Abstract = {Prior research has demonstrated that individuals show
decreasing levels of impatience as the delay of consumption
gets longer (i.e., present-bias). We examine the
psychological underpinnings of such present-biased
preferences by conceptualizing timing decisions as part of a
series of judgments. We propose that shifts in the
abstractness of processing (focusing on details vs. broad
aspects) triggered by aspects of an earlier (related or
unrelated) decision systematically influence the degree of
present-bias in subsequent decisions. The results of five
studies show that the processing mindset (concrete vs.
abstract) evoked in previous related and unrelated decisions
influences the level of construal evoked in subsequent
decisions and moderates the extent of present-bias without
changes in affect. We further show the default mindset is
concrete (displaying high present-bias) and thus the effect
of construal is eliminated when the subsequent intertemporal
task is inherently more abstract. © 2010.},
Doi = {10.1016/j.obhdp.2010.07.003},
Key = {fds270577}
}
@article{fds270574,
Author = {Venkatraman, V and Payne, JW and Bettman, JR and Luce, MF and Huettel,
SA},
Title = {Separate neural mechanisms underlie choices and strategic
preferences in risky decision making.},
Journal = {Neuron},
Volume = {62},
Number = {4},
Pages = {593-602},
Year = {2009},
Month = {May},
url = {http://www.ncbi.nlm.nih.gov/pubmed/19477159},
Abstract = {Adaptive decision making in real-world contexts often relies
on strategic simplifications of decision problems. Yet, the
neural mechanisms that shape these strategies and their
implementation remain largely unknown. Using an economic
decision-making task, we dissociate brain regions that
predict specific choices from those predicting an
individual's preferred strategy. Choices that maximized
gains or minimized losses were predicted by functional
magnetic resonance imaging activation in ventromedial
prefrontal cortex or anterior insula, respectively. However,
choices that followed a simplifying strategy (i.e.,
attending to overall probability of winning) were associated
with activation in parietal and lateral prefrontal cortices.
Dorsomedial prefrontal cortex, through differential
functional connectivity with parietal and insular cortex,
predicted individual variability in strategic preferences.
Finally, we demonstrate that robust decision strategies
follow from neural sensitivity to rewards. We conclude that
decision making reflects more than compensatory interaction
of choice-related regions; in addition, specific brain
systems potentiate choices depending on strategies, traits,
and context.},
Doi = {10.1016/j.neuron.2009.04.007},
Key = {fds270574}
}
@article{fds270573,
Author = {Ferraro, R and Bettman, JR and Chartrand, TL},
Title = {The power of strangers: The effect of incidental consumer
brand encounters on brand choice},
Journal = {Journal of Consumer Research},
Volume = {35},
Number = {5},
Pages = {729-741},
Publisher = {Oxford University Press (OUP)},
Year = {2009},
Month = {February},
ISSN = {0093-5301},
url = {http://dx.doi.org/10.1086/592944},
Abstract = {In the course of daily encounters with other consumers, an
individual may be incidentally exposed to various brands. We
refer to these situations as incidental consumer brand
encounters (ICBEs). This research examines how ICBEs
influence brand choice. Four studies provide evidence that
repeated exposure to simulated ICBEs increases choice of the
focal brand for people not aware of the brand exposure, that
perceptual fluency underlies these effects, and that these
effects are moderated by percevers' automatic responses to
the type of user observed with the brand. © 2008 by JOURNAL
OF CONSUMER RESEARCH, Inc.},
Doi = {10.1086/592944},
Key = {fds270573}
}
@article{fds270538,
Author = {Bond, SD and Bettman, JR and Luce, MF},
Title = {Consumer judgment from a dual-systems perspective: Recent
evidence and emerging issues},
Journal = {Review of Marketing Research},
Volume = {5},
Pages = {3-37},
Publisher = {Emerald Group Publishing Limited},
Year = {2009},
Month = {January},
ISSN = {1548-6435},
url = {http://dx.doi.org/10.1108/S1548-6435(2008)0000005005},
Abstract = {Researchers across a variety of psychological disciplines
have postulated the existence of two functional systems
underlying human judgment and reasoning. One system is
rapid, relatively unconscious, and based on associations;
the other is slower, consciously guided, and based on
symbolic manipulation. According to most conceptualizations,
the two systems operate in parallel, contributing
interdependently to decision outcomes. This chapter examines
recent developments in consumer behavior in terms of the
dual-systems paradigm. We first review a variety of proposed
frameworks, focusing on both their commonalities and their
domains of application. Next, we apply these frameworks to
review selected topics from the recent marketing literature.
Research on persuasion, metacognition, and immersive
experiences is examined through the lens of experiential and
analytical processing pathways. We close with a discussion
of emerging questions regarding the role of affect, the
existence of multiple attitudes, and the notion of
unconscious thought.},
Doi = {10.1108/S1548-6435(2008)0000005005},
Key = {fds270538}
}
@article{fds270575,
Author = {Yoon, C and Gonzalez, R and Bettman, JR},
Title = {Using fMRI to inform marketing research: Challenges and
opportunities},
Journal = {Journal of Marketing Research},
Volume = {46},
Number = {1},
Pages = {17-19},
Year = {2009},
Month = {January},
ISSN = {0022-2437},
Key = {fds270575}
}
@article{fds270576,
Author = {Zauberman, G and Kim, BK and Malkoc, SA and Bettman,
JR},
Title = {Discounting time and time discounting: Subjective time
perception and intertemporal preferences},
Journal = {Journal of Marketing Research},
Volume = {46},
Number = {4},
Pages = {543-556},
Publisher = {SAGE Publications},
Year = {2009},
Month = {January},
ISSN = {0022-2437},
url = {http://dx.doi.org/10.1509/jmkr.46.4.543},
Abstract = {Abstract Consumers often make decisions about outcomes and
events that occur over time. This research examines
consumers' sensitivity to the prospective duration relevant
to their decisions and the implications of such sensitivity
for intertemporal trade-offs, especially the degree of
present bias (i.e., hyperbolic discounting). The authors
show that participants' subjective perceptions of
prospective duration are not sufficiently sensitive to
changes in objective duration and are nonlinear and concave
in objective time, consistent with psychophysical
principles. More important, this lack of sensitivity can
explain hyperbolic discounting. The results replicate
standard hyperbolic discounting effects with respect to
objective time but show a relatively constant rate of
discounting with respect to subjective time perceptions. The
results are replicated between subjects (Experiment 1) and
within subjects (Experiments 2), with multiple time horizons
and multiple descriptors, and with different measurement
orders. Furthermore, the authors show that when duration is
primed, subjective time perception is altered (Experiment 4)
and hyperbolic discounting is reduced (Experiment 3). ©
2009, American Marketing Association.},
Doi = {10.1509/jmkr.46.4.543},
Key = {fds270576}
}
@article{fds338566,
Author = {Huettel, SA and Payne, JW},
Title = {Integrating neural and decision sciences: Convergence and
constraints},
Journal = {Journal of Marketing Research},
Volume = {46},
Number = {1},
Pages = {14-17},
Publisher = {SAGE Publications},
Year = {2009},
Month = {January},
url = {http://dx.doi.org/10.1509/jmkr.46.1.14},
Doi = {10.1509/jmkr.46.1.14},
Key = {fds338566}
}
@article{fds326246,
Author = {Bettman, JR and Prelec, D and Yoon, C},
Title = {Consumer Neuroscience: Current State of Knowledge and Future
Research Directions},
Journal = {ADVANCES IN CONSUMER RESEARCH, VOL XXXVI},
Volume = {36},
Pages = {817-817},
Publisher = {ASSOC CONSUMER RESEARCH},
Editor = {McGill, AL and Shavitt, S},
Year = {2009},
Month = {January},
Key = {fds326246}
}
@article{fds270572,
Author = {Payne, JW and Samper, A and Bettman, JR and Luce,
MF},
Title = {Boundary conditions on unconscious thought in complex
decision making.},
Journal = {Psychological science},
Volume = {19},
Number = {11},
Pages = {1118-1123},
Year = {2008},
Month = {November},
url = {http://www.ncbi.nlm.nih.gov/pubmed/19076483},
Abstract = {Should individuals delegate thinking about complex choice
problems to the unconscious? We tested two boundary
conditions on this suggestion. First, we found that in a
decision environment similar to those studied previously,
self-paced conscious thought and unconscious thought had
similar advantages over conscious thought constrained to a
long fixed time interval in terms of identifying the option
with the highest number of positive outcomes. Second, we
found that self-paced conscious thought performed better
than unconscious thought in a second decision environment
where performance depended to a greater extent on magnitudes
of the attributes. Thus, we argue that it is critical to
take into account the interaction of forms of processing
with task demands (choice environments) when considering how
to approach complex choice problems.},
Doi = {10.1111/j.1467-9280.2008.02212.x},
Key = {fds270572}
}
@article{fds270583,
Author = {Amaldoss, W and Bettman, JR and Payne, JW},
Title = {Biased but efficient: An investigation of coordination
facilitated by asymmetric dominance},
Journal = {Marketing Science},
Volume = {27},
Number = {5},
Pages = {903-921},
Publisher = {Institute for Operations Research and the Management
Sciences (INFORMS)},
Year = {2008},
Month = {September},
ISSN = {0732-2399},
url = {http://dx.doi.org/10.1287/mksc.1070.0352},
Abstract = {In several marketing contexts, strategic complementarity
between the actions of individual players demands that
players coordinate their decisions to reach efficient
outcomes. Yet coordination failure is a common occurrence.
We show that the well-established psychological phenomenon
of asymmetric dominance can facilitate coordination in two
experiments. Thus, we demonstrate a counterintuitive result:
A common bias in individual decision making can help players
to coordinate their decisions to obtain efficient outcomes.
Further, limited steps of thinking alone cannot account for
the observed asymmetric dominance effect. The effect appears
to be due to increased psychological attractiveness of the
dominating strategy, with our estimates of the incremental
attractiveness ranging from 3%-6%. A learning analysis
further clarifies that asymmetric dominance and adaptive
learning can guide players to an efficient outcome. © 2008
INFORMS.},
Doi = {10.1287/mksc.1070.0352},
Key = {fds270583}
}
@article{fds270571,
Author = {Bettman, JR and Luce, MF and Payne, JW},
Title = {Preference construction and preference stability: Putting
the pillow to rest},
Journal = {Journal of Consumer Psychology},
Volume = {18},
Number = {3},
Pages = {170-174},
Publisher = {WILEY},
Year = {2008},
Month = {July},
ISSN = {1057-7408},
url = {http://dx.doi.org/10.1016/j.jcps.2008.04.003},
Abstract = {We advocate a different approach to the important questions
that Simonson raises regarding preference construction.
