Advertising, incentives, and the upsell: how advertising differentially moderates customer- vs. retailer-directed price incentives' impact on consumers' preferences for premium products.

Many durable goods firms use price promotion strategies and advertising simultaneously to impact consumer preferences among vertically differentiated product offerings. In this research, we use a large secondary dataset of automotive purchases ( = 323,959) to investigate how advertising spending differentially moderates the positive impact of both customer- and retailer-directed price incentives on consumers' premium level of purchase for vertically differentiated products. We find that higher advertising spending magnifies the positive impact of customer-directed price incentives on consumers' preference for more premium purchases.

Haptic-payment: Exploring vibration feedback as a means of reducing overspending in mobile payment.

The proliferation of mobile payment applications in recent years has decoupled the physical act of paying from the consumption experience. Prior research suggests that this decreases the psychological sense of loss or 'pain' that consumers feel when making a purchase with more direct payment types (such as cash) and leads them to spend more money. To help address this issue, the present research explores, designs, and tests haptic vibration feedback configurations aimed at restoring the 'pain' of paying with cashless payment options (i.

What's my age again? The influence of subjective age on consumer health-related attitudes.

We examine how shifts in subjective age influence consumer health-related attitudes. In Study 1, participants made to feel subjectively young (vs. old) exhibited more positive attitudes after viewing a health-related marketing message.

Service line structure and decision-maker attention in three health systems: Implications for patient-centered care.

Background: Scholars have noted a disconnect between the level at which structure is typically examined (the organization) and the level at which the relevant coordination takes place (service delivery). Accordingly, our understanding of the role structure plays in care coordination is limited.

Purpose: In this article, we explore service line structure, with an aim of advancing our understanding of the role service line structure plays in producing coordinated, patient-centered care.

Sugar, perceived healthfulness, and satiety: When does a sugary preload lead people to eat more?

In this research, we examine the interplay between physiological and psychological factors that determine whether the sugar level of a preload increases or decreases consumption on a subsequent snack-eating task. In study 1, participants who drank a high-sugar protein shake (which they believed to be healthy) consumed more subsequent snacks than participants who drank a low-sugar protein shake. Study 2 replicated these findings, but only when the shake was labeled as "healthy.