Association for Consumer Research

Volume XLIVPROCEEDINGS

EditorsPage Moreau

Stefano Puntoni

Advances in Consumer Research, Volume 44

Page Moreau, Stefano Puntoni

2016 Copyright © ASSOCIATION FOR CONSUMER RESEARCH

All rights reserved. No part of this publication may be reproduced, stored in a retrieval system or transmitted, in any form or by any means,electronic, mechanical, photocopying, recording, or otherwise, without prior written permission of the publisher.

International Standard Book Number (ISBN): 978-0-915552-24-5

Association for Consumer ResearchLabovitz School of Business & EconomicsUniversity of Minnesota Duluth11 East Superior Street, Suite 210Duluth, MN 55802

www.acrwebsite.org

iii Advances in Consumer Research

Volume 44, ©2016

Preface

Page MoreauWisconsin School of Business, University of Wisconsin

Stefano PuntoniRotterdam School of Management, Erasmus University

The 47th Annual Conference of the Association for Consumer Research (ACR) was held at the Maritim Hotel, Berlin, Germany, October 27-30, 2016. This volume reports the presentations made in special sessions, competitive paper sessions, working paper session, roundtables and film festival.

This was a landmark conference. It was the first time that the “North American” conference, the main ACR conference, took place outside of North America. The conference attracted over 1050 participants and an all-time record of 1255 submis-sions: 75 special session proposals (65.3% accepted), 638 competitive papers (29.9% accepted), 511 working papers (51.7% accepted), 6 roundtables (100% accepted) and 17 films (88.2% accepted).

We thank our generous donors, especially our schools, the Rotterdam School of Management, Erasmus University and the Wisconsin School of Business, University of Wisconsin-Madison. We would also like to thank for their generous support of the ACR Doctoral Colloquium the Journal of Consumer Research, the Eller College of Management, University of Arizona, and the Katz Graduate School of Business, University of Pittsburgh. Also supporting us from industry were Noldus, Now, Sage, and Stukent.

Many wonderful people worked tirelessly to help us. We thank our Program Committee, Competitive Paper Reviewers, Working Paper Reviewers, and Film Reviewers. Special thanks to Francine Petersen and Luk Warlop (Working Paper Chairs), Pierre Chandon, Stijn van Osselaer, and Klaus Wertenbroch (Forums Chairs), Marylouise Caldwell and Paul Henry (Film Festival Chairs), Cait Lamberton and Hope Shau (Doctoral Symposium Chairs), Deborah Small and Debora Thompson (Pre-Tenure Mentorship Program Chairs), and Ana Valenzuela and Joachim Vosgerau (Entertainment Committee). We would like to thank Katja Brunk, Thomas Eichentopf, and Andrea Weihrauch for the excellent ACR Guide to Berlin and the Journal of Con-sumer Research allowing the use of the journal’s formatting for the guide. Many thanks also to our excellent Associate Editors: Eduardo Andrade, Zeynep Arsel, Joseph Goodman, Kelly Haws, JoAndrea Hoegg, Ashlee Humphreys, Hope Schau, Robert Kozinets, Leonard Lee, Tina Lowrey, Mario Pandelaere, Maura Scott, Steven Sweldens, Joachim Vosgerau, and Juliet Zhu.

Special thanks to ACR Executive Director Rajiv Vaidyanathan, Conference Manager Paula Rigling, conference adminis-trative assistant Annette Bartels, website guru Aleksey Cherfas, and ACR Executive Assistant Brenda Monahan.

Our final thank you to colleagues who advised us throughout the year, especially Stijn van Osselaer, to everyone who made our program stellar by submitting their best research, and to Mary Frances Luce, ACR President 2016, for offering us the op-portunity to organize the ACR conference and for all the help and support she provided throughout the process.

Page Moreau, Wisconsin School of Business, University of Wisconsin, USAStefano Puntoni, Rotterdam School of Management, Erasmus University, the Netherlands.2016 Conference Co-Chairs

iv /

Conference Committees & Reviewers

PRESIDENTMary Frances Luce, Duke University, USA

CONFERENCE CHAIRSPage Moreau, Wisconsin School of Business, University of Wisconsin, USA

Stefano Puntoni, Rotterdam School of Management, Erasmus University, the Netherlands.

ASSOCIATE EDITORSEduardo Andrade, FGV, Rio de Janeiro, BrazilZeynep Arsel, Concordia University, CanadaJoseph Goodman, The Ohio State UniversityKelly Haws, Vanderbilt University, USAJoAndrea Hoegg, University of British Columbia,

Canada

Ashlee Humphreys, Northwestern University, USAHope Jensen Schau, University of Arizona, USARobert Kozinets, York University, CanadaLeonard Lee, National University of Singapore,

SingaporeTina Lowrey, HEC Paris

Mario Pandelaere, Virginia Tech, USAMaura Scott, Florida State University, USASteven Sweldens, RSM Erasmus UniversityJoachim Vosgerau, Bocconi Universaity, ItalyRui (Juliet) Zhu, CKGSB, China

FORUMS (PERSPECTIVES, ROUNDTABLES, & WORKSHOPS) CHAIRSPierre Chandon, INSEAD, France

Stijn van Osselaer, Cornell University, USAKlaus Wertenbroch, INSEAD, France

FILM FESTIVAL CHAIRSMarylouise Caldwell, University of Sydney, Australia Paul Henry, University of Sydney, Australia

WORKING PAPER CHAIRSFrancine Espinoza Petersen, European School of Management

and Technology, GermanyLuk Warlop, K.U. Leuven, Belgium

DOCTORAL SYMPOSIUM CHAIRSCait Lamberton, University of Pittsburgh, USA Hope Shau, University of Arizona, USA

MID-CAREER MENTORSHIP PROGRAM CHAIRSPre-tenure

Deborah Small, University of Pennsylvania, USADebora Thompson, Georgetown University, USA

PROGRAM COMMITTEEOn Amir, UC San Diego, USAEric Arnould, Southern Denmark UniversitySøren Askegaard, University of Southern Denmark,

DenmarkRajesh Bagchi, Virginia Tech, USAFleura Bardhi, Cass Business School, City

University London, UKMichelle Barnhart, Oregon State University, USADaniel M. Bartels, University of Chicago, USAHans Baumgartner, Pennsylvania State University, USAJonathan Berman, London Business School, UKMichael Beverland, RMIT UniversityAmit Bhattacharjee, Erasmus University Rotterdam,

The NetherlandsMaarten Boksem, Erasmus University Rotterdam,

The NetherlandsAndrea Bonezzi, New York University, USASimona Botti, London Business School, UKTonya Williams Bradford, University of Notre

Dame, USABarbara Briers, Vlerick Business SchoolSabrina Bruyneel, KU Leuven, BelgiumKatherine Burson, University of Michigan, USALisa Cavanaugh, University of Southern California,

USAElaine Chan, Tilburg University, The Netherlands

Pierre Chandon, INSEAD, FranceAmitava Chattopadhyay, INSEAD, SingaporeAmar Cheema, University of Virginia, USAGert Cornelissen, Pompeu Fabra University, SpainJune Cotte, Ivey Business School, Western

University, CanadaElizabeth Cowley, University of Sydney, AustraliaCynthia Cryder, Washington University in St. Louis,

USAKeisha Cutright, Duke University, USASandor Czellar, University of Lausanne, SwitzerlandShai Danziger, Tel Aviv University, IsraelPeter Darke, The Schulich School of Business, York

University, CanadaBart De Langhe, University of Colorado, USABenedict Dellaert, Erasmus University Rotterdam,

The NetherlandsSiegfried Dewitte, Katholieke University Leuven,

BelgiumDavid Dubois, INSEAD, FranceAdam Duhachek, Indiana University, USAOliver Emrich, University of St.GallenZachary Estes, Bocconi University, ItalyIoannis Evangelidis, Bocconi University, ItalyDavid Faro, London Business School, UK

Bob Fennis, University of Groningen, The Netherlands

Philip Fernbach, University of Colorado, USAChristoph Fuchs, Technical University MunichGuliz Ger, Bilkent University, TurkeyDan Goldstein, Microsoft ResearchHenrik Hagtvedt, Boston College, USARebecca Hamilton, Georgetown University, USAKelly B. Herd, Indiana University, USAPaul Herr, Virginia TechMargaret Hogg, Lancaster University, UKJeff Inman, University of Pittsburgh, USAUma R. Karmarkar, Harvard Business School, USAHyeong-Min (Christian) Kim, Johns Hopkins Carey

Business SchoolDannie Kjeldgaard, University of Southern

Denmark, DenmarkShanker Krishnan, Indiana University, USAAnn Kronrod, Boston University, USAAparna Labroo, Northwestern University, USAMonika Lisjak, Arizona State University, USABarbara Loken, University of Minnesota, USAMarius K. Luedicke, Cass Business School, City

University LondonSelin A. Malkoc, Washington University in St.