First, we argue that existing literature both acknowledges
and addresses preference stability. In particular, we show
that stable preferences are not incompatible with theories
of preference construction. We note that construction can
influence experienced utility as well as prediction of
preference and argue that a careful analysis of stability
must allow for contextual influences in both these domains.
Finally, we note that Simonson's notion of 'inherent'
preferences is unclear, and we argue that a better way to
take up this important challenge is through existing
literatures providing insights into conditions leading to
preference stability. © 2008.},
Doi = {10.1016/j.jcps.2008.04.003},
Key = {fds270571}
}
@article{fds270570,
Author = {Tanner, RJ and Ferraro, R and Chartrand, TL and Bettman, JR and Van
Baaren, R},
Title = {Of chameleons and consumption: The impact of mimicry on
choice and preferences},
Journal = {Journal of Consumer Research},
Volume = {34},
Number = {6},
Pages = {754-766},
Publisher = {Oxford University Press (OUP)},
Year = {2008},
Month = {April},
ISSN = {0093-5301},
url = {http://dx.doi.org/10.1086/522322},
Abstract = {This article investigates the effect of mimicry on consumer
product consumption and appraisal. We propose and test two
paths via which mimicry may influence product preferences.
In the mimicking consumer path, we suggest that individuals
automatically mimic the consumption behaviors of other
people and that such mimicry then affects preferences toward
the product(s) consumed. In the mimicked consumer path, we
argue that being mimicked leads to increased prosociality,
which affects preferences for products presented in dyadic
interactions. Three studies confirm the two paths and
suggest that mimicry can indeed influence product
preferences. © 2007 by Journal of Consumer Research, Inc.
All rights reserved.},
Doi = {10.1086/522322},
Key = {fds270570}
}
@article{fds270540,
Author = {Payne, JW and Bettman, JR},
Title = {Walking with the Scarecrow: The Information-Processing
Approach to Decision Research},
Pages = {110-132},
Publisher = {BLACKWELL PUBLISHING LTD},
Year = {2008},
Month = {January},
url = {http://dx.doi.org/10.1002/9780470752937.ch6},
Doi = {10.1002/9780470752937.ch6},
Key = {fds270540}
}
@article{fds270569,
Author = {Zemack-Rugar, Y and Bettman, JR and Fitzsimons,
GJ},
Title = {The effects of nonconsciously priming emotion concepts on
behavior.},
Journal = {Journal of personality and social psychology},
Volume = {93},
Number = {6},
Pages = {927-939},
Year = {2007},
Month = {December},
ISSN = {0022-3514},
url = {http://www.ncbi.nlm.nih.gov/pubmed/18072846},
Abstract = {Current empirical evidence regarding nonconsciously priming
emotion concepts is limited to positively versus negatively
valenced affect. This article demonstrates that specific,
equally valenced emotion concepts can be nonconsciously
activated, remain inaccessible to conscious awareness, and
still affect behavior in an emotion-specific fashion. In
Experiment 1A, participants subliminally primed with guilty
emotion adjectives showed lower indulgence than did
participants subliminally primed with sad emotion
adjectives; even after the addition of a 5-min time delay,
these results were replicated in Experiment 1B. Participants
in the different priming conditions showed no differences in
their subjective emotion ratings and were unaware of the
emotion prime or concept activation. Experiments 2A and 2B
replicated these findings using a helping measure,
demonstrating that individuals primed with guilt adjectives
show more helping than do individuals primed with sadness
adjectives. In all studies, effects were moderated by
individuals' specific emotion-response habits and
characteristics.},
Doi = {10.1037/0022-3514.93.6.927},
Key = {fds270569}
}
@article{fds270566,
Author = {Cavanaugh, LA and Bettman, JR and Luce, MF and Payne,
JW},
Title = {Appraising the appraisal-tendency framework},
Journal = {Journal of Consumer Psychology},
Volume = {17},
Number = {3},
Pages = {169-173},
Publisher = {WILEY},
Year = {2007},
Month = {January},
ISSN = {1057-7408},
url = {http://dx.doi.org/10.1016/S1057-7408(07)70024-4},
Abstract = {This article considers the consumer research implications of
the Appraisal-Tendency Framework (ATF; Han, Lerner, &
Keltner, 2007). This article outlines how the ATF approach
could be applied to sequential consumer choices (e.g.,
effects of emotional responses to stockouts on later
decisions) and high-stakes decisions (e.g., medical
decisions). This article also proposes several areas in
which the ATF might be extended: examining complex sequences
of choices with emotional consequences, considering how
incidental and integral emotions interact, characterizing
how both evaluative and regulatory mechanisms may influence
the effects of emotion on judgment and choice, and extending
the range of positive emotions and appraisal dimensions
considered. Copyright © 2007, Lawrence Erlbaum Associates,
Inc.},
Doi = {10.1016/S1057-7408(07)70024-4},
Key = {fds270566}
}
@article{fds270567,
Author = {Wood, SL and Bettman, JR},
Title = {Predicting happiness: How normative feeling rules influence
(and even reverse) durability bias},
Journal = {Journal of Consumer Psychology},
Volume = {17},
Number = {3},
Pages = {188-201},
Publisher = {WILEY},
Year = {2007},
Month = {January},
ISSN = {1057-7408},
url = {http://dx.doi.org/10.1016/S1057-7408(07)70028-1},
Abstract = {Consumers' purchase decisions are often influenced by a
simple assessment of how long they expect an anticipated
purchase (e.g., buying a sports car or a new outfit) will
make them happy. Unfortunately, affective forecasts are
prone to durability bias (i.e., the overestimation of the
duration of felt emotions in response to a future event).
Here, this article suggests that normative beliefs, or
"feeling rules," often underlie emotion forecasts. This
account suggests that affective forecasts can be influenced
by external normative communications and that conditions
exist where affect duration may be underestimated rather
than overestimated - thus demonstrating a reversal of
durability bias. Such reversals occur when existing norms
advocate attenuated emotional responses (e.g., one should
not be overly impacted by minor setbacks or small
imperfections). This article discusses how marketers can
influence consumers' happiness forecasts by modifying
salient norms for consumer groups or product categories.
Copyright © 2007, Lawrence Erlbaum Associates,
Inc.},
Doi = {10.1016/S1057-7408(07)70028-1},
Key = {fds270567}
}
@article{fds270568,
Author = {Wyer, RS and Shavitt, S and Aaker, J and Childers, T and Kardes, FR and Peracchio, LA and Adaval, R and Fazio, R and Keller, PA and Pham, M and Alba, JW and Gorn, GJ and Lee, AY and Posavac, S and Albarracin, D and Greenwald, AG and Lutz, RJ and Priester, J and Barone, M and Haugtvedt,
CP and Lynch, JG and Rao, A and Batra, R and Heath, T and Maheswaran, D and Schumann, DW and Bearden, W and Herr, P and Mantel, S and Schwarz, N and Bettman, J and Hoch, SJ and McAlister, L and Sengupta, J and Brendl, M and Houston, M and McGill, AL and Shimp, TA and Burnkrant, R and Huber, J and Menon, G and Shiv, B and Chaiken, S and Iacobucci, D and Meyers-Levy, J and Shrum, LJ and Chakrvarti, D and Janiszewski, C and Mick, DG and Simonson, I and Chattopadhyay, A and Johar, G and Mitchell, A and Viswanathan, M and Chernev, A and John, DR and Mowen, J and White,
TB},
Title = {Research Dialogue},
Journal = {Journal of Consumer Psychology},
Volume = {16},
Number = {3},
Pages = {203-204},
Publisher = {WILEY},
Year = {2006},
Month = {January},
ISSN = {1057-7408},
url = {http://dx.doi.org/10.1207/s15327663jcp1603_1},
Doi = {10.1207/s15327663jcp1603_1},
Key = {fds270568}
}
@article{fds270564,
Author = {Escalas, JE and Bettman, JR},
Title = {Self-construal, reference groups, and brand
meaning},
Journal = {Journal of Consumer Research},
Volume = {32},
Number = {3},
Pages = {378-389},
Publisher = {Oxford University Press (OUP)},
Year = {2005},
Month = {December},
ISSN = {0093-5301},
url = {http://dx.doi.org/10.1086/497549},
Abstract = {We propose that consumers purchase brands in part to
construct their self-concepts and, in so doing, form
self-brand connections. We focus on reference groups as a
source of brand meaning. Results from two studies show that
brands with images consistent with an ingroup enhance
self-brand connections for all consumers, whereas brands
with images that are consistent with an outgroup have a
stronger negative effect on independent versus
interdependent consumers. We propose that this differential
effect is due to stronger self-differentiation goals for
consumers with more independent self-concepts. We also find
greater effects for more symbolic than for less symbolic
brands. © 2005 by JOURNAL OF CONSUMER RESEARCH,
Inc.},
Doi = {10.1086/497549},
Key = {fds270564}
}
@article{fds270565,
Author = {Shiv, B and Bechara, A and Levin, I and Alba, JW and Bettman, JR and Dube,
L and Isen, A and Mellers, B and Smidts, A and Grant, SJ and Mcgraw,
AP},
Title = {Decision neuroscience},
Journal = {Marketing Letters},
Volume = {16},
Number = {3-4},
Pages = {375-386},
Publisher = {Springer Nature},
Year = {2005},
Month = {December},
ISSN = {0923-0645},
url = {http://dx.doi.org/10.1007/s11002-005-5899-8},
Abstract = {This article presents an introduction to and analysis of an
emerging area of research, namely decision neuroscience,
whose goal is to integrate research in neuroscience and
behavioral decision making. The article includes an
exposition of (1) how the exponential accumulation of
knowledge in neuroscience can potentially enrich research on
decision making, (2) the range of techniques in neuroscience
that can be used to shed light on various decision making
phenomena, (3) examples of potential research in this
emerging area, and (4) some of the challenges readers need
to be cognizant of while venturing into this new area of
research. © 2005 Springer Science + Business Media,
Inc.},
Doi = {10.1007/s11002-005-5899-8},
Key = {fds270565}
}
@article{fds270562,
Author = {Ferraro, R and Shiv, B and Bettman, JR},
Title = {Let us eat and drink, for tomorrow we shall die: Effects of
mortality salience and self-esteem on self-regulation in
consumer choice},
Journal = {Journal of Consumer Research},
Volume = {32},
Number = {1},
Pages = {65-75},
Publisher = {Oxford University Press (OUP)},
Year = {2005},
Month = {June},
ISSN = {0093-5301},
url = {http://dx.doi.org/10.1086/429601},
Abstract = {We examine how making mortality salient affects consumer
choices. We develop a new theoretical framework predicting
when consumer behaviors will be more (less) indulgent when
mortality is salient, arguing that individuals focus more of
their limited self-regulatory resources on domains that are
important sources of self-esteem and less on domains that
are not important sources. In two domains, food choice and
charitable donations/socially conscious consumer behaviors,
high mortality salience led to less indulgent choices among
participants for whom that domain was an important source of
esteem and more indulgent choices for participants for whom
the domain was not an important esteem source. © 2005 by
JOURNAL OF CONSUMER RESEARCH, Inc.},
Doi = {10.1086/429601},
Key = {fds270562}
}
@article{fds270563,
Author = {Shirai, M and Bettman, JR},
Title = {Consumer expectations concerning timing and depth of the
next deal},
Journal = {Psychology and Marketing},
Volume = {22},
Number = {6},
Pages = {457-472},
Publisher = {WILEY},
Year = {2005},
Month = {June},
ISSN = {0742-6046},
url = {http://dx.doi.org/10.1002/mar.20068},
Abstract = {In this article, deal expectation is defined as the expected
length of time to the next deal that is similar to or better
than the current deal (ETND). It is argued that ETND
influences price evaluations in addition to any effect of
the perceived difference between the retail price and the
consumer's internal reference price (PPD). Two studies were
conducted by manipulating dealing patterns over time.
