Stating Preference for the Ethereal but Choosing the Concrete: How the Tangibility of Attributes Affects Attribute Weighting in Value Elicitation and Choice

By Dan Horsky, Paul Nelson, Steven S. Posavac. 2004

1,748 citations recorded by the source corpus.

View Paper: https://www.semanticscholar.org/paper/1862bcf045e85041268411b14b53b64c601d741b

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Citations in the corpus

Conditioning effect of prior reputation on perception of corporate giving (2006, unknown): “That is, perceivers become suspicious of the target when they have difficulty in clearly inferring the target’s motive, or they encounter multiple or incompatible motives ( Szykman, Bloom, & Blazing, 2004 ).”
Like ripples on a pond: behavioral spillovers and their implications for research and policy (2015, unknown): “In some ways analogous to von Heisenberg’s uncertainty principle in physics, the intention-behavior effect posits that the mere measurement of intention can have an influence on subsequent behavior (Morwitz & Fitzsimons, 2004; Morwitz, Johnson, & Schmittlein, 1993).”
Brand authenticity: An integrative framework and measurement scale (2013, background): “Brands play an important role in consumers' identity projects (Edson Escalas, 2004; Kirmani, 2009) insofar as consumers rely on brands to express themselves, self-enhance, or self-verify (Aaker, 1999).”
Brain Responses to Movie Trailers Predict Individual Preferences for Movies and Their Population-Wide Commercial Success (2015, unknown): “Complicating matters further, explicitly asking participants to reflect on such internal mental states and the process leading to choice has been shown to actually alter the outcome and quality of their judgments (Morwitz and Fitzsimons 2004; Wilson and Schooler 1991).”
Extraordinary Experiences through Storytelling (2008, background): “These include stories about organizations or products, such as branding stories (Salzer-Mörling, 2004), advertising stories (Escalas, 2004), or stories about the story, as when a well-known company founder explains how he created the company.”
Mapping symbolic (anti-) consumption (2009, background): “Fournier's (1998b) work on self-brand relationships represents a significant extension in understanding this important interaction; Escalas (2004) and Chaplin and John (2005) further extend this work on self-brand relationships.”
The Nature and Role of Affect in Consumer Behavior (2008, unknown): “For example, Fedorikhin and Cole (2004) found that respondents exposed to a mood-inducing video prior to being exposed to a commercial were more influenced by their mood in their evaluation of the advertised product than were respondents exposed to the mood-inducing video after viewing the same comm”
The question–behavior effect: What we know and where we go from here (2006, unknown): “Similarly, Morwitz and Fitzsimons (2004) found that the strength of prior brand attitudes moderated the question–behavior effect—a finding perhaps more easily interpreted from an attitude accessibility than a cognitive dissonance perspective.”
The Effects of Corporate Social Responsibility on Customer Loyalty: The Mediating Effect of Reputation in Cooperative Banks Versus Commercial Banks in the Basque Country (2017, unknown): “The importance of CSR is driven by the fact that consumers use their knowledge of CSR in the decision-making process, thus leading to the achievement of organizational goals (Nelson 2004).”
American Girl and the Brand Gestalt: Closing the Loop on Sociocultural Branding Research (2009, unknown): “As with other branded servicescapes, including Nike Town and ESPN Zone (Sherry 1998; Sherry et al. 2004), American Girl Place serves as a repository of objects and experiences gathered from the outside world, bringing the “outside inside.””
Are Consumer and Brand Personalities the Same (2012, methodology): “Although the relationship between personality and brand image can be studied by the traditional straightforward method of directly asking consumers how much they can be identified by the brands they use (Escalas, 2004; Escalas & Bettman, 2003; Malhotra, 1981), this runs the risk of consumers reporti”