Louis, USA

Advances in Consumer Research (Volume 44) / v

PROGRAM COMMITTEE (continued)Naomi Mandel, Arizona State University, USAA. Peter McGraw, University of Colorado, USANicole Mead, Erasmus University Rotterdam, The

NetherlandsMartin Mende, Florida State UniversityTom Meyvis, New York University, USAPage Moreau, University of Wisconsin, USAAnirban Mukhopadhyay, HKUST, Hong KongLeif D. Nelson, University of California Berkeley,

USAMichael Norton, Harvard Business School, USANailya Ordabayeva, Boston College, USAJacob Ostberg, Stockholm University, SwedenCele Otnes, University of Illinois at Urbana-

Champaign, USAGabriele Paolacci, Erasmus University Rotterdam,

The NetherlandsJoann Peck, University of Wisconsin - Madison,

USALisa Peñaloza, Kedge Business School, Bordeaux,

France and EGADE Business School, MexicoLaura Peracchio, University of Wisconsin-

Milwaukee, USAAndrew Perkins, Washington State University, USA

Michel Tuan Pham, Columbia University, USAMaria Piacentini, Lancaster UniversityHilke Plassmann, INSEAD, FranceEvan Polman, University of Wisconsin - Madison,

USANancy Puccinelli, Oxford University, UKStefano Puntoni, Rotterdam School of Management,

Erasmus University, The NetherlandsAkshay Rao, University of Minnesota, USAMartin Reimann, University of Arizona, USAAric Rindfleisch, University of Illinois at Urbana-

Champaign, USAÖzlem Sandikci, Istanbul Sehir University, TurkeyIrene Scopelliti, Cass Business School, City

University London, UKSankar Sen, Baruch College, USAAvi Shankar, ProfessorL. J. Shrum, HEC Paris, FranceNancy Sirianni, University of Alabama, USADeborah Small, University of Pennsylvania, USAAndrew Stephen, Oxford University, UKDebora V. Thompson, Georgetown University, USAMatthew Thomson, Ivey Business School, Western

University

Claire Tsai, University of Toronto, CanadaMirjam Tuk, Imperial College Business School, UKMeltem Ture, Skema Business SchoolAna Valenzuela, Baruch College, CUNY, USA and

ESADE Business School, Spain Bram Van den Bergh, Erasmus University

Rotterdam, The NetherlandsKoert Van Ittersum, University of Groningen, The

NetherlandsPeeter Verlegh, VU University Amsterdam, The

NetherlandsMonica Wadhwa, INSEAD, SingaporeMelanie Wallendorf, University of Arizona, USATiffany White, University of Illinois at Urbana-

Champaign, USACaroline Wiertz, Cass Business School, City

University London, UKPatti Williams, University of Pennsylvania, USAXiaojing Yang, University of Wisconsin -

Milwaukee, USAEric Yorkston, Texas Christian University, USAMin Zhao, Boston College, USA

COMPETITIVE PAPER REVIEWERSLisa Abendroth, University of St. Thomas, USAPankaj Aggarwal, University of Toronto, CanadaJennifer Argo, University of Alberta, CanadaZeynep Arsel, Concordia University, CanadaLaurence Ashworth, Queen’s University, CanadaAylin Aydinli, VU University AmsterdamNilufer Aydinoglu, Koc University, TurkeyPaul W. Ballantine, University of Canterbury, New

ZealandRussell Belk, York University, CanadaMarco Bertini, ESADE Business School, SpainBaler Bilgin, Koç University, TurkeyDarron Billeter, Brigham Young University, USALauren Block, Baruch College, USALisa. Bolton, Pennsylvania State University, USASamuel Bond, Georgia Tech, USAC. Miguel Brendl, Northwestern University, USAAaron R. Brough, Utah State University, USAMerrie Brucks, University of Arizona, USAFrederic Brunel, Boston University, USAEva Buechel, University of South Carolina, USAKurt Carlson, Georgetown University, USAMary Celsi, California State University Long Beach,

USADipankar Chakravarti, Johns Hopkins University, USAZoe Chance, Yale University, USAElise Chandon Ince, University of South Carolina,

USAHannah Chang, Singapore Management University,

SingaporeHaeEun Helen Chun, Cornell University, USABart Claus, Iéseg School of Management, FranceIrene Consiglio, NOVA School of Business and

EconomicsMarcus Cunha Jr., University of Georgia, USAAhmad Daryanto, Lancaster University, UKDerick Davis, University of Miami, USAMatteo De Angelis, LUISS University, ItalyBenét DeBerry-Spence, University of Illinois at

Chicago, USAUtpal Dholakia, Rice University, USALeigh Anne Donovan, Illinois State UniversityCourtney M. Droms, Butler University, USALea Dunn, University of Washington, USA

Jane Ebert, Brandeis University, USAJulie A Edell, Duke University, USADanit Ein-Gar, Tel Aviv University, IsraelEric Eisenstein, Temple University, USAJordan Etkin, Duke University, USAAlexander Fedorikhin, Indiana University, USADaniel Fernandes, Catholic University of PortugalDavid Gal, University of Illinois - Chicago, USALeilei Gao, Chinese University of Hong Kong, Hong

Kong, ChinaNitika Garg, UNSW AustraliaKelly Geyskens, Maastricht University, The

NetherlandsMary C. Gilly, University of California at Irvine,

USAAyelet Gneezy, UC San Diego, USAJohn Godek, Seatle Pacific UniversityKelly Goldsmith, Northwestern University, USARonald Goodstein, Georgetown University, USACaroline Goukens, Maastricht University, The

NetherlandsEric Greenleaf, New York University, USAVladas Griskevicius, University of Minnesota, USAZeynep Gürhan-Canli, Koc University, TurkeyYoung Won Ha, Sogang University, Republic of KoreaLinda Hagen, University of Southern California, USACeren Hayran, Koc University, TurkeyWilliam Hedgcock, University of Iowa, USAHal Hershfield, University of California Los

Angeles, USAMichal Herzenstein, University of Delaware, USAChristian Hildebrand, University of Geneva,

SwitzerlandJiewen Hong, Hong Kong University of Science and

Technology, Hong Kong, ChinaMing Hsu, University of California Berkeley, USASzu-chi Huang, Stanford University, USAYanliu Huang, Drexel University, USAYoung Eun Huh, HKUST, Hong KongAndrew Kaikati, Saint Louis University, USATina Kiesler, California State University,

Northridge, USAAnne Klesse, Erasmus University, Rotterdam, The

Netherlands

Steven Koppitsch, Bowling Green State UniversityParthasarathy Krishnamurthy, University of

Houston, USAJessica Y. Y. Kwong, The Chinese University of

Hong Kong, Hong Kong SAREllie Kyung, Dartmouth College, USARaphaëlle Lambert-Pandraud, ESCP Europe, FranceKathryn LaTour, Cornell University, USAGilles Laurent, INSEEC Business SchoolXiuping Li, National University of Singapore,

SingaporeChiara Longoni, New York University, USASam Maglio, University of Toronto, CanadaMichal Maimaran, Northwestern University, USAKelley Main, University of Manitoba, CanadaDiane Martin, Aalto University, Helsinki School of

BusinessMarlys Mason, Oklahoma State University, USATamara Masters, Brigham Young University, USATed Matherly, Oklahoma State University, USABrent McFerran, Simon Fraser University, CanadaClaude Messner, University of Bern, SwitzerlandDavid Mick, University of Virginia, USADaniel Mochon, Tulane University, USAAlokparna (Sonia) Monga, Rutgers University, USAAshwani Monga, Rutgers University, USAAndrea Morales, Arizona State University, USAMilica Mormann, University of Miami, USAJames Mourey, DePaul University, USANira Munichor, Hebrew University of Jerusalem,

IsraelKent Nakamoto, Virginia Polytechnic Institute and

State University, USAGergana Nenkov, Boston College, USAJesper Nielsen, University of Arizona, USAHristina Nikolova, Boston College, USASteve Nowlis, Washington University in St. Louis,

USAStephanie O’Donohoe, The University of Edinburgh

Business SchoolThomas O’Guinn, University of Wisconsin-

Madison, USAAndrea Ordanini, Bocconi University, Italy

vi /

COMPETITIVE PAPER REVIEWERS (continued)Per Ostergaard, University of Southern Denmark,

DenmarkLaura Oswald, Marketing Semiotics Inc., USAGrant Packard, Wilfrid Laurier University (Lazaridis

School)Karen Page Winterich, Pennsylvania State

University, USAJeffrey Parker, Georgia State University, USAEyal Peer, Bar-Ilan UniversityAlessandro Peluso, University of Salento, ItalyAnastasiya Pocheptsova, University of South

Carolina, USAT. Andrew Poehlman, Clemson University, USAPriyali Rajagopal, University of South Carolina, USASara Rosengren, Stockholm School of Economics,

SwedenWilliam T. Ross Jr., University of Connecticut, USAAdriana Samper, Arizona State University, USAAnn Schlosser, University of Washington, USABernd Schmitt, Columbia University, USA and NTU

SinagporeJoachim Scholz, Cal Poly, SLOJanet Schwartz, Tulane University, USAAner Sela, University of Florida, USAAnne-Laure Sellier, HEC Paris, FranceEdith Shalev, Technion, Israel

Hao Shen, Chinese University of Hong Kong, Hong Kong, China

Joseph Simmons, University of Pennsylvania, USAItamar Simonson, Stanford University, USAAle Smidts, Rotterdam School of Management,

Erasmus UniversityStephen Spiller, University of California Los

Angeles, USAJoydeep Srivastava, University of Maryland, USAYael Steinhart, Tel Aviv University, IsraelHarish Sujan, Tulane University, USAKwanho Suk, Korea University, KoreaAbigail B. Sussman, University of Chicago-Booth,