Results showed that ETND was affected by past dealing
patterns and by evaluation of the current deal relative to
the past. ETND becomes more important when the current deal
is rather unexpected than when it is the same as or similar
to past dealing patterns in terms of its discount depth.
Also, ETND influenced price evaluations as well as PPD. ©
2005 Wiley Periodicals, Inc.},
Doi = {10.1002/mar.20068},
Key = {fds270563}
}
@article{fds270561,
Author = {Escalas, JE and Bettman, JR},
Title = {You Are What They Eat: The Influence of Reference Groups on
Consumers' Connections to Brands},
Journal = {Journal of Consumer Psychology},
Volume = {13},
Number = {3},
Pages = {339-348},
Publisher = {WILEY},
Year = {2003},
Month = {January},
url = {http://dx.doi.org/10.1207/S15327663JCP1303_14},
Abstract = {The set of associations consumers have about a brand is an
important component of brand equity. In this article, we
focus on reference groups as a source of brand associations,
which can be linked to one's mental representation of self
to meet self-verification or self-enhancement goals. We
conceptualize this linkage at an aggregate level in terms of
self-brand connections, that is, the extent to which
individuals have incorporated a brand into their
self-concept. In 2 studies, we show that brands used by
member groups and aspiration groups can become connected to
consumers' mental representation of self as they use these
brands to define and create their self-concepts. Results
from Experiment 1 show that the degree to which member group
and aspiration group usage influences individual self-brand
connections is contingent on the degree to which the
individual belongs to a member group or wishes to belong to
an aspiration group. In Experiment 2, we found that for
individuals with self-enhancement goals, aspiration group
brand use has a greater impact on self-brand connections;
for individuals with self-verification goals, on the other
hand, member group use has a greater impact.},
Doi = {10.1207/S15327663JCP1303_14},
Key = {fds270561}
}
@article{fds270560,
Author = {Luce, MF and Payne, JW and Bettman, JR},
Title = {Coping with Unfavorable Attribute Values in
Choice.},
Journal = {Organizational behavior and human decision
processes},
Volume = {81},
Number = {2},
Pages = {274-299},
Year = {2000},
Month = {March},
ISSN = {0749-5978},
url = {http://www.ncbi.nlm.nih.gov/pubmed/10706817},
Abstract = {This paper examines how decision makers cope when faced with
trade-offs between a higher quality alternative and a lower
price alternative in situations where both alternatives
involve relatively unfavorable versus relatively favorable
values for quality. We hypothesize that choices between
alternatives defined by unfavorable quality values will
generate negative emotion, resulting in emotion-focused
coping behavior. Choosing the higher quality alternative
(i.e., maximizing the quality attribute in choice) appears
to function as a coping mechanism in these situations. These
apparently coping-motivated choice effects are found even
after methods are implemented to control for more cognitive
factors associated with manipulations of quality-attribute
value, such as the possibility that unfavorable attribute
values are associated with increased attribute ranges and
therefore increased relative importance for quality.
Copyright 2000 Academic Press.},
Doi = {10.1006/obhd.1999.2872},
Key = {fds270560}
}
@article{fds270559,
Author = {Luce, MF and Bettman, JR and Payne, JW},
Title = {Attribute Identities Matter: Subjective Perceptions of
Attribute Characteristics},
Journal = {Marketing Letters},
Volume = {11},
Number = {2},
Pages = {103-116},
Year = {2000},
Month = {January},
url = {http://dx.doi.org/10.1023/A:1008159022055},
Abstract = {Recent research indicates that attributes vary along
multiple dimensions with implications for how trade-offs are
resolved during choice. We present an exploratory study of
the dimensionality underlying naïve subjects' ratings of
attributes on the characteristics commonly discussed in the
literature on tradeoff resolution and decision difficulty.
Factor analysis of attribute characteristic assessments
indicates that subjects view decision attributes in a
multi-dimensional fashion, including an importance/loss
aversion dimension, an emotional potential/protection from
tradeoffs dimension, and a cognitive difficulty dimension.
These results suggest that a one-dimensional measure of
attribute characteristics, such as a standard attribute
importance rating, may obscure some factors determining
individual responses to attributes during decision
processing. However, the results also suggest that
developing a relatively succinct set of scales in order to
characterize the dimensions along which subjects respond to
attributes is a viable goal for future research.},
Doi = {10.1023/A:1008159022055},
Key = {fds270559}
}
@article{fds270557,
Author = {Luce, MF and Payne, JW and Bettman, JR},
Title = {Emotional trade-off difficulty and choice},
Journal = {Journal of Marketing Research},
Volume = {36},
Number = {2},
Pages = {143-159},
Publisher = {JSTOR},
Year = {1999},
Month = {January},
url = {http://dx.doi.org/10.2307/3152089},
Abstract = {In this article, the authors explore whether choice patterns
are sensitive to the potential of relevant trade-offs to
elicit negative emotion. Across three experiments, decision
makers increasingly use a choice strategy that maximizes
quality at the expense of some currency (usually price) when
the quality attribute is rated as more inherently
emotion-laden (Experiment 1) or involves losses rather than
gains (Experiments 2 and 3). These emotional trade-off
difficulty effects on choice are obtained even after
controlling for effects that are attributable to subjects'
relative importance weights for the quality versus currency
attributes. A fourth experiment validates that tasks
requiring losses (versus gains) on quality attributes are
assessed as particularly emotion-laden by naïve subjects.
Overall, it appears that coping with potentially
emotion-laden choice trade-offs is one factor influencing
consumer choice strategies. Thus, emotional trade-off
difficulty is a factor that marketers should consider when
attempting to predict and explain consumer choice patterns.
These conclusions are consistent with recent research that
argues that avoiding or otherwise coping with negative
emotion is an important goal that guides decision behavior
(e.g., Larrick 1993; Luce, Bettman, and Payne 1997; Simonson
1992).},
Doi = {10.2307/3152089},
Key = {fds270557}
}
@article{fds270558,
Author = {Payne, JW and Bettman, JR and Schkade, DA},
Title = {Measuring Constructed Preferences: Towards a Building
Code},
Journal = {Journal of Risk and Uncertainty},
Volume = {19},
Number = {1-3},
Pages = {243-270},
Year = {1999},
Month = {January},
url = {http://dx.doi.org/10.1023/a:1007843931054},
Abstract = {A "building code" for preference measurement is needed in a
world in which many expressions of preference are
constructed when people are asked a valuation question.
Construction of preferences means that preference
measurement is best viewed as architecture (building a set
of values) rather than as archaeology (uncovering existing
values). We describe potential faults in the process of
preference construction, offer guidelines for measuring
constructed preferences (a "building code") to mitigate
these faults, and discuss how the code must be sensitive to
the purpose of the valuation (design vs.
prediction).},
Doi = {10.1023/a:1007843931054},
Key = {fds270558}
}
@article{fds270556,
Author = {Bettman, JR and Luce, MF and Payne, JW},
Title = {Constructive consumer choice processes},
Journal = {Journal of Consumer Research},
Volume = {25},
Number = {3},
Pages = {187-217},
Publisher = {Oxford University Press (OUP)},
Year = {1998},
Month = {January},
url = {http://dx.doi.org/10.1086/209535},
Abstract = {Consumer decision making has been a focal interest in
consumer research, and consideration of current marketplace
trends (e.g., technological change, an information
explosion) indicates that this topic will continue to be
critically important. We argue that consumer choice is
inherently constructive. Due to limited processing capacity,
consumers often do not have well-defined existing
preferences, but construct them using a variety of
strategies contingent on task demands. After describing
constructive choice, consumer decision tasks, and decision
strategies, we provide an integrative framework for
understanding constructive choice, review evidence for
constructive consumer choice in light of that framework, and
identify knowledge gaps that suggest opportunities for
additional research.},
Doi = {10.1086/209535},
Key = {fds270556}
}
@article{fds270555,
Author = {Luce, MF and Bettman, JR and Payne, JW},
Title = {Choice processing in emotionally difficult
decisions.},
Journal = {Journal of experimental psychology. Learning, memory, and
cognition},
Volume = {23},
Number = {2},
Pages = {384-405},
Year = {1997},
Month = {March},
ISSN = {0278-7393},
url = {http://www.ncbi.nlm.nih.gov/pubmed/9080010},
Abstract = {Choice conflicts between one's important values may cause
negative emotion. This article extends the standard
effort-accuracy approach to explaining task influences on
decision processing by arguing that coping goals will
interact with effort minimization and accuracy maximization
goals for negatively emotion-laden decision tasks. These
coping goals may involve both a desire to process in a
thorough, accurate manner and a desire to avoid particularly
distressing aspects of processing. On the basis of this
extended framework, the authors hypothesized and found in 3
experiments that decision processing under increasing
negative emotion both becomes more extensive and proceeds
more by focusing on one attribute at a time. In particular,
increased negative emotion leads to more attribute-based
processing at the beginning of the decision process. The
results are inconsistent with views that negative emotion
acts only as an incentive or only as a source of decision
complexity.},
Doi = {10.1037//0278-7393.23.2.384},
Key = {fds270555}
}
@article{fds270554,
Author = {Payne, JW and Bettman, JR and Luce, MF},
Title = {When time is money: Decision behavior under opportunity-cost
time pressure},
Journal = {Organizational Behavior and Human Decision
Processes},
Volume = {66},
Number = {2},
Pages = {131-152},
Publisher = {Elsevier BV},
Year = {1996},
Month = {January},
url = {http://dx.doi.org/10.1006/obhd.1996.0044},
Abstract = {Decison-making dilemmas can arise because errors may result
either from deciding too soon or from delaying decisions too
long. Delay can result in lost opportunities or reductions
in payoffs from the most accurate decision. This paper
investigates decision processes in environments where there
is time stress due to the opportunity cost of delaying
decisions. First, using computer simulation, the relative
accuracy of alternative decision strategies is examined in
environments that differ in terms of the levels of
opportunity cost of delay. The lexicographic choice rule is
shown to be a very attractive decision process in situations
where there is opportunity-cost time pressure. Two
experiments test the adaptivity of actual decision behavior
to the presence or absence of opportunity-cost time pressure
along with variations in goals (accuracy emphasized vs.
effort savings emphasized), dispersion in probabilities or
weights across the outcomes of the choice options, and the
degree of correlation among the outcomes. Subjects were
generally adaptive to opportunity-cost time pressure.
However, failures in adaptivity were identified when choice
environment properties with conflicting implications for
adaptation were present simultaneously. In particular, under
opportunity-cost time pressure, subjects received a lower
expected payoff when the goal was to emphasize choice
accuracy than when the goal was to emphasize savings in
effort. The question of when adaptivity in decision making
might fail is discussed, © 1996 Academic Press,
Inc.},
Doi = {10.1006/obhd.1996.0044},
Key = {fds270554}
}
@article{fds270552,
Author = {Payne, JW and Bettman, JR and Johnson, EJ and Luce,
MF},
Title = {An Information Processing Perspective on
Choice},
Journal = {Psychology of Learning and Motivation - Advances in Research
and Theory},
Volume = {32},
Number = {C},
Pages = {137-175},
Publisher = {Elsevier},
Year = {1995},
Month = {January},
ISSN = {0079-7421},
url = {http://dx.doi.org/10.1016/S0079-7421(08)60309-6},
Abstract = {This chapter discusses that people use a variety of
strategies to solve decision problems, and it depends on the
properties of the choice task as to which strategies they
use. Selecting a particular strategy, or deciding how to
decide, results from a trade-off between desires for maximal
accuracy and minimal effort. Finally, although the use of
simplifying strategies can sometimes lead to errors, people
often are adaptive in their use of choice strategies: if not
always optimal, they are often intelligent decision makers.
Studies also support a theme of much recent decision
research that preferences for objects of any complexity are
often constructed not merely revealed-in the generation of a
response to a judgment or choice task. It suggests that
cognitive effort and coping with emotions play a role in
understanding how people construct responses to contingent
valuation questions, which are increasingly being used to
guide public policy decisions. Studies of decision behavior
have been enriched by the concepts and methods of cognitive
psychology. Ideas about the topics of contingent strategy
selection, constructive preferences, and the effects of
emotion on information processing during choice can enrich
research in other areas of cognition. © 1995, Academic
Press Inc.},
Doi = {10.1016/S0079-7421(08)60309-6},
Key = {fds270552}
}
@article{fds311873,
Author = {Payne, JW and Bettmanm, JR},
Title = {The costs and benefits of alternative measures of search
behavior: Comments on Böckenholt and Hynan},
Journal = {Journal of Behavioral Decision Making},
Volume = {7},
Number = {2},
Pages = {119-122},
Publisher = {WILEY},
Year = {1994},
Month = {January},
ISSN = {0894-3257},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:A1994NG86600003&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Doi = {10.1002/bdm.3960070204},
Key = {fds311873}
}
@article{fds311866,
Author = {Sujan, M and Bettman, JR and Baumgartner, H},
Title = {Influencing Consumer Judgments Using Autobiographical
Memories: A Self-Referencing Perspective},
Journal = {Journal of Marketing Research},
Volume = {30},
Number = {4},
Pages = {422-422},
Publisher = {JSTOR},
Year = {1993},
Month = {November},
ISSN = {0022-2437},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:A1993MG96600004&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Doi = {10.2307/3172688},
Key = {fds311866}
}
@article{fds270553,
Author = {Bettman, JR and Johnson, EJ and Luce, MF and Payne,
JW},
Title = {Correlation, Conflict, and Choice},
Journal = {Journal of Experimental Psychology: Learning, Memory, and
Cognition},
Volume = {19},
Number = {4},
Pages = {931-951},
Publisher = {American Psychological Association (APA)},
Year = {1993},
Month = {January},
ISSN = {0278-7393},
url = {http://dx.doi.org/10.1037/0278-7393.19.4.931},
Abstract = {We examined the degree to which individuals adapt their
decision processes to the degree of interattribute
correlation and conflict characterizing a decision problem.
On the basis of an effort-accuracy framework for adaptive
decision making, we predicted that the more negatively
correlated the attribute structure, the more people will use
strategies that process much of the relevant information and
make trade-offs. A computer simulation study supported these
predictions, and two experiments using process-tracing
techniques to monitor information acquisition indicated that
individuals did indeed respond to interattribute correlation
by shifting their processing strategies in ways that are
adaptive according to the effort-accuracy framework. In
particular, they faced conflict rather than avoided it and
generally processed more information, were less selective,
and showed more alternative-based processing in negatively
correlated environments.},
Doi = {10.1037/0278-7393.19.4.931},
Key = {fds270553}
}
@article{fds311875,
Author = {BETTMAN, JR},
Title = {THE DECISION-MAKER WHO CAME IN FROM THE COLD},
Journal = {ADVANCES IN CONSUMER RESEARCH},
Volume = {20},
Pages = {7-11},
Publisher = {ASSOC CONSUMER RESEARCH},
Year = {1993},
Month = {January},
ISSN = {0098-9258},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:A1993LM67400002&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Key = {fds311875}
}
@article{fds270550,
Author = {Payne, JW and Bettman, JR and Coupey, E and Johnson,
EJ},
Title = {A constructive process view of decision making: Multiple
strategies in judgment and choice},
Journal = {Acta Psychologica},
Volume = {80},
Number = {1-3},
Pages = {107-141},
Publisher = {Elsevier BV},
Year = {1992},
Month = {January},
ISSN = {0001-6918},
url = {http://dx.doi.org/10.1016/0001-6918(92)90043-D},
Abstract = {A viewpoint that has recently emerged in decision research
is that preferences for objects of any complexity are often
constructed - not merely revealed - in generating a response
to a judgement or choice task. This paper reviews a program
of research that traces the constructiveness of preferences
to the use of multiple strategies in decision making,
contingent on task demands. It is argued that individuals
often build strategies opportunistically, changing their
processing on the spot depending upon the information they
encounter during the course of solving the decision problem.
© 1992.},
Doi = {10.1016/0001-6918(92)90043-D},
Key = {fds270550}
}
@article{fds270551,
Author = {Payne, JW and Bettman, JR and Johnson, EJ},
Title = {Behavioral decision research: A constructive processing
perspective},
Journal = {Annual Review of Psychology},
Volume = {43},
Number = {1},
Pages = {87-131},
Publisher = {ANNUAL REVIEWS},
Year = {1992},
Month = {January},
ISSN = {0066-4308},
url = {http://dx.doi.org/10.1146/annurev.ps.43.020192.000511},
Doi = {10.1146/annurev.ps.43.020192.000511},
Key = {fds270551}
}
@article{fds311857,
Author = {Baumgartner, H and Sujan, M and Bettman, JR},
Title = {Autobiographical Memories, Affect, and Consumer Information
Processing},
Journal = {Journal of Consumer Psychology},
Volume = {1},
Number = {1},
Pages = {53-82},
Publisher = {Wiley},
Year = {1992},
Month = {January},
ISSN = {1057-7408},
url = {http://dx.doi.org/10.1016/S1057-7408(08)80045-9},
Abstract = {The results of three experiments suggest that consumers'
autobiographical memories involving products and product
usage experiences are affectively charged. Furthermore, the
three experiments demonstrate that the retrieval of
autobiographical memories impacts information processing.