USAIsabelle Szmigin, University of Birmingham, UKTandy Chalmers Thomas, Queen’s University,

CanadaCarlos J. Torelli, University of Minnesota, USAClaudia Townsend, University of Miami, USAGulnur Tumbat, San Francisco State University,

USADarach Turley, Dublin City University, IrelandOleg Urminsky, University of Chicago, USAAnu Valtonen, University of LaplandErica van Herpen, Wageningen University, The

Netherlands

Femke van Horen, VU University Amsterdam, The Netherlands

Joelle Vanhamme, EDHEC Business School, FranceAlladi Venkatesh, University of California Irvine,

USARebecca Walker Reczek, Fisher College of Business,

The Ohio State University, USAEcho Wen Wan, University of Hong Kong, Hong

Kong, ChinaJing (Alice) Wang, University of Iowa, USACaleb Warren, Texas A&M University, USAKimberlee Weaver, Virginia Tech, USABert Weijters, Ghent University, BelgiumKeith Wilcox, Columbia University, USAElanor Williams, Indiana University, USALawrence Williams, University of Colorado, USARichard Yalch, Foster School, University of

Washington, USALinyun Yang, University of North Carolina,

Charlotte, USAMeng Zhang, Chinese University of Hong Kong,

Hong Kong, ChinaYan Zhang, National University of Singapore,

SingaporeRongrong Zhou, Hong Kong University of Science

and Technology, Hong Kong, ChinaMeng Zhu, Johns Hopkins University, USA

WORKING PAPER REVIEWERSAjay Abraham, Seattle University, USASinem Acar-Burkay, NoneNükhet Agar, Koç UniversityDuygu Akdevelioglu, University of California,

IrvineSumaya AlBalooshi, BI Norwegian Business SchoolDionysius Ang, Katholieke University Leuven,

BelgiumMakbule Eda Anlamlier, University of Illinois at

Chicago, USAChristina I. Anthony, University of Sydney, AustraliaZachary Arens, Oklahoma State UniversityLukman Aroean, University of East Anglia, Norwich

Business SchoolGizem Atav, SUNY Binghamton, USASumitra Auschaitrakul, McGill University, CanadaYana Avramova, University of AntwerpAna Babić Rosario, HEC Paris, FranceIshani Banerji, University of Texas at San Antonio,

USAAaron Barnes, University of Illinois at Urbana-

Champaign, USALucia Barros, FGV-EBAPE, Rio de JaneiroFrederic Basso, London School of Economics,UKShankha Basu, Nanyang Technological University,

SingaporeSusanne Beck, Zeppelin UniversityMagdalena Bekk, University of CologneKara Bentley, University of South Carolina, USAHanna Berg, Stockholm School of EconomicsMariam Beruchashvili, California State University

Northridge, USAAnoop Bhogal-Nair, Northampton Business SchoolEnrique Bigne, University of ValenciaAlessandro Biraglia, Leeds University Business

SchoolSean Blair, Georgetown University, USAJanneke Blijlevens, RMIT UniversityJohannes Boegershausen, University of British

Columbia, CanadaTim Boettger, University of St. Gallen, Switzerland

Daniel Boller, University of St. Gallen, SwitzerlandDelane Botelho, EAESP-FGVOthman Boujena, Neoma Business SchoolJan Brace-Govan, Monash University, AustraliaJosko Brakus, University of Leeds, UKLeif Brandes, University of WarwickVinicius Brei, Federal University of Rio Grande do

Sul (UFRGS), BrazilNeil Brigden, Miami University, USAZafeirenia Brokalaki, King’s College London -

University of ArkansasKatja H. Brunk, Europa Universitaet ViadrinaThomas Brunner, Bern University of Applied

SciencesDenise Buhrau, Stony Book University, USALaurent Busca, IAE Toulouse, FranceOliver B. Büttner, University of Vienna, AustriaSusan Calderón Urbina, IE Businees School - IE

UniversityMarylouise Caldwell, University of Sydney,

AustraliaChristopher Cannon, Northwestern University, USAMarina Carnevale, Fordham University, USAStephanie Carpenter, University of Michigan, USADelphine Caruelle, BI HandelshøyskolenLilian Carvalho, FGV-EAESPNoah Castelo, Columbia University, USADave Centeno, City University of Hong Kong &

University of the PhilippinesMelis Ceylan, Koc University, TurkeyRajdeep Chakraborti, IBS, Hyderabad, IndiaChia-Chi Chang, National Chiao-Tung UniversityChia-Jung Chang, National Taiwan Normal

University, TaiwanHua Chang, Drexel University, USAShing-Wan Chang, Middlesex University USubimal Chatterjee, SUNY Binghamton, USAMing-Yi Chen, National Cheng Hsing UniversityNing Chen, European School of Management and

Technology

Rui CHEN, Xiamen University School of Journalism and Communication

Shirley Shuo Chen, University of Alberta, CanadaYanyan Chen, Nottingham University Business

School, University of Nottingham Ningbo, ChinaYu-Jen Chen, Lingnan University, Hong Kong,

ChinaYu-Shan Athena Chen, Department of Business

Administration, National ChengChi Uniersity, Taiwan

Andong Cheng, Pennsylvania State University, USAYimin Cheng, Hong Kong University of Science and

TechnologyKuan Pin Chiang, Central Connecticut State

UniversityHsuan-Yi Chou, National Sun Yat-sen UniversityNivriti Chowdhry, Rice University, USAFabian Christandl, Fresenius University of Applied

SciencesNina Chrobot, SWPS University of Social Sciences

and HumanitiesHoEun Chung, Fayetteville State UniversityJaeyeon Chung, Columbia University, USASorim Chung, University of California Riverside,

USAMelissa Cinelli, University of Mississippi, USARicardo Coelho, Cornell University, USARita Coelho do Vale, Catolica Lisbon- School of

Business and Economics, Catholic University of Portugal, Portugal

Scott Connors, Washington State University, USAYann Cornil, University of British Columbia,

CanadaDiego Costa Pinto, ESPM Business SchoolKirsten Cowan, NEOMA Business SchoolKatherine Crain, Duke University, USADaniela Cristian, BI Norwegian Business SchoolElizabeth Crosby, University of Wisconsin - La

Crosse, USAAngela Gracia B. Cruz, Monash University,

Australia

Advances in Consumer Research (Volume 44) / vii

WORKING PAPER REVIEWERS (continued)Steven Dallas, New York University, USAAron Darmody, Suffolk University, BostonJessica Darveau, HEC Montreal, CanadaAthanasia Daskalopoulou, Manchester Business

SchoolAlexander Davidson, Concordia University, CanadaTine De Bock, KU LeuvenCara de Boer, Katholieke University Leuven,

BelgiumSarah De Meulenaer, University of AntwerpPatrick De Pelsmacker, University of AntwerpQian Deng, University of Alberta, CanadaNathalie Dens, University of Antwerp, BelgiumJanine Dermody, Oxford Brookes UniversityKalpesh K. Desai, University of Missouri - Kansas

CityHelene Deval, Dalhousie University, CanadaIsabel Ding, National University of Singapore,

SingaporeYu Ding, Columbia University, USAAmina Djedidi, Université Paris-EstKivilcim Dogerlioglu-Demir, Sabanci University,

Istanbul, TurkeyPierre-Yann Dolbec, John Molson School of

Business, Concordia UniversityPaula Dootson, QUTMichael Dorn, University of Bern, Institut für

Marketing und UnternehmensführungCarly Drake, University of Calgary, CanadaYves Dupuis, John Molson School of Business,

Concordia UniversityJeffrey Durgee, Rensselaer Polytechnic Institute,

USAToni Eagar, Australian National University, AustraliaMahdi Ebrahimi, University of Houston, USAAnniek Eigenraam, Vrije Universiteit AmsterdamRenu Emile, O.P. Jindal Global University, IndiaIsabelle Engeler, IESE Business SchoolAntonia Erz, Copenhagen Business SchoolDennis T. Esch, University of St. Gallen,

SwitzerlandFrancine Espinoza Petersen, European School of

Management and Technology, GermanySina Esteky, University of Michigan, USATatiana Fajardo, Florida State University, USAAli Faraji-Rad, Nanyang Technological University,

SingaporeHajar Fatemi, McGill University, CanadaWilian Feitosa, Fundacao Getulio VargasGeorg Felser, Hochschule Harz,GermanyMaura Ferreira, Business School of Federal

University of Rio Grande do Sul- BrazilAlexandra Festila, Aarhus University, DenmarkAnouk Festjens, Katholieke Universiteit Leuven,

BelgiumWeixing Ford, Texas A & M University - San

AntonioSamuel Franssens, London Business School, UKPei-Wen Fu, National Sun Yat-sen University,

Taiwan (R.O.C.)Cristina Galalae, Coventry UniversityMaria Galli, Universitat Pompeu Fabra, SpainChelsea Galoni, Kellogg School of Management,

Northwestern UniversityJessica Gamburg, Northwestern University, USAFei Gao, HEC Paris, FranceTeng Gao, Business School, Sun Yat-sen University,