When autobiographical memories are evoked, there is reduced
analysis of product information. There is also clear
evidence that cuing autobiographical memories influences ad
evaluations. Support for the notion that the affect
generated by cuing autobiographical memories influences
brand evaluations is weaker. Also, the results demonstrate
that autobiographical memories are naturally and
spontaneously evoked in response to some types of ads and
generate feelings of empathy for the characters and
situations in the ad. Thus, together the experiments suggest
an avenue for impacting consumer judgments that has not been
investigated previously. © 1992, Lawrence Erlbaum
Associates, Inc.. All rights reserved.},
Doi = {10.1016/S1057-7408(08)80045-9},
Key = {fds311857}
}
@article{fds270549,
Author = {Sujan, H and Sujan, M and Bettman, JR},
Title = {The practical know-how of selling: Differences in knowledge
content between more-effective and less-effective
performers},
Journal = {Marketing Letters},
Volume = {2},
Number = {4},
Pages = {367-378},
Publisher = {Springer Nature America, Inc},
Year = {1991},
Month = {November},
ISSN = {0923-0645},
url = {http://dx.doi.org/10.1007/BF00664223},
Abstract = {Results of both cross-sectional and longitudinal studies of
salespeople indicate that more effective and less effective
salespeople differ systematically in their knowledge of
sales strategies, and to a lesser extent in their knowledge
of customer characteristics. For the sales situation
examined, more effective salespeople use specific, problem
solving-oriented strategies to sell to customers and
underlying, functional characteristics to describe
customers; less effective salespeople use global,
relationship-oriented strategies to sell to customers and
surface structure, less functional characteristics to
describe customers. © 1991 Kluwer Academic
Publishers.},
Doi = {10.1007/BF00664223},
Key = {fds270549}
}
@article{fds270546,
Author = {Bettman, JR and Johnson, EJ and Payne, JW},
Title = {A componential analysis of cognitive effort in
choice},
Journal = {Organizational Behavior and Human Decision
Processes},
Volume = {45},
Number = {1},
Pages = {111-139},
Publisher = {Elsevier BV},
Year = {1990},
Month = {January},
ISSN = {0749-5978},
url = {http://dx.doi.org/10.1016/0749-5978(90)90007-V},
Abstract = {We examine the effort required to execute decision
strategies and propose a set of elementary information
processes (EIPs) (e.g., reads, additions, comparisons) as a
common language for describing these strategies. Based upon
these component processes, a model for measuring the effort
required to execute a decision strategy is proposed which
suggests that effort is a weighted sum of EIPs. We test
several variants of this model by attempting to predict
decision latencies and subjective reports of effort. The
proposed weighted EIP model provides good predictions for
response time and subjective effort, and estimates of the
time and effort associated with each EIP seem plausible and
consistent with those found in other cognitive tasks. The
time and effort required by each EIP do not vary
substantially across rules; however, there are significant
individual differences. On balance, the EIP approach to
conceptualizing and measuring the effort of executing a
choice strategy receives strong support. ©
1990.},
Doi = {10.1016/0749-5978(90)90007-V},
Key = {fds270546}
}
@article{fds270548,
Author = {Payne, JW and Johnson, EJ and Bettman, JR and Coupey,
E},
Title = {Understanding Contingent Choice: A Computer Simulation
Approach},
Journal = {IEEE Transactions on Systems, Man and Cybernetics},
Volume = {20},
Number = {2},
Pages = {296-309},
Publisher = {Institute of Electrical and Electronics Engineers
(IEEE)},
Year = {1990},
Month = {January},
url = {http://dx.doi.org/10.1109/21.52541},
Abstract = {When making choices, people use a variety of information
processing strategies, contingent upon a number of task and
context variables. An approach to investigating contingent
decision behavior using an effort/accuracy framework,
production system modeling of decision strategies, and
Monte-Carlo simulation to explore the interactions of task
properties with decision heuristics (strategies) is
illustrated. The simulation results suggest that the
contingent use of choice heuristics may often yield
relatively high levels of decision accuracy with substantial
savings in effort. The paper ends with a discussion of how
the use of heuristics may vary during the course of the
decision episode as the structure of the task is learned. In
addition, ways to opportunistically exploit the task
structure to simplify processing while still producing good
decisions are identified. © 1990 IEEE},
Doi = {10.1109/21.52541},
Key = {fds270548}
}
@article{fds311858,
Author = {Creyer, EH and Bettman, JR and Payne, JW},
Title = {The Impact of accuracy and effort feedback and goals on
adaptive decision behavior},
Journal = {Journal of Behavioral Decision Making},
Volume = {3},
Number = {1},
Pages = {1-16},
Publisher = {WILEY},
Year = {1990},
Month = {January},
ISSN = {0894-3257},
url = {http://dx.doi.org/10.1002/bdm.3960030102},
Abstract = {This paper examines the impact of accuracy feedback, effort
feedback, and emphasis on either a goal of maximizing
accuracy relative to effort or minimizing effort relative to
accuracy on decision processes. Feedback on the accuracy of
decisions leads to more normative‐like processing of
information and improved performance only in the most
difficult problems, i.e., decisions with low dispersion in
attribute weights. Explicit effort feedback has almost no
impact on processing or performance. The impact of the goal
manipulation on decision processes was found to be
consistent with the shift in strategies predicted by an
effort/accuracy model of strategy selection. In particular,
a goal of emphasizing accuracy led to more normative‐like
processing, while emphasis on effort led to less extensive,
more selective, and more attribute‐based processing and
poorer performance. These results provide perhaps the
clearest evidence to date of the effect of goals on
processing differences. Complex interactive relationships
between types of feedback and goal structures suggest the
need for additional study of feedback and goals on adaptive
decision behavior. Copyright © 1990 John Wiley & Sons,
Ltd.},
Doi = {10.1002/bdm.3960030102},
Key = {fds311858}
}
@article{fds326254,
Author = {Sujan, M and Bettman, JR},
Title = {The Effects of Brand Positioning Strategies on Consumers'
Brand and Category Perceptions: Some Insights from Schema
Research},
Journal = {Journal of Marketing Research},
Volume = {26},
Number = {4},
Pages = {454-454},
Publisher = {JSTOR},
Year = {1989},
Month = {November},
url = {http://dx.doi.org/10.2307/3172765},
Doi = {10.2307/3172765},
Key = {fds326254}
}
@article{fds311868,
Author = {Sujan, H and Sujan, M and Bettman, JR},
Title = {Knowledge Structure Differences between More Effective and
Less Effective Salespeople},
Journal = {Journal of Marketing Research},
Volume = {25},
Number = {1},
Pages = {81-81},
Publisher = {JSTOR},
Year = {1988},
Month = {February},
ISSN = {0022-2437},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:A1988L905200008&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Doi = {10.2307/3172927},
Key = {fds311868}
}
@article{fds270544,
Author = {Payne, JW and Bettman, JR and Johnson, EJ},
Title = {Adaptive Strategy Selection in Decision Making},
Journal = {Journal of Experimental Psychology: Learning, Memory, and
Cognition},
Volume = {14},
Number = {3},
Pages = {534-552},
Publisher = {American Psychological Association (APA)},
Year = {1988},
Month = {January},
ISSN = {0278-7393},
url = {http://dx.doi.org/10.1037/0278-7393.14.3.534},
Abstract = {The role of effort and accuracy in the adaptive use of
decision processes is examined. A computer simulation using
the concept of elementary information processes identified
heuristic choice strategies that approximate the accuracy of
normative procedures while saving substantial effort.
However, no single heuristic did well across all task and
context conditions. Of particular interest was the finding
that under time constraints, several heuristics were more
accurate than a truncated normative procedure. Using a
process-tracing technique that monitors information
acquisition behaviors, two experiments tested how closely
the efficient processing patterns for a given decision
problem identified by the simulation correspond to the
actual processing behavior exhibited by subjects. People
appear highly adaptive in responding to changes in the
structure of the available alternatives and to the presence
of time pressure. In general, actual behavior corresponded
to the general patterns of efficient processing identified
by the simulation. Finally, learning of effort and accuracy
trade-offs are discussed.},
Doi = {10.1037/0278-7393.14.3.534},
Key = {fds270544}
}
@article{fds270547,
Author = {Johnson, EJ and Payne, JW and Bettman, JR},
Title = {Information displays and preference reversals},
Journal = {Organizational Behavior and Human Decision
Processes},
Volume = {42},
Number = {1},
Pages = {1-21},
Publisher = {Elsevier BV},
Year = {1988},
Month = {January},
ISSN = {0749-5978},
url = {http://dx.doi.org/10.1016/0749-5978(88)90017-9},
Abstract = {Preference reversals occur when a decision maker prefers one
option to another in one response mode but reverses that
ordering when preferences are elicited in another response
mode. We report the results of two experiments which
significantly impact the frequency of preference reversals.
Specifically, when the probabilities are displayed in a
format which appears harder to process, the frequency of
reversals is increased. Process-tracing evidence suggests
that decision-makers also shifted information processing
strategies as a function of information format. We discuss
the implications for theories of preference reversals and
strategy selection, and for the design of information
displays. © 1988.},
Doi = {10.1016/0749-5978(88)90017-9},
Key = {fds270547}
}
@article{fds311859,
Author = {Bettman, JR and Creyer, EH and John, DR and Scott,
CA},
Title = {Covariation assessment in rank order data},
Journal = {Journal of Behavioral Decision Making},
Volume = {1},
Number = {4},
Pages = {239-254},
Publisher = {WILEY},
Year = {1988},
Month = {January},
ISSN = {0894-3257},
url = {http://dx.doi.org/10.1002/bdm.3960010404},
Abstract = {Two experiments were conducted to investigate how
individuals assess covariation with rank order data. In both
studies, subjects were given sets of rank order data, each
set consisting of ten items ranked on two characteristics,
and were asked to estimate the degree of relationship for
each set. Contrary to previous research, subjects' estimates
of covariation in this task were quite sensitive to actual
levels of correlation in the data and remained unaffected by
simple variations in the way rank order data were presented.
More importantly, it appeared that this sensitivity to
covariation was due likely to the use of a simple heuristic
referred to here as the total discrepancy heuristic. These
findings are discussed in terms of the availability of
simple heuristics in rank‐ordered versus other types of
data and the consequences of using such heuristics in
decision‐making contexts. Copyright © 1988 John Wiley &
Sons, Ltd.},
Doi = {10.1002/bdm.3960010404},
Key = {fds311859}
}
@article{fds311885,
Author = {Bettman, JR and Sujan, M},
Title = {Effects of Framing on Evaluation of Comparable and
Noncomparable Alternatives by Expert and Novice
Consumers},
Journal = {Journal of Consumer Research},
Volume = {14},
Number = {2},
Pages = {141-141},
Publisher = {Oxford University Press (OUP)},
Year = {1987},
Month = {September},
ISSN = {0093-5301},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:A1987K073400001&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Doi = {10.1086/209102},
Key = {fds311885}
}
@article{fds311874,
Author = {Sujan, M and Bettman, JR and Sujan, H},
Title = {Effects of Consumer Expectations on Information Processing
in Selling Encounters},
Journal = {Journal of Marketing Research},
Volume = {23},
Number = {4},
Pages = {346-346},
Publisher = {JSTOR},
Year = {1986},
Month = {November},
ISSN = {0022-2437},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:A1986E548600004&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Doi = {10.2307/3151810},
Key = {fds311874}
}
@article{fds311880,
Author = {John, DR and Scott, CA and Bettman, JR},
Title = {Sampling Data for Covariation Assessment: The Effect of
Prior Beliefs on Search Patterns},
Journal = {Journal of Consumer Research},
Volume = {13},
Number = {1},
Pages = {38-38},
Publisher = {Oxford University Press (OUP)},
Year = {1986},
Month = {June},
ISSN = {0093-5301},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:A1986C528700004&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Doi = {10.1086/209046},
Key = {fds311880}
}
@article{fds311871,
Author = {BETTMAN, JR and PAYNE, JW and STAELIN, R},
Title = {COGNITIVE CONSIDERATIONS IN DESIGNING EFFECTIVE LABELS FOR
PRESENTING RISK INFORMATION},
Journal = {JOURNAL OF PUBLIC POLICY & MARKETING},
Volume = {5},
Pages = {1-28},
Publisher = {AMER MARKETING ASSOC},
Year = {1986},
Month = {January},
ISSN = {0743-9156},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:A1986H318200001&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Key = {fds311871}
}
@article{fds311860,
Author = {Bettman, JR and Roedder John and D and Scott, CA},
Title = {covariation assessment by consumers},
Journal = {Journal of Consumer Research},
Volume = {13},
Number = {3},
Pages = {316-326},
Publisher = {Oxford University Press (OUP): Policy R},
Year = {1986},
ISSN = {1537-5277},
Key = {fds311860}
}
@article{fds338568,
Author = {BETTMAN, JR and JOHN, DR and SCOTT, CA},
Title = {CONSUMERS ASSESSMENT OF COVARIATION},
Journal = {ADVANCES IN CONSUMER RESEARCH},
Volume = {11},
Pages = {466-471},
Publisher = {ASSN CONSUMER RES},
Year = {1984},
Month = {January},
Key = {fds338568}
}
@article{fds311867,
Author = {Bettman, JR and Weitz, BA},
Title = {Attributions in the Board Room: Causal Reasoning in
Corporate Annual Reports},
Journal = {Administrative Science Quarterly},
Volume = {28},
Number = {2},
Pages = {165-165},
Publisher = {JSTOR},
Year = {1983},
Month = {June},
ISSN = {0001-8392},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:A1983QS07100001&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Doi = {10.2307/2392616},
Key = {fds311867}
}
@article{fds311881,
Author = {Bettman, JR and Park, CW},
Title = {Effects of Prior Knowledge and Experience and Phase of the
Choice Process on Consumer Decision Processes: A Protocol
Analysis},
Journal = {Journal of Consumer Research},
Volume = {7},
Number = {3},
Pages = {234-234},
Publisher = {Oxford University Press (OUP)},
Year = {1980},
Month = {December},
ISSN = {0093-5301},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:A1980KX79100003&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Doi = {10.1086/208812},
Key = {fds311881}
}
@article{fds311882,
Author = {Bettman, JR and Zins, MA},
Title = {Information Format and Choice Task Effects in Decision
Making},
Journal = {Journal of Consumer Research},
Volume = {6},
Number = {2},
Pages = {141-141},
Publisher = {Oxford University Press (OUP)},
Year = {1979},
Month = {September},
ISSN = {0093-5301},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:A1979HQ75200005&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Doi = {10.1086/208757},
Key = {fds311882}
}
@article{fds311876,
Author = {BURKE, M and BELCH, GE and LUTZ, RJ and BETTMAN, JR},
Title = {Affirmative Disclosure In Home Purchasing},
Journal = {Journal of Consumer Affairs},
Volume = {13},
Number = {2},
Pages = {297-310},
Publisher = {WILEY},
Year = {1979},
Month = {January},
ISSN = {0022-0078},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:A1979JE71700009&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {This paper investigates significant gaps in the information
available to prospective home buyers as perceived by recent
purchasers. The gaps in available information perceived by
recent purchasers included the fair value of the house, its
structural condition, and the ambience of the neighborhood.
It was found that independent or personal sources were used
for subjective information while objective data tended to be
obtained from marketer‐dominated sources. Copyright ©
1979, Wiley Blackwell. All rights reserved},
Doi = {10.1111/j.1745-6606.1979.tb00146.x},
Key = {fds311876}
}
@article{fds311869,
Author = {Bettman, JR},
Title = {Memory Factors in Consumer Choice: A Review},
Journal = {Journal of Marketing},
Volume = {43},
Number = {2},
Pages = {37-37},
Publisher = {SAGE Publications},
Year = {1979},
ISSN = {0022-2429},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:A1979GW46300005&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Doi = {10.2307/1250740},
Key = {fds311869}
}
@article{fds311883,
Author = {Bettman, JR and Zins, MA},
Title = {Constructive Processes in Consumer Choice},
Journal = {Journal of Consumer Research},
Volume = {4},
Number = {2},
Pages = {75-75},
Publisher = {Oxford University Press (OUP)},
Year = {1977},
Month = {September},
ISSN = {0093-5301},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:A1977DY29100002&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Doi = {10.1086/208682},
Key = {fds311883}
}
@article{fds311884,
Author = {Bettman, JR and Kakkar, P},
Title = {Effects of Information Presentation Format on Consumer
Information Acquisition Strategies},
Journal = {Journal of Consumer Research},
Volume = {3},
Number = {4},
Pages = {233-233},
Publisher = {Oxford University Press (OUP)},
Year = {1977},
Month = {March},
ISSN = {0093-5301},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:A1977DB50800007&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Doi = {10.1086/208672},
Key = {fds311884}
}
@article{fds311879,
Author = {Bettman, JR},
Title = {Issues in Designing Consumer Information
Environments},
Journal = {Journal of Consumer Research},
Volume = {2},
Number = {3},
Pages = {169-169},
Publisher = {Oxford University Press (OUP)},
Year = {1975},
Month = {December},
ISSN = {0093-5301},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:A1975BB59500003&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Doi = {10.1086/208629},
Key = {fds311879}
}
@article{fds270545,
Author = {Bettman, JR},
Title = {Information integration in consumer risk perception: A
comparison of two models of component conceptualization},
Journal = {Journal of Applied Psychology},
Volume = {60},
Number = {3},
Pages = {381-385},
Publisher = {American Psychological Association (APA)},
Year = {1975},
Month = {June},
ISSN = {0021-9010},
url = {http://dx.doi.org/10.1037/h0076623},
Abstract = {Rules used for integrating components of risk into an
overall risk rating were examined for 60 undergraduates
using N. H. Anderson's 1970 information integration
methodology. 30 Ss received stimuli based on a model of risk
components developed by J. R. Bettman (1973) and 30 received
stimuli based on S. M. Cunningham's (1967)
conceptualization. Results indicate that the theoretically
expected combination rule, multiplication of components, was
not upheld for either model. The Bettman model, although
graphically displaying a diverging fan (multiplicative
combination), showed a significant residual interaction
after the bilinear portion of the interaction was removed.
The Cunningham model showed a converging graphical pattern
opposite to that expected, supporting a differential
weighted averaging model. The development of a theoretical
basis for models of consumer risk perception is proposed as
a necessary step for future research. (15 ref) (PsycINFO
Database Record (c) 2006 APA, all rights reserved). © 1975
American Psychological Association.},
Doi = {10.1037/h0076623},
Key = {fds270545}
}
@article{fds311872,
Author = {Bettman, JR and Capon, N and Lutz, RJ},
Title = {Cognitive Algebra in Multi-Attribute Attitude
Models},
Journal = {Journal of Marketing Research},
Volume = {12},
Number = {2},
Pages = {151-151},
Publisher = {JSTOR},
Year = {1975},
Month = {May},
ISSN = {0022-2437},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:A1975AA44500004&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Doi = {10.2307/3150437},
Key = {fds311872}
}
@article{fds311886,
Author = {Bettman, JR and Capon, N and Lutz, RJ},
Title = {Multiattribute Measurement Models and Multiattribute
Attitude Theory: A Test of Construct Validity},
Journal = {Journal of Consumer Research},
Volume = {1},
Number = {4},
Pages = {1-1},
Publisher = {Oxford University Press (OUP)},
Year = {1975},
Month = {March},
ISSN = {0093-5301},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:A1975AG20800001&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Doi = {10.1086/208602},
Key = {fds311886}
}
@article{fds311870,
Author = {Bettman, JR and Capon, N and Lutz, RJ},
Title = {Information processing in attitude formation and
change},
Journal = {Communication Research},
Volume = {2},
Number = {3},
Pages = {267-278},
Publisher = {SAGE Publications},
Year = {1975},
Month = {January},
ISSN = {0093-6502},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:A1975AM31800007&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Doi = {10.1177/009365027500200307},
Key = {fds311870}
}
@article{fds311887,
Author = {Nakanishi, M and Bettman, JR},
Title = {Attitude Models Revisited: An Individual Level
Analysis.},
Journal = {Journal of Consumer Research},
Volume = {1},
Number = {3},
Pages = {16-21},
Year = {1974},
Month = {December},
Key = {fds311887}
}
@article{fds311888,
Author = {Bettman, JR},
Title = {Toward a Statistics for Consumer Decision Net
Models.},
Journal = {Journal of Consumer Research},
Volume = {1},
Number = {1},
Pages = {71-80},
Year = {1974},
Month = {June},
Key = {fds311888}
}
@article{fds270542,
Author = {Bettman, JR},
Title = {Relationship of information-processing attitude structures
to private brand purchasing behavior},
Journal = {Journal of Applied Psychology},
Volume = {59},
Number = {1},
Pages = {79-83},
Publisher = {American Psychological Association (APA)},
Year = {1974},
Month = {February},
ISSN = {0021-9010},
url = {http://dx.doi.org/10.1037/h0035817},
Abstract = {Used variables related to consumer information-processing
models and consumer attitude structures to discriminate
between private and nonprivate brand purchasers.
Discriminant analysis was used to derive discriminant
functions and to classify Ss (123 housewives). Variables
reflecting lower risk and greater information were
associated with private brand choices. Approximately 80% of
the Ss in the 3 product classes studied (paper towels,
aspirin, and margarine) were correctly classified. A
scrambled sample validation procedure supported the results.