ChinaMeryl Gardner, University of Delaware, USA

Marion Garnier, SKEMA Business School - Université de Lille, LSMRC - M.E.R.C.U.R., France

Agata Gąsiorowska, University of Social Sciences and Humanities

Alina Geiger, University of BayreuthMarilena Gemtou, University of Bath, UKClaas Christian Germelmann, University of

Bayreuth, GermanyMaximilian Gerrath, Leeds University Business

SchoolRachel Gershon, Washington University, USAArezou Ghiassaleh, University of Lausanne,

SwitzerlandTanuka Ghoshal, Indian School of Business, IndiaMassimo Giovanardi, University of LeicesterMarilyn Giroux, Auckland University Of

Technology, New ZealandAlexei Gloukhovtsev, Aalto University School of

BusinessDelphine Godefroit-Winkel, OPIRobert Goedegebure, Wageningen University, The

NetherlandsMaja Golf Papez, University of Canterbury, New

ZealandManuela Goncalves, Universidade do Rio Grande

do SHan Gong, Nanjing UniversityGabriel Gonzales, Pennsylvania State University,

USAAmy Goode, University of Strathclyde, UKMahesh Gopinath, Old Dominion University, USASianne Gordon-Wilson, University of PortsmouthLaura K. M. Graf, Goethe University Frankfurt,

Chair for Product Management and Marketing Communications

Adam Eric Greenberg, UCLA Anderson School of Management

Lauren Grewal, University of Pittsburgh, USAVassa Grichko, Texas A&M University, USASimone E Griesser, University of WarwickMarija Grishin, University of Kansas, USABarbara Gross, California State University,

Northridge, USAManissa Gunadi, Erasmus University Rotterdam,

The NetherlandsAditya Gupta, University of Nebraska-Lincoln, USASimona Haasova, Vienna UniversityRhonda Hadi, University of OxfordZhao Haichuan, City University of Hong KongGeorgios Halkias, University of ViennaAnne Hamby, Hofstra UniversitySara Hanson, University of RichmondKendra Hart, Mount Royal UniversityCeren Hayran, Koc University, TurkeySimon Hazée, HEC Liège, University of LiègeDaniel He, Columbia University, USAMarloes Heijink, Hong Kong Polytechnic UniversityAndrea Hemetsberger, University of Innsbruck,

AustriaJose Mauro Hernandez, Centro Universitário da FEIOzlem Hesapci, Bogazici UniversityNico Heuvinck, IESEG School of Management,

FranceDiogo Hildebrand, Grenoble Ecole de ManagementKrista Hill, Bridgewater State UniversitySean Hingston, Schulich School of Business, York

UniversityChi Hoang, BI Norwegian Business SchoolBrady Hodges, Texas A&M University, USA

Lisa Carola Holthoff, University of Duisburg-Essen, Germany

Sabine Hommelhoff, Friedrich-Alexander University Erlangen-Nürnberg

JungHwa Hong, University of Texas at TylerSoonkwan Hong, Michigan Technological

University, USAYoujeong Hong, Seoul National University, South

KoreaRahil Hosseini, Pompeu Fabra University, SpainMin Hou, Zhejiang Gongshang University, ChinaKatie Howie, The University of MississippiMeng-Hua Hsieh, Pennsylvania State University-

HarrisburgBingyan Hu, University of Iowa, USALei Huang, State University of New York at

Fredonia, USALi Huang, University of South Carolina, USARong Huang, Shanghai University of Economics

and Finance, ChinaXun (Irene) Huang, Nanyang Technological

University, SingaporeZhongqiang (Tak) Huang, The Hong Kong

Polytechnic UniversityMariam Humayun, York University, CanadaBjörn Hüttel, University of PassauVerena Hüttl-Maack, University of HohenheimEun Hwang, Indiana University of PennsylvaniaKenneth F. Hyde, Auckland University of

Technology, New ZealandChris Hydock, Georgetown University, USAJamie D. Hyodo, Universty of Nebraska-Lincoln,

USAMonika Imschloss, University of CologneCaglar Irmak, University of Miami, USAGiuliana Isabella, University of São PauloAnoosha Izadi, University of Houston, USASteffen Jahn, University of Goettingen, GermanyPeter Jarnebrant, BI Norwegian Business SchoolAna Javornik, Università della Svizzera Italiana,

SwitzerlandLei Jia, The Ohio State University, USAMiaolei Jia, National University of Singapore,

SingaporeLi Jiang, UCLA AndersonYing Jiang, University of Ontario Institute of

Technology, CanadaZixi Jiang, UNSW Business SchoolBruna Jochims, Neoma Business SchoolMina Jun, University of Southern California, USAMinji Jung, Rutgers University, USASungJin Jung, Seoul National UniversityLuke Kachersky, Fordham University | Gabelli

School of BusinessArti Kalro, Shailesh J Mehta School of

Management, Indian Institute of Technology Bombay, India

Eun Yeon Kang, University of Texas at Austin, USAIn Hye Kang, University of Maryland, USAFaye Kao, National Cheng Kung UniversitySommer Kapitan, Auckland University of

Technology, New ZealandAnkur Kapoor, Indian Institute of Management,

Ahmedabad; IndiaSelcan Kara, University of Connecticut, USAMustafa Karataş, Koc University, TurkeyJohn Karsberg, Stockholm School of EconomicsRaghabendra KC, Cambridge Judge Business

SchoolMatthew Kearney, Ulster University

viii /

WORKING PAPER REVIEWERS (continued)Carol Kelleher, University College CorkCorinne Kelley, Florida State UniversityHenri Kemppi, University of Turku, FinlandNeda Khalil Zadeh, PhD Candidate, Department

of Marketing, School of Business, University of Otago, New Zealand

Mansur Khamitov, Ivey Business School, Western University

Shayan Khan, Lahore School of EconomicsJamel Khenfer, Grenoble School of Management,

FranceEunice Kim, Pennsylvania State University, USAHae Joo Kim, Wilfrid Laurier University, CanadaJeehye Christine Kim, INSEAD, FranceJunghyun Kim, Virginia Tech, USAKacy Kim, Elon UniversityNicole Kim, University of Maryland, USASoyoung Kim, University of Alberta, CanadaYaeeun Kim, Temple University, USAYaeri Kim, Seoul National University, South KoreaYoungseon Kim, Central Connecticut State

University, USATracey King Schaller, Georgia Gwinnett College,

USAEva Kipnis, Coventry Business School, UKColleen Kirk, New York Institute of TechnologyKristina Klein, University of CologneRob Kleine, Ohio Northern University, USAClara Koetz, ESC Rennes School BusinessMichail Kokkoris, University of Cologne, GermanyMonika Koller, WU ViennaAna Kono, University of Miami, USAElisa Konya-Baumbach, University of Mannheim,

GermanyK.B. Koo, University of Alberta, CanadaMinjung Koo, Sungkyunkwan University, Republic

of KoreaWolfgang Kotowski, University of ZürichSofia Kousi, Athens University of Economics and

BusinessAleksandra Kovacheva, University of Pittsburgh,

USAAnne-Madeleine Kranzbuehler, Vrije Universiteit

AmsterdamMasha Ksendzova, Boston University, USAMonika Kukar-Kinney, University of Richmond,

USAAtul Kulkarni, University of Missouri, USAKatina Kulow, University of LouisvilleDidem Kurt, Boston University, USAMan Ching Kwan, Lingnan (University) College,

Sun Yat-Sen UniversityJaeHwan Kwon, Baylor UniversityCamille Lacan, Dauphine DRMArun Lakshmanan, SUNY Buffalo, USAChao-Feng Lee, National Chung Cheng UniversityHsin-Hsuan Meg Lee, ESCP EuropeJiyoung Lee, University of Texas at Austin, USASaerom Lee, University of Texas at San Antonio,

USAYong Kyu Lee, York College, the City University of

New YorkYun Jung Lee, Robert B. Willumstad School of

Business, Adelphi UniversityZoe Lee, University of Bath, UKNikki Lee-Wingate, University of BridgeportSarah Lefebvre, University of Central Florida, USAChristophe Lembregts, Erasmus University

Rotterdam, The NetherlandsAda Leung, Penn State Berks, USA

Liat Levontin, Technion, Israel Instiute of Technology

Eric Li, University of British Columbia, CanadaRan Li, The Chinese University of Hong KongXueni Li, The Hong Kong Polytechnic UniversityYe Li, University of California Riverside, USAYi Li, IESEG School of ManagementYuanYuan Li, Nanjing UniversityMarcel Lichters, Researcher in Empirical

Economics, Otto-von-Guericke- University Magdeburg, and Visiting Professor of Business Psychology, Harz University of Applied Sciences Wernigerode

Chien-Wei (Wilson) Lin, State University of New York at Oneonta

Chin-Feng Lin, National Pingtung University, Taiwan

Lily Lin, Simon Fraser University, CanadaYuting Lin, Imperial College LondonAiqing Ling, INSEAD, FranceChristopher Ling, University of South Carolina,

USARichie Liu, Oklahoma State University, USAWumei Liu, School of Management, Lanzhou

University, Lanzhou, ChinaXian Liu, Heinrich Heine University DüsseldorfXiaoyan Liu, Nanyang Technological University,

SingaporeYue Liu, University of Central Florida, USAAndrew Long, University of Colorado, USAInes Lopez-Lopez, University of MurciaSara Loughran Dommer, Georgia Tech, USALauren Louie, NATherese A. Louie, San Jose State University, USAFang-Chi Lu, Korea UniversityYue Lu, PhDZoe Y. Lu, University of Wisconsin - Madison, USAChi-Cheng Luan, Department of Consumer Science,

Purdue University, 812 W. State Street, West Lafayette, IN 47907-2060

Andrea Luangrath, University of Wisconsin - Madison, USA

Ruxandra Luca, Imperial College LondonRenaud Lunardo, KEDGE Business School, FranceRhiannon MacDonnell, Faculty of Management,

University of LethbridgeShilpa Madan, Nanyang Technological University,

SingaporeAdriana Madzharov, Stevens Institute of TechnologyNatalia Maehle, Centre for Innovation / Bergen

University CollegeAhreum Maeng, University of Kansas, USAAlexander Mafael, Freie Universität BerlinAmmara Mahmood, Cass Business SchoolDominika Maison, University of WarsawIgor Makienko, University of Nevada at Reno, USAKateryna Maltseva, BI Norwegian Business SchoolAlexandra Mantau, University of StuttgartDanielle Mantovani, Federal University of Parana,

BrazilChristian Martin, University of LausanneDaniele Mathras, Northeastern University, USAPragya Mathur, Baruch College, USAStefan Mayer, Goethe-University Frankfurt,

GermanyRachel Meng, Columbia University, USAPreetha Menon, Symbiosis Institute of Business

Management, PuneEzgi Merdin, Koç UniversityUwe Messer, University of Bamberg, Germany

Adrien Mierop, Université catholique de LouvainGina Miller, Mercer University, USALaetitia Mimoun, HEC Paris, FranceKyeong Sam Min, University of New Orleans, USAMehrad Moeini-Jazani, BI Norwegian Business

SchoolSarit Moldovan, Technion - Israel Institute of

TechnologyKimberley Mosher, Queens University, CanadaMehdi Mourali, University of Calgary, CanadaMudra Mukesh, University of Greenwich, UKAshesh Mukherjee, McGill University, CanadaSudipta Mukherjee, Pamplin College of Business,

Virginia TechIman Naderi, Fairfield UniveristyAnish Nagpal, The University of Melbourne,

AustraliaKelly Naletelich, University of North TexasValentina Nedeva, University of Lausann,

SwitzerlandAngela Negrão, UFPRMarcelo V. Nepomuceno, HEC Montreal, CanadaAndy H. Ng, University of Illinois at Urbana-

Champaign, USASharon Ng, Nanyang Technological University,

SingaporeLeonardo Nicolao, UFRGS, BrazilTim Nicolas Nierobisch, Georg-August-Universität

Göttingen, GermanyValeria Noguti, University of Technology Sydney,

AustraliaLuke Nowlan, University of Miami, USAGa-Eun (Grace) Oh, Hong Kong University of

Science and TechnologyLale Okyay-Ata, Koç University, TurkeyJenny Olson, University of Kansas, USAMansour Omeira, University of Neuchâtel,

SwitzerlandCarlos Orús, University Of ZaragozaTobias Otterbring, Service Research Center,

Karlstad UniversityStefano Pace, Kedge Business SchoolJohanna Palcu, University of Vienna, AustriaAnna Paley, New York University, USAPrateeksha Parihar, Indian Institute of Management

RaipurHanyong Park, University of Texas at San Antonio,

USAJen Heewon Park, New York University, USAMijung Park, Northwestern UniversitySungjun (Steven) Park, Korea Advanced Institute of

Science and Technology (KAIST)Maurice Patterson, Kemmy Business School,

University of LimerickFabien Pecot, Aix-Marseille School of Management

IAESara Penner, University of Manitoba, CanadaElfriede Penz, WU (Vienna University of Economics

and Business), AustriaBeatriz Pereira, Iowa State University, USAAdrian Peretz, Oslo School of Management, NorwayDikla Perez, Tel -Aviv University, IsraelHannah Perfecto, University of California Berkeley,

USAAnne Odile Peschel, Aarhus UniversityAndrea Lynn Phillips, University of Nebraska-

LincolnMatthew Philp, HEC Montréal, CanadaDoreen Pick, University of Applied Sciences

Merseburg

Advances in Consumer Research (Volume 44) / ix

WORKING PAPER REVIEWERS (continued)Meghan Pierce, La Salle University, USAAnne-Claire Pin, University of South Britany,

FranceValentina Pitardi, Luiss universityAndreas Plank, University of Innsbruck, AustriaRuth Pogacar, University of CincinnatiNicolas Pontes, Queensland University of

Technology, AustraliaMorgan Poor, University of San Diego, USAMonica Popa, Edwards School of Business,

University of Saskatchewan, CanadaNancy Puccinelli, Oxford UniversityMartin Pyle, Ryerson UniversityCheng Qiu, Hong Kong Baptist UniversitySimon Quaschning, Ghent University, BelgiumRebecca Rabino, Virginia Tech, USAHoori Rafieian, Drexel University, USARyan Rahinel, University of CincinnatiSekar Raju, Iowa State University, USAAishwarya Ramasundaram, Indian Institute Of

Management,Bangalore, IndiaMukta Ramchandani, NEOMA Business School,

Campus Reims, FranceSuzanne Rath, Queens University, CanadaPhilipp Rauschnabel, University of Michigan, USACrystal Reeck, Temple University, USABrandon Reich, University of Oregon, USANicholas Reinholtz, University of Colorado, USAAnn Kristin Rhode, ESCP Europe Business School

ParisJacqueline Rifkin, Duke University, USALinda Robinson, RMIT UniversitySarah Roche, Texas Wesleyan UnversityMaria Rodas, University of Minnesota, USAMarisabel Romero, University of South Florida,

USAYefim Roth, Technion University, IsraelJeff Rotman, Ivey Business SchoolCaroline Roux, Concordia University, CanadaRajat Roy, Curtin University, AustraliaHimadri Roy Chaudhuri, International Management

Institute-Kolkata, IndiaSalvador Ruiz de Maya, University of Murcia, SpainCecilia Ruvalcaba, University of the PacificSebastian Sadowski, University of Groningen, The

NetherlandsChristina Saenger, Youngstown State University,

USASofie Sagfossen, Stockholm School of EconomicsEisa Sahabeh Tabrizi, University College of

Southeast NorwayCamille Saintives, INSEEC Business School, FranceGeetanjali Saluja, HKUST, Hong KongFabio Shimabukuro Sandes, Fundação Getulio

Vargas, FGVMarion Sanglé-Ferrière, ESCP Europe, FranceGülen Sarial-Abi, Bocconi University, ItalySamer Sarofim, University of Kansas, USADaiane Scaraboto, Pontificia Universidad Católica

de ChileDorothea Schaffner, Lucerne University of Applied

Sciences, SwitzerlandAnja Schanbacher, London Business School, UKPhilipp Scharfenberger, University of St. Gallen,

SwitzerlandCarolin Scheiben, University of Duisburg-EssenKaren Scherr, Duke University, USAMarie Schill, University of ReimsJulie Schiro, University College DublinIris Schneider, VU University Amsterdam

Maura Scott, Florida State University, USAMeyrav Shoham, Technion - Israel Institute of

TechnologyKao Si, The Chinese University of Hong KongShakeel Siddiqui, Dublin City University, IrelandAnton Siebert, The Open UniversityDavid H. Silvera, University of Texas at San

Antonio, USAYvetta Simonyan, University of Birmingham, UKAmit Singh, The Ohio State UniversityRobert Smith, Ohio State University, USACansu Sogut, Boston University, USATatiana Sokolova, University of Michigan, USAHyunsang Son, University of Texas at Austin, USARobin Soster, University of Arkansas, USAJelena Spanjol, University of Illinois at Chicago,

USAGerri Spassova, Monash University, AustraliaNathalie Spielmann, NEOMA Business SchoolSusan Spiggle, University of ConnecticutKatherine C. Sredl, Loyola University Chicago,

USAAntonios Stamatogiannakis, IE Business School - IE

University, SpainAngelos Stamos, KU LeuvenTajana Stankovic, University of Strathclyde, UKAdrienne Steffen, Hochschule fuer Internationales

Management HeidelbergJulius Stephan, University of Strathclyde, UKSarita Stewart, Belmont UniversityLara Stocchi, Flinders University of Sout AustraliaJennifer Stoner, University of North DakotaJason Stornelli, Oregon State UniversityLaura Straeter, Erasmus University Rotterdam, The

NetherlandsBrendan Strejcek, Northwestern University, USAAnika Stuppy, Erasmus University Rotterdam, The

NetherlandsAna Suárez Vázquez, University of Oviedo, SpainSubin Sudhir, Indian Institute of Management

TiruchirappalliSophie Suessenbach, Vienna University of

Economics and BusinessWang Suk Suh, University of Oregon, USAYixia Sun, Zhejiang University, ChinaYeonjin Sung, Seoul National University, KoreaSatoko Suzuki, Kyoto UniversityHenna Syrjälä, University of VaasaStefan Szugalski, Stockholm School of Economics,

SwedenAruna Divya, Indian Institute of Management,

BangaloreMarie Taillard, ESCP Europe Business SchoolCaroline S.L. Tan, University of Tsukuba, JapanBerna Tari Kasnakoglu, TOBB University of