Arguments for the general usefulness of an
information-processing and decision-structure-oriented
approach are presented. (15 ref) (PsycINFO Database Record
(c) 2006 APA, all rights reserved). © 1974 American
Psychological Association.},
Doi = {10.1037/h0035817},
Key = {fds270542}
}
@article{fds311861,
Author = {Bettman, JR and Nakanishi, M},
Title = {The Interrelationships Among Perceived Risk, Information,
and the Acceptable Brand Set},
Journal = {Journal of Business Administration},
Volume = {5},
Number = {1},
Pages = {37-49},
Publisher = {University of British Columbia},
Year = {1973},
Key = {fds311861}
}
@article{fds311862,
Author = {Bettman, JR},
Title = {Perceived Price and Product Perceptual Variables},
Journal = {Journal of Marketing Research},
Volume = {10},
Number = {1},
Pages = {100-102},
Publisher = {American Marketing Association},
Year = {1973},
ISSN = {1547-7193},
Key = {fds311862}
}
@article{fds311877,
Author = {Bettman, JR and Jones, JM},
Title = {Formal Models of Consumer Behavior: A Conceptual
Overview.},
Journal = {Journal of Business},
Volume = {45},
Number = {4},
Year = {1972},
Month = {October},
Key = {fds311877}
}
@article{fds270543,
Author = {Bettman, JR},
Title = {Measuring individuals' priorities for national goals: A
methodology and empirical example},
Journal = {Policy Sciences},
Volume = {2},
Number = {4},
Pages = {373-390},
Publisher = {Springer Nature},
Year = {1971},
Month = {December},
ISSN = {0032-2687},
url = {http://dx.doi.org/10.1007/BF01406138},
Abstract = {This study suggests a methodology for measuring individuals'
priorities for national goals on an interval scale and
multivariate procedures for interpreting such scale values.
The scaling procedure used is a paired comparison paradigm
developed by Bechtel. This scaling procedure is outlined and
a test-retest procedure developed by Bechtel is discussed.
Multivariate analysis of variance, discriminant analysis,
and cluster analytic procedures are then outlined for
gaining policy insights from the scale value data. Finally,
the above methodology is applied to an empirical example
carried out in 1970 concerning national priorities for eight
possible national goals. Extensions of the technique and
further areas of application are proposed. © 1971 Elsevier
Publishing Company.},
Doi = {10.1007/BF01406138},
Key = {fds270543}
}
@article{fds311878,
Author = {Bettman, JR},
Title = {A Graph Theory Approach to Comparing Consumer Information
Processing Models},
Journal = {Management Science},
Volume = {18},
Number = {4-Part-II},
Year = {1971},
Month = {December},
Abstract = {This study argues the need for, and then develops, some
graph theoretic approaches for comparing complex information
processing models of individual decisions. Two similarity
coefficients are proposed, and a coefficient based on path
and reachability structure is shown to be preferable. Some
properties of this coefficient are outlined, as well as a
computational method. The coefficient is applied to actual
information processing models of consumer choice and stock
selection. The results of this application are interpreted
for insights into process structure, stability of decision
processes over time, and possibilities of developing
process-oriented typologies. Finally, problems and prospects
for this type of approach are assessed.},
Key = {fds311878}
}
@article{fds311863,
Author = {Bettman, JR},
Title = {The Structure of Consumer Choice Processes},
Journal = {Journal of Marketing Research},
Volume = {8},
Number = {4},
Pages = {465-471},
Publisher = {American Marketing Association},
Year = {1971},
ISSN = {1547-7193},
Key = {fds311863}
}
@article{fds311864,
Author = {Bettman, JR},
Title = {Information Processing Models of Consumer
Behavior},
Journal = {Journal of Marketing Research},
Volume = {7},
Number = {3},
Pages = {370-376},
Publisher = {American Marketing Association},
Year = {1970},
ISSN = {1547-7193},
Key = {fds311864}
}
%% Books
@book{fds270535,
Author = {Luce, MF and Bettman, JR and Payne, JW},
Title = {Tradeoff Difficulty: Determinants and Consequences for
Consumer Decisions},
Volume = {1},
Year = {2001},
Key = {fds270535}
}
@book{fds270536,
Author = {Payne, JW and Bettman, JR and Johnson, EJ},
Title = {The Adaptive Decision Maker},
Pages = {330 pages},
Publisher = {Cambridge University Press},
Year = {1993},
Month = {May},
ISBN = {9780521425261},
Abstract = {Demonstrates how decision makers balance effort and accuracy
considerations and predict the particular choice of
strategy.},
Key = {fds270536}
}
@book{fds270537,
Author = {Bettman, JR},
Title = {An Information Processing Theory of Consumer
Choice},
Pages = {402 pages},
Publisher = {Addison Wesley Publishing Company},
Year = {1979},
Key = {fds270537}
}
%% Chapters in Books
@misc{fds270520,
Author = {Bettman, JR and Escalas, JE},
Title = {Brand Relationships and Self-Identity: Consumer Use of
Celebrity Meaning to Repair a Compromised
Identity},
Pages = {395-414},
Booktitle = {Consumer Brand Relationships 2},
Publisher = {Routledge},
Editor = {Fournier, S and Breazale, M and Avery, J},
Year = {2015},
Month = {June},
ISBN = {9781138786820},
url = {http://dx.doi.org/10.4324/9781315767079},
Doi = {10.4324/9781315767079},
Key = {fds270520}
}
@misc{fds304087,
Author = {Bettman, JR and Luce, MF and Payne, JW},
Title = {Consumer Decision Making: A Constructive
Perspective},
Pages = {1-42},
Booktitle = {Consumer Behavior and Decision Making},
Publisher = {Universita degli Studi di Modena e Reggio
Emilia},
Editor = {Tedeschi, M},
Year = {2015},
Month = {February},
Key = {fds304087}
}
@misc{fds304091,
Author = {Bettman, JR and Johnson, EJ and Payne, JW},
Title = {Adapting to Time Constraints},
Pages = {103-116},
Booktitle = {Time Pressure and Stress in Human Judgment and Decision
Making},
Publisher = {Plenum},
Editor = {Maule, J and Svenson, O},
Year = {2015},
Month = {February},
Key = {fds304091}
}
@misc{fds304092,
Author = {Bettman, JR},
Title = {Consumer Psychology},
Volume = {37},
Pages = {257-289},
Booktitle = {Annual Review of Psychology},
Year = {2015},
Month = {February},
Key = {fds304092}
}
@misc{fds304093,
Author = {Bettman, JR and Lutz, RJ},
Title = {Multiattribute Models in Marketing: A Bicentennial
Review},
Pages = {137-149},
Booktitle = {Foundations of Consumer and Industrial Buying
Behavior},
Publisher = {North Holland},
Editor = {Woodside, AG and Sheth, JN and Bennett, PD},
Year = {2015},
Month = {February},
Key = {fds304093}
}
@misc{fds304086,
Author = {Luce, MF and Bettman, JR and Bond, SD},
Title = {Consumer Judgment from a Dual-Systems Perspective: Recent
Evidence and Emerging Issues},
Volume = {4},
Booktitle = {Review of Marketing Research},
Publisher = {ME Sharpe},
Editor = {Malhotra, NK},
Year = {2015},
Month = {January},
Key = {fds304086}
}
@misc{fds304088,
Author = {Luce, MF and Bettman, J and Payne, JW},
Title = {Minimizing Negative Emotion as a Decision Goal:
Investigating Emotional Trade-off Difficulty},
Booktitle = {The Why of Consumption},
Editor = {Huffman, and Mick, and Ratneshwar},
Year = {2015},
Month = {January},
Key = {fds304088}
}
@misc{fds304089,
Author = {Luce, MF and Payne, JW and Bettman, JR},
Title = {The Impact of Emotional Trade-Off Difficulty on Decision
Behavior},
Booktitle = {Conflict and Tradeoffs in Decision Making: Essays in Honor
of Jane Beattie},
Editor = {Loomes, G and Baron, J},
Year = {2015},
Month = {January},
Key = {fds304089}
}
@misc{fds304090,
Author = {Luce, MF and Payne, JW and Bettman, JR and Johnson,
EW},
Title = {An Information Processing Perspective on
Choice},
Volume = {32},
Pages = {137-175},
Booktitle = {Decision Making from a Cognitive Perspective: Psychology of
Learning and Motivation},
Publisher = {Academic Press},
Editor = {Busemeyer, JR and Hastie, R and Medin, DL},
Year = {2015},
Month = {January},
Key = {fds304090}
}
@misc{fds270521,
Author = {Bettman, JR and Escalas, JE},
Title = {Managing Brand Meaning through Celebrity
Endorsement},
Volume = {12},
Pages = {29-52},
Booktitle = {Review of Marketing Research},
Publisher = {Emerald Group Publishing Limited},
Editor = {MacInnis, D},
Year = {2015},
Month = {January},
ISBN = {9781784419325},
url = {http://dx.doi.org/10.1108/S1548-643520150000012002},
Abstract = {Purpose - We explore how marketers can manage brand meaning
through the use of celebrity endorsements. We theorize that
consumers look to celebrity endorsements for brand
symbolism, which they appropriate to construct and
communicate their self-concepts by forming selfbrand
connections (SBC). Methodology - This research employs an
experimental paradigm, with two empirical studies examining
whether marketers can create meaning for their brands
through the use of celebrity endorsements. Findings - Study
1 finds that celebrity endorsement enhances SBC when
consumers aspire to be like the celebrity, but harms them
when consumers do not; furthermore, this effect is more
pronounced when the brand image is congruent with the
celebrity's image. The effect is further moderated by the
degree to which a brand communicates something about the
user, with more symbolic brands having stronger effects than
less symbolic brands. Study 2 finds that the effect of
celebrity endorsement on SBC is augmented when consumers'
self-esteem is threatened. Consumers self-enhance by
building connections to celebrities with favorable images or
distancing themselves from those with unfavorable images.