Economics and Technology, TurkeyVito Tassiello, LUISS Guido CarliDanna Tevet, Tel Aviv UniversityDerek Theriault, John Molson School of Business -

Concordia UniversityVeronica Thomas, Towson University, USACarina Thürridl, Wirtschafts University, AustriaDing (Allen) Tian, Wuhan University, ChinaJulie Tinson, University of Stirling, Scotland, UKNgoc (Rita) To, University of Houston, USADandan Tong, Chinese University of Hong Kong,

ChinaMai Khanh Tran, University of Birmingham, UKNatalie Truong, Nanyang Technological University,

Singapore

Ke (Christy) Tu, University of Alberta, CanadaYanping Tu, University of Florida, USAAulona Ulqinaku, Bocconi University, ItalyIsabelle Ulrich, Neoma Business School, FRANCEBryan Usrey, Leeds University Business SchoolCarmen Valor, Universidad Pontificia ComillasAstrid Van den Bossche, Oxford University, UKMartine van der Heide, University of Groningen,

The NetherlandsMichelle van Gils, KU LeuvenNoah VanBergen, University of Miami, USARicardo Teixeira Veiga, UFMG, BrazilChristophe Vermeulen, IPSY - Université catholique

de LouvainDaniel Villanova, Virginia Tech, USALuca M. Visconti, ESCP Europe, FranceCharlotte Vonkeman, VU university AmsterdamBenjamin Voyer, ESCP Europe, UK / London

School of Economics, UKAnna Vredeveld, Berry College, USAFang Wan, University of Manitoba, CanadaJing Wan, University of Groningen, The NetherlandsChen Wang, Drexel University, USALihuei Wang, Xiamen University, ChinaLili Wang, Zhe Jiang University, ChinaTingting Wang, Sun Yat-sen University, Guang

Zhou, ChinaWangshuai Wang, Shanghai Jiao Tong UniversityXin Wang, University of Oregon, USAZe Wang, University of Central Florida, USALuk Warlop, KU Leuven & BI OsloDee Warmath, University of Wisconsin - Madison,

USAElizabeth Webb, Columbia University, USAT.J. Weber, Washington State University, USAVirginia Weber, University of Alberta, CanadaSarah Wei, University of Alberta, CanadaAndrea Weihrauch, Katholieke University Leuven,

BelgiumJodie Whelan, York University, CanadaSarah Whitley, Boston UniversityMarina Isabel Wieluch, Bundeswehr University

MunichElanor Williams, Indiana University, USANiklas Woermann, University of Southern Denmark,

DenmarkChi Wong, The Chinese University of Hong KongLynn Wong, INSEAD, SingaporeYuechen Wu, University of Maryland, USALan Xia, Bentley University, USAChunyan Xie, Stord/Haugesund University College,

NorwayGuang-Xin Xie, University of Massachusetts

Boston, USAHaiyue (Felix) Xu, Pennsylvania State University,

USAQian Xu, Fudan University, ChinaAmanda Yamim, NEOMA Business School, FranceChun-Ming Yang, Ming Chuan University, TaiwanHaiyang Yang, Johns Hopkins UniversityLifeng Yang, University of Mississippi, USAZhiyong Yang, University of Texas at Arlington,

USAAmy Yau, CardiffRamazan Yavuz, Bogazici UniversitySunghwan Yi, University of Guelph, CanadaBingqing Yin, University of Kansas, USAJeaney Yip, University of Sydney, AustraliaHye Jin Yoon, Southern Methodist University, USA

x /

WORKING PAPER REVIEWERS (continued)Ozge Yucel-Aybat, Pennsylvania State University-

Harrisburg, USAMujde Yuksel, Suffolk UniversityDaniel Zane, Ohio State University, USALia Zarantonello, University of Bath, UKXianfang Zeng, University of Calgary, Canada

Chun Zhang, Concordia University, CanadaDan Zhang, City University of New York, USAKuangjie Zhang, Nanyang Technological University,

SingaporeZhe Zhang, University of Houston, USAXiaohua Zhao, Tsinghua University

Frank Zheng, University of Texas at Austin, USAXiaoying Zheng, Nankai University, ChinaNatalina Zlatevska, University of Technology

Sydney

FILM REVIEWERSDaniel Boller, University of St. Gallen, SwitzerlandZafeirenia Brokalaki, King’s College London -

University of ArkansasPrakash Das, University of Calgary, CanadaEmanuel de Bellis, University of St. Gallen,

SwitzerlandAlain Goudey, Neoma Business SchoolVassa Grichko, Texas A&M University, USASimone E Griesser, University of WarwickTanvi Gupta, Indian Institute of Management

BangaloreTracy Harwood, De Montfort UniversityWibke Heidig, Albstadt-Sigmaringen UniversityFatema Kawaf, University of Essex, UK

Dannie Kjeldgaard, University of Southern Denmark, Denmark

Wolfgang Kotowski, University of ZürichEric Li, University of British Columbia, CanadaCecilia Lobo-de-Araujo, Fundação Getúlio VargasLaura Oswald, Marketing Semiotics Inc., USAStefano Pace, Kedge Business SchoolJohanna Palcu, University of Vienna, AustriaMaurice Patterson, Kemmy Business School,

University of LimerickElfriede Penz, WU (Vienna University of Economics

and Business), AustriaAishwarya Ramasundaram, Indian Institute Of

Management,Bangalore, India

Shakeel Siddiqui, Dublin City University, IrelandRobin Soster, University of Arkansas, USABerna Tari Kasnakoglu, TOBB University of

Economics and Technology, TurkeyMai Khanh Tran, University of Birmingham, UKGulnur Tumbat, San Francisco State University,

USAAstrid Van den Bossche, Oxford University, UKAlladi Venkatesh, University of California Irvine,

USANiklas Woermann, University of Southern Denmark,

DenmarkLia Zarantonello, University of Bath, UKXianfang Zeng, University of Calgary, Canada

xi Advances in Consumer Research

Volume 44, ©2016

Table of Contents

Preface . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . iii

Conference Committees & Reviewers . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . iv

2016 ACR Presidential Address

It’s Time to Think . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1Mary Frances Luce, Duke University, USA

2016 ACR Fellow Address

Brand Attachment: Theory and Practice . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .3C. Whan Park, University of Southern California, USA

What I have Learned about Variety: (And are there any lessons here for our polarized US?) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .7

Barbara E. Kahn, University of Pennsylvania, USA

Reflections: Progress Made and Perspective Shifted . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11Alice M. Tybout, Northwestern University, USA

Special Session Summaries

Customized Nudges: Choice Architecture for a Heterogeneous World . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15Chair: Kirstin C. Appelt, Columbia University, USA

Paper #1: Effective, Selective Choice Architecture: Checklists as a More Precise ToolKirstin C. Appelt, Columbia University, USAMelissa A. Z. Knoll, Consumer Financial Protection Bureau, USAEric J. Johnson, Columbia University and Consumer Financial Protection Bureau, USAJon Westfall, Delta State University, USA

Paper #2: Encouraging Energy Efficiency: Product Labels Activate Temporal TradeoffsDavid J. Hardisty, University of British Columbia, CanadaYoonji Shim, University of British Columbia, CanadaDaniel Sun, University of Calgary, CanadaDale Griffin, University of British Columbia, Canada

Paper #3: Smart Choice SetsBenedict G. C. Dellaert, Erasmus University Rotterdam, The NetherlandsTom Baker, University of Pennsylvania, USAEric J. Johnson, Columbia University and Consumer Financial Protection Bureau, USA

Paper #4: Choosing Not to Choose: Consumers Are More Satisfied With a Product When It Is Determined by a Prediction Algorithm Than When They Personally Chose It

Yann Cornil, University of British Columbia, CanadaAnne-Kathrin Klesse, Erasmus University Rotterdam, The Netherlands

xii / Table of Contents

Plugged In: How Consumers Choose and Use Technology . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21Chair: Jackie Silverman, Wharton, University of Pennsylvania, USA

Paper #1: Better to Have a Book in the Hand Than Two in the Cloud: Consumer Preferences for Physical Over Digital Goods

Ozgun Atasoy, Boston University, USACarey Morewedge, Boston University, USA

Paper #2: You are What You Track: The Effect of Failing to Log an Experience on Future Use of Tracking AppsJackie Silverman, Wharton, University of Pennsylvania, USA Alixandra Barasch, NYU Stern School of Business, USA

Paper #3: “Coming Alive” Through Headphones: Listening to Messages via Headphones vs. Speakers Increases Immersion, Presence, and Liking

Alicea J. Lieberman, University of California, San Diego, USAOn Amir, University of California, San Diego, USA Juliana Schroeder, University of California, Berkeley, USA

Paper #4: The Accessibility Liability: Digital Information Undermines Conceptual UnderstandingAdrian Ward, University of Texas at Austin, USA Shane R. Schwikert, University of Colorado, Boulder, USA

A 360° View of Patients’ Experiences as Medical Consumers . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 26Chairs: Tatiana Barakshina, University of Illinois at Chicago, USA Karen Scherr, Duke University, USA

Paper #1: Coping with Fear and Regret in Online Health CommunitiesTatiana Barkashina, University of Illinois at Chicago, USAJelena Spanjol, University of Illinois at Chicago, USAAlan J. Malter, University of Illinois at Chicago, USA

Paper #2: Empowering Patients as Decision-Makers in the Context of Early Stage Prostate CancerKaren Scherr, Duke University, USAMary Frances Luce, Duke University, USAPeter Ubel, Duke University, USA

Paper #3: The Neonatal Intensive Care Unit as an Assembled Servicescape: How do Technological Actors Affect Parent/Staff Decision-Making?

Beth Leavenworth DuFault, State University of New York at Albany, USAHope Jensen Schau, University of Arizona, USAKushagra Bhatnagar, Aalto School of Business, Helsinki, FinlandJohn Schouten, Aalto School of Business, Helsinki, Finland and St Gallen University, St Gallen, Switzerland

Paper #4: Exploring Patient-Provider Relationships in Preference-Based Health Care ChoicesLinda Tuncay Zayer, Loyola University Chicago, USACele C. Otnes, University of Illinois at Urbana-Champaign, USAEileen M. Fischer, York University, Toronto, Canada

From Sound to Text, the Wide Dependence of Consumer Decision Making on Language . . . . . . . . . . . . . . . . . . . . . . . . 32Chairs: Ann Kronrod, Boston University, USATina M. Lowrey, HEC Paris, France

Paper #1: Vipiz is Fast, Vopoz is Slow: Phonetic Symbolism is the Way to Go!Stacey Baxter, University of Newcastle, AustraliaJasmina Ilicic, Monash University, AustraliaAlicia Kulczynski, University of Newcastle, AustraliaTina M. Lowrey, HEC Paris, France

Paper #2: From Language to Behavior: Verbs Lead to Consumer Action Yan Meng, University of New York, USADavid Luna, Baruch College, USASandor Czellar, University of Lausanne, Switzerland

Paper #3: Everyone Likes This Movie! Consensus Language Increases the Influence of Weak Ties over Strong Ties in Product Recommendations

Jeff Lee, MIT, USAAnn Kronrod, Boston University, USA

Paper #4: The Hidden Costs of Paying Your Reviewers: How Incentives Affect the Language of Online Reviews and Subsequently their Perceived Helpfulness and their Persuasiveness

Peeter W. J. Verlegh, Vrije Universiteit Amsterdam, NetherlandsLotte M. Willemsen, HU University of Applied Sciences, NetherlandsEline Y. M. Zwinkels, MediaTest, Netherlands

Advances in Consumer Research (Volume 44) / xiii

Fifty Shades of Sharing - Exploring the Darker Shades of Sharing . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 37Chairs: Julie L. Ozanne, University of Melbourne, AustraliaAyalla Ruvio, Michigan State University, USA

Paper #1: Selfish SharingRussell Belk, York University, Canada

Paper #2: Mutually Assured Explanation: Advancing a Framework for the Sharing EconomyAlex Rose, Murray State University, USA

Paper #3: “People Like Us:” Negotiating Social Boundaries in House SwappingYe (Nicole) Yang, University of Melbourne, AustraliaJulie L. Ozanne, University of Melbourne, AustraliaAngela Paladino, University of Melbourne, Australia

Paper #4: Reciprocal Altruism as a Motivation for Sharing: Sharing Up verses Sharing DownAyalla Ruvio, Michigan State University, USA Naomi Mandel, Arizona State University, USA Elodie Gentina, Université de Lille, France

Human-like Robots and Robot-like Humans: Anthropomorphism and Dehumanization in Consumption . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 42

Chairs: Noah Castelo, Columbia University, USA Johannes Boegershausen, University of British Columbia, Canada

Paper #1: Anthropomorphism and AnthropocentrismRussell Belk, York University, Canada

Paper #2: Cyborg Consumers: When Human Enhancement Technologies are DehumanizingNoah Castelo, Columbia University, USANick Fitz, University of British Columbia, CanadaBernd Schmitt, Columbia University, USAMiklos Sarvary, Columbia University, USA

Paper #3: The Undesired Discounting Effect of Budget Brands: How Brand Positioning Affects Perceptions of Customer Service Representatives’ Human Qualities

Alexander Henkel, Maastricht University, the NetherlandsJohannes Boegershausen, University of British Columbia, CanadaKarl Aquino, University of British Columbia, CanadaJos Lemmink, Maastricht University, the Netherlands

Paper #4: Anthropomorphism From Self-Extension and Self-Expansion Processes: An Assemblage Theory Approach to Interactions Between Consumers and Smart Devices

Donna L. Hoffman, George Washington University, USAThomas P. Novak, George Washington University, USAHyunjin Kang, George Washington University, USA

Resource Accumulation and Exchange: How Consumers Perceive, Monitor and Manage Scarce Resources . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 48

Chairs: Jonathan Berman, London Business School, UKEesha Sharma, Dartmouth College, USA

Paper #1: Passing the Buck to the Wealthier: Egocentric Judgments of Financial Resources Influence Donation Obligations

Jonathan Berman, London Business School, UKAmit Bhattacharjee, Erasmus University Rotterdam, The NetherlandsDeborah Small, University of Pennsylvania, USAGal Zauberman, Yale University, USA

Paper #2: Financial Inability or Financial Savvy? Subjective Financial Well-being Shapes Preferences for Discounted Purchases

Eesha Sharma, Dartmouth College, USAPunam Keller, Dartmouth College, USA

Paper #3: Why Some Prices Are Fairer Than OthersFranklin Shaddy, University of Chicago, USAAnuj Shah, University of Chicago, USA

Paper #4: The Negative Consequences of Petty ExchangeTami Kim, Harvard Business School, USATing Zhang, Columbia Business School, USAMichael I. Norton, Harvard Business School, USA

xiv / Table of Contents

Choosing Healthy: Recent Findings on Environmental Factors that Shape Choice and Consumption . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 53

Chair: Kevin L. Sample, University of Georgia, USAPaper #1: Ambient Music and Food Choices: Can Music Volume Level Nudge Healthier Choices?

Dipayan Biswas, University of South Florida, USAKaisa Lund, Linnaeus University, SwedenCourtney Szocs, Portland State University, USA

Paper #2: Heavy Choices: Exertion and Food Choice Healthiness in Field SettingsAner Tal, Cornell University, USAAmir Grinstein, Northeastern University, USAMirella Kleijnen Frei, Universitat Amsterdam, NetherlandsJoshua Ackermann, University of Michican, USABrian Wansink, Cornell University, USA

Paper #3: Healthy Diets and Empty Wallets: The Healthy=Expensive IntuitionKelly L. Haws, Vanderbilt University, USARebecca Reczek, Ohio State University, USAKevin L. Sample, University of Georgia, USA

Paper #4: Introducing the “Calories per Gram” Label to Promote Healthy Food ChoicesJulio Sevilla, University of Georgia, USABrian Wansink, Cornell University, USA

Reinvestigating Fundamental Concepts of Marketing and Consumer Research—How Consumer Neuroscience Adds Additional Value to Our Discipline . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 59

Chair: Monika Koller, WU Vienna, AustriaPaper #1: Emotional Responses to Movie-Trailers Predict Individual Preferences for Movies and Their Population-wide Commercial Success

Maarten Boksem, Erasmus University Rotterdam, The NetherlandsHang-Yee Chan, Erasmus University Rotterdam, The NetherlandsVincent Schoots, Erasmus University Rotterdam, The NetherlandsAlan Sanfey, Behavioural Science Institute, Radboud University Nijmegen, The NetherlandsAle Smidts, Erasmus University Rotterdam, The Netherlands

Paper #2: Neural Prediction of Market-level Crowdfunding OutcomesAlexander Genevsky, Erasmus University Rotterdam, The NetherlandsCarolyn Yoon, Stephen M. Ross School of Business, University of Michigan, USABrian Knutson, Department of Psychology, Stanford University, USA

Paper #3: We Are What We Know: Using Consumer Neuroscience to Build a Better Understanding of Price Knowledge

Marco Hubert, Zeppelin University, GermanyMarc Linzmajer, University of St. Gallen, SwitzerlandPeter Kenning, University of Düsseldorf, GermanyMirja Hubert, Zeppelin University, Germany

Paper #4: Effectiveness of Print and Digital Media: Insights from NeuroscienceVinod Venkatraman, Temple University, USAAngelika Dimoka, Temple University, USAPaul Pavlou, Temple University, USAKhoi Vo, Duke University, USA

Advances in Consumer Research (Volume 44) / xv

It’s All Around You: The Pervasive Effects of Technology on Consumers’ Lives . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 65Chairs: Maura Scott, Florida State University, USAMartin Mende, Florida State University, USA

Paper #1: Touching Versus Talking: Alternative Interfaces and the Extended SelfS. Adam Brasel, Boston College, USA

Paper #2: Personalized Advertising in Public Environments: Perceptions and ConsequencesNicole Heß, University of Passau, GermanyJan H. Schumann, University of Passau, Germany Martin Mende, Florida State University, USAMaura L. Scott Florida State University, USA

Paper #3: Understanding the Quantified Self: Effects of Self-Tracking on Mortality Salience and Health MotivationMartin Mende, Florida State University, USAMaura L. Scott, Florida State University, USAGergana Y. Nenkov, Boston College, USA

Paper #4: Thank You for Your Helping Hand! Ways to Avoid Negative Consequences of Customer Participation in Recovery of Technology Product Failure

Nicola Bilstein, Catholic Univ. of Eichstaett-Ingolstadt, GermanyShashi M. Matta, The Ohio State University, USAJens Hogreve, Catholic Univ. of Eichstaett-Ingolstadt, Germany

My Heart on my Sleeve: Emotion as Information in a Social World . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 70Chair: Yimin Cheng, Hong Kong University of Science and Technology, China

Paper #1: Please Don’t Praise It: How Compliments on Identity Signals Result in EmbarrassmentLisa A. Cavanaugh, University of Southern California, USAJoseph C. Nunes, University of Southern California, USAYoung Jee Han, Sungkyunkwan University, Korea

Paper #2: The Effects of Power on Emotional Responses to Self-FailureDerek D. Rucker, Northwestern University, USA Adam Duhachek, Indiana University, USA Claire Heeryung Kim, Indiana, USA DaHee Han, McGill University, Canada

Paper #3: Fun Signals Intrinsic Motivation: Observers Infer Motivation from Expressed EmotionYimin Cheng, Hong Kong University of Science and Technology, ChinaAnirban Mukhopadhyay, , Hong Kong University of Science and Technology, ChinaPatti Williams, University of Pennsylvania, USA

Paper #4: The Two Faces of Innovation Adoption: How Envy Affects Consumers’ Evaluation of Innovative ProductsJaeyeon Chung, Columbia University, USA Leonard Lee, National University of Singapore, Singapore

xvi / Table of Contents

Threats to Food Well-being for At-Risk Consumers in the Marketplace . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 76Chairs: Julie L. Ozanne, University of Melbourne, AustraliaMichal Carrington, University of Melbourne, AustraliaGergely Nyilasy, University of Melbourne, Australia

Paper #1: Obesity and Sensitivity of Food Perceptions and Preferences to Marketing ActionsPierre Chandon, INSEAD, FranceYann Cornil, University of British Columbia, CanadaLiane Schmidt, INSEAD, FranceMichèle Chabert, Université Pierre et Marie Curie, FranceSana Atik, INSEAD, FranceJudith Aron-Wisnewsky, Hôpital La Pitié Salpêtrière, FranceKarine Clément, Hôpital La Pitié Salpêtrière, FranceHilke Plassmann, INSEAD, France

Paper #2: The Effect of Chronic Dieting Goals on Auditory Perceptual BiasesLauren F. Mayor and Lauren G. Block, Baruch College, USASuresh Ramanathan, Texas A&M University, USA

Paper #3: Can Money Tip the Scale? Social Judgment of Overweight Shoppers and the Role of Form of PaymentCarrie Skinner, Florida State University, USAMartin Mende, Florida State University, USAMaura L. Scott, Florida State University, USAStephen M. Nowlis, Washington University at St. Louis, USAMichael K. Brady, Florida State University, USA

Paper #4: You’re Killing Me! Exploring How Consumers with Food Intolerances Navigate Eating OutMichal J. Carrington, University of Melbourne, AustraliaGergely Nyilasy, University of Melbourne, AustraliaJulie L. Ozanne, University of Melbourne, Australia

What Can Brains and Bodies Tell us That Consumers Won’t? Neurophysiological Processes Underlying Consumer Judgment and Choice . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 82

Chairs: Linda Couwenberg, Erasmus University Rotterdam, The NetherlandsMehmet Yavuz Acikalin, Stanford University, USA

Paper #1: Neural Responses to Functional and Experiential Ad Appeals: Explaining Ad EffectivenessLinda Couwenberg, Erasmus University Rotterdam, The NetherlandsMaarten Boksem, Erasmus University Rotterdam, The NetherlandsRoeland Dietvorst, Neuro Labs, The NetherlandsLoek Worm, InsightYou, The NetherlandsWillem Verbeke, Erasmus University Rotterdam, The NetherlandsAle Smidts, Erasmus University Rotterdam, The Netherlands

Paper #2: Peacocks, Testosterone and Status Seeking: Single-dose Testosterone Administration Increases Preference for Status Brands and Products

Gideon Nave, California Institute of Technology, USAAmos Nadler, University of Western Ontario, CanadaDavid Dubois, INSEAD, FranceColin Camerer, California Institute of Technology, USAHilke Plassmann, INSEAD and Ecole Normale Supérieure, France

Paper #3: Cardiac Vagal Tone and Risky Decision MakingM. Yavuz Acikalin, Stanford University, USABaba Shiv, Stanford University, USA

Paper #4: Modulation of Judgments by Incidental Affect: the Dynamic Integration of Affect and its Temporal Sustainability

Aiqing Ling, INSEAD and Ecole Normale Supérieure, FranceBaba Shiv, Stanford University, USAHilke Plassmann, INSEAD and Ecole Normale Supérieure, France

Advances in Consumer Research (Volume 44) / xvii

Nonconsumption . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 88Chair: Jacqueline Rifkin, Duke University, USA

Paper #1: Need and Intertemporal Choice: A Dual Goal HypothesisXianchi Dai, Chinese University of Hong Kong, ChinaCanice M. C. Kwan, Lingnan College, Sun Yat-Sen University, ChinaAyelet Fishbach, University of Chicago, USA

Paper #2: Postponement Specificity Differentially Affects Desire and ConsumptionNicole L. Mead, University of Melbourne, AustraliaVanessa M. Patrick, University of Houston, USA

Paper #3: How Everyday Items Become Treasures: Forgoing Usage and the Escalation of SpecialnessJacqueline Rifkin, Duke University, USAJonah Berger, University of Pennsylvania, USA

Paper #4: Saving It (and Us) For Later? Consuming and Saving Products that Reflect Our SelvesDaniel E. Sheehan, University of Kentucky, USASara Loughran Dommer, Georgia Institute of Technology, USA

No Pain, No Gain: How Pain and Constraint Influence Consumer Financial Decision-Making . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 93

Chairs: Avni M. Shah, University of Toronto, CanadaMansur Khamitov, Ivey Business School, Western University, Canada

Paper #1: Is Cash Almighty? Effects of Hard vs. Soft Money on Saving/Investment BehaviorRod Duclos, Western University, CanadaMansur Khamitov, Western University, Canada

Paper #2: Keep Your Money Close: Psychological Distance Influences the Perceived Value of MoneyAvni M. Shah, University of Toronto, CanadaSamuel Maglio, University of Toronto, CanadaAnne Wilson, Harvard Business School, USA

Paper #3: Regaining Control by Ditching the Plastic: Why Abundance Increases Consumers’ Aversion to Credit Cards under Conditions of Low Control

Daniel Brannon, Arizona State University, USAAdriana Samper, Arizona State University, USA

Paper #4: The Effect of Stress on Consumer Saving and SpendingKristina M. Durante, Rutgers Business School, USAJuliano Laran, University of Miami, USA

How and When Consumers Make Tradeoffs . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 98Chairs: Franklin Shaddy, University of Chicago, USAItamar Simonson, Stanford University, USA

Paper #1: Expectation-Based Effects of Common Attributes on ChoiceIoannis Evangelidis, Bocconi University, ItalyStijn M.J. van Osselaer, Cornell University, USA

Paper #2: Scoptophobia in Decision-Making: the Aversion to Being Observed During Decisions and its Impact on Consumers’ Tradeoffs and Choice

Yonat Zwebner, University of Pennsylvania, USARom Y. Schrift, University of Pennsylvania, USA

Paper #3: How Tradeoff Elasticity Affects Consumer ChoiceFranklin Shaddy, University of Chicago, USAAyelet Fishbach, University of Chicago, USAItamar Simonson, Stanford University, USA

Paper #4: Acquisition Mode Effect on Consumer Product Evaluation and Tradeoff MakingAnastasiya Pocheptsova, University of South Carolina, USA Ran Kivetz, Columbia University, USARavi Dhar, Yale School of Management, Yale University, USA

xviii / Table of Contents

Narrative Consumption in a Digital World . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 103Chairs: Tom van Laer, City University London, UKJennifer Edson Escalas, Vanderbilt University, USA

Paper #1: Navigating Narratives and Altering Time: Consumption Practices in the Digital AgeStephanie Feiereisen, City University London, UKDina Rasolofoarison, University of Southampton, UKCristel Russell, American University, USAHope Schau, University of Arizona, USA

Paper #2: Reviewing the Review: A Text Analysis of Why Online Experience Reviews Receive Positive FeedbackTom van Laer, City University London, UKJennifer Edson Escalas, Vanderbilt University, USAStephan Ludwig, University of Westminster, UKEllis A. van den Hende, Delft University of Technology, Netherlands

Paper #3: Brand Story-making and Digital ConversationsLuca M. Visconti, ESCP Europe Business School, FranceTom van Laer, City University London, UK

Paper #4: Transformative Digital Storytelling: A Framework for Crafting Stories for Social Change OrganizationsLaura A. Peracchio, University of Wisconsin–Milwaukee, USAMelissa G. Bublitz, University of Wisconsin–Oshkosh, USAJennifer Edson Escalas, Vanderbilt University, USAPia Furchheim, HEC Lausanne, SwitzerlandStacy Landreth Grau, Texas Christian University, USAAnne Hamby, Hofstra