Practical implications - These findings can help marketers'
decisions regarding when and whom to use as a celebrity
endorsers by taking into account how consumers use meaning
appropriated from celebrities when constructing the
self.},
Doi = {10.1108/S1548-643520150000012002},
Key = {fds270521}
}
@misc{fds304085,
Author = {Bettman, JR and Escalas, JE},
Title = {The Brand is Me: Exploring the Effect of Self-Brand
Connections on Processing Brand Information as
Self-Information},
Pages = {366-374},
Booktitle = {Routledge Companion to Identity and Consumption},
Publisher = {Routledge},
Editor = {Ruvio, AA and Belk, RW},
Year = {2013},
Month = {January},
ISBN = {9780415783064},
Key = {fds304085}
}
@misc{fds326101,
Author = {Moorman, C and Luce, MF and Bettman, JR},
Title = {"Change, Change, Change: Evolving Health Guidelines,
Preventive Health Behaviors, and Interventions to Mitigate
Harm"},
Journal = {ADVANCES IN CONSUMER RESEARCH, VOL XXXVI},
Volume = {36},
Pages = {167-167},
Publisher = {ASSOC CONSUMER RESEARCH},
Editor = {McGill, AL and Shavitt, S},
Year = {2009},
Month = {January},
ISBN = {978-0-915552-63-4},
Key = {fds326101}
}
@misc{fds326247,
Author = {Escalas, JE and Bettman, JR},
Title = {"Celebrity Endorsement and Self-Brand Connections"},
Journal = {ADVANCES IN CONSUMER RESEARCH, VOL XXXVI},
Volume = {36},
Pages = {45-48},
Publisher = {ASSOC CONSUMER RESEARCH},
Editor = {McGill, AL and Shavitt, S},
Year = {2009},
Month = {January},
ISBN = {978-0-915552-63-4},
Key = {fds326247}
}
@misc{fds270522,
Author = {Bettman, JR and Escalas, JE},
Title = {Self-Brand Connections: The Role of Reference Groups and
Celebrity Endorsers in the Creation of Brand
Meaning},
Booktitle = {Handbook of Brand Relationships},
Publisher = {ME Sharpe},
Editor = {MacInnis, CW and Priester, J},
Year = {2009},
Key = {fds270522}
}
@misc{fds326102,
Author = {Moorman, C and Luce, MF and Bettman, JR},
Title = {"Evolving Health Guidelines: How Do Consumers Fare While
Science Marches On?"},
Journal = {ADVANCES IN CONSUMER RESEARCH, VOL 35},
Volume = {35},
Pages = {119-120},
Publisher = {ASSOC CONSUMER RESEARCH},
Editor = {Lee, AY and Soman, D},
Year = {2008},
Month = {January},
ISBN = {978-0-915552-61-0},
Key = {fds326102}
}
@misc{fds326248,
Author = {Zauberman, G and Kim, BK and Malkoc, SA and Bettman,
JR},
Title = {"Discounting Time and Time Discounting: Subjective
Perception and Intertemporal Preferences"},
Journal = {ADVANCES IN CONSUMER RESEARCH, VOL 35},
Volume = {35},
Pages = {154-155},
Publisher = {ASSOC CONSUMER RESEARCH},
Editor = {Lee, AY and Soman, D},
Year = {2008},
Month = {January},
ISBN = {978-0-915552-61-0},
Key = {fds326248}
}
@misc{fds270523,
Author = {Luce, MF and Bettman, JR and Payne, JW},
Title = {Consumer Decision Making: A Choice Goals
Approach},
Booktitle = {Handbook of Consumer Psychology},
Editor = {Haugtvedt, C and Herr, P and Kardes, F},
Year = {2008},
Key = {fds270523}
}
@misc{fds326250,
Author = {Wijnen, K and Bettman, JR and Huber, J},
Title = {"Gone, But Not Forgotten: The Role of Unacceptable Options
in Decision Making"},
Journal = {ADVANCES IN CONSUMER RESEARCH VOL XXXIV},
Volume = {34},
Pages = {222-223},
Publisher = {ASSOC CONSUMER RESEARCH},
Editor = {Fitzsimons, GJ},
Year = {2007},
Month = {January},
Key = {fds326250}
}
@misc{fds326251,
Author = {Ferraro, R and Escalas, J and Bettman, JR},
Title = {"Attachment Style, Psychological Security, and Consumer
Response to Special Possession Loss"},
Journal = {ADVANCES IN CONSUMER RESEARCH VOL XXXIV},
Volume = {34},
Pages = {542-544},
Publisher = {ASSOC CONSUMER RESEARCH},
Editor = {Fitzsimons, GJ},
Year = {2007},
Month = {January},
Key = {fds326251}
}
@misc{fds326249,
Author = {Zemack-Rugar, Y and Bettman, JR and Fitzsimons,
GJ},
Title = {"Effects of Specific, Nonconscious Emotion Primes on
Behavior"},
Journal = {ADVANCES IN CONSUMER RESEARCH VOL XXXIV},
Volume = {34},
Pages = {583-584},
Publisher = {ASSOC CONSUMER RESEARCH},
Editor = {Fitzsimons, GJ},
Year = {2007},
Month = {January},
Key = {fds326249}
}
@misc{fds270524,
Author = {Bettman, JR and Payne, JW},
Title = {Walking with the Scarecrow: The Information-Processing
Approach to Decision Research},
Pages = {110-132},
Booktitle = {Blackwell Handbook of Judgment and Decision
Making},
Editor = {Koehler, D and Harvey, N},
Year = {2004},
Key = {fds270524}
}
@misc{fds270525,
Author = {Bettman, JR and Payne, JW},
Title = {The Emotional Nature of Decision Trade-Offs},
Volume = {1},
Pages = {500-504},
Booktitle = {The Encyclopedia of Cognitive Silence},
Publisher = {Nature Publishing Group},
Editor = {Nadel, L},
Year = {2002},
Key = {fds270525}
}
@misc{fds270526,
Author = {Bettman, JR and Payne, JW and Luce, MF},
Title = {The Emotional Nature of Decision Trade-Offs},
Pages = {17-35},
Booktitle = {Wharton on Making Decisions},
Editor = {Hoch, S and Kunreuther, H},
Year = {2001},
Key = {fds270526}
}
@misc{fds270527,
Author = {Bettman, JR and Payne, JW},
Title = {Preferential Choice and Adaptive Strategy
Use},
Pages = {113-114},
Booktitle = {Bounded Rationality: The Adaptive Toolbox},
Publisher = {MIT Press},
Editor = {Gigerenzer, G and Selten, R},
Year = {1999},
Key = {fds270527}
}
@misc{fds270528,
Author = {Luce, MF and Payne, JW and Bettman, JR},
Title = {Behavioral Decision Research: An Overview},
Pages = {303-359},
Booktitle = {Handbook of Perception and Cognition: Measurement, Judgment,
and Decision Making},
Publisher = {Academic Press},
Editor = {Birnbaum, M},
Year = {1998},
Key = {fds270528}
}
@misc{fds338567,
Author = {Bettman, JR},
Title = {Consumer information processing: What a long, strange trip
it's been},
Journal = {PROCEEDINGS OF THE 13TH PAUL D. CONVERSE
SYMPOSIUM},
Pages = {38-47},
Publisher = {AMER MARKETING ASSOC},
Editor = {Sudharshan, D and Monroe, K},
Year = {1995},
Month = {January},
ISBN = {0-87757-254-2},
Key = {fds338567}
}
@misc{fds326252,
Author = {Bettman, JR and Johnson, EJ and Payne, JW},
Title = {A perspective on using computers to monitor information
acquisition},
Journal = {ADVANCES IN CONSUMER RESEARCH, VOL XXII},
Volume = {22},
Pages = {49-51},
Publisher = {ASSOC CONSUMER RESEARCH},
Editor = {Kardes, FR and Sujan, M},
Year = {1995},
Month = {January},
ISBN = {0-915552-34-5},
Key = {fds326252}
}
@misc{fds326253,
Author = {PAYNE, JW and BETTMAN, JR and JOHNSON, EJ},
Title = {THE USE OF MULTIPLE STRATEGIES IN JUDGMENT AND
CHOICE},
Journal = {INDIVIDUAL AND GROUP DECISION MAKING},
Pages = {19-39},
Publisher = {LAWRENCE ERLBAUM ASSOC PUBL},
Editor = {Castellan, NJ},
Year = {1993},
Month = {January},
ISBN = {0-8058-1091-9},
Key = {fds326253}
}
@misc{fds270529,
Author = {Bettman, JR and Payne, JW and Johnson, EJ},
Title = {The Use of Multiple Strategies in Judgment and
Choice},
Pages = {19-39},
Booktitle = {Individual and Group Decision Making},
Publisher = {Lawrence Erlbaum Associates},
Editor = {Castellan, NJ},
Year = {1993},
Key = {fds270529}
}
@misc{fds270530,
Author = {Bettman, JR},
Title = {Behavioral Decision Research: A Constructive Processing
Perspective},
Volume = {43},
Pages = {87-131},
Publisher = {Annual Review of Psychology},
Year = {1992},
Key = {fds270530}
}
@misc{fds270531,
Author = {Bettman, JR and Johnson, EJ and Payne, JW},
Title = {Consumer Decision Making},
Pages = {50-54},
Booktitle = {Handbook of Consumer Behavior},
Publisher = {Prentice Hall},
Editor = {Robertson, TS and Kassarjian, HH},
Year = {1991},
Key = {fds270531}
}
@misc{fds270532,
Author = {Bettman, JR and Payne, JW and Johnson, EJ},
Title = {The Adaptive Decision Maker: Effort and Accuracy in
Choice},
Pages = {129-153},
Booktitle = {Insights in Decision Making: A Tribute to Hillel
J.Einhorn},
Publisher = {University of Chicago Press},
Year = {1990},
Key = {fds270532}
}
@misc{fds270533,
Author = {Bettman, JR and Payne, JW and Staelin, R},
Title = {Guidelines for Designing an Effective Labeling System:
Cognitive Considerations in Presenting Risk
Information},
Pages = {13-41},
Booktitle = {Learning About Risk},
Publisher = {Harvard University Press},
Editor = {Viscusi, K and Magat, W},
Year = {1987},
Key = {fds270533}
}
@misc{fds270534,
Author = {Bettman, JR},
Title = {Decision Net Models of Buyer Information Processing and
Choice: Findings, Problems, and Prospects},
Pages = {59-74},
Booktitle = {Buyer/Consumer Information Processing},
Publisher = {University of North Carolina Press},
Editor = {Hughes, GD and Ray, ML},
Year = {1974},
Key = {fds270534}
}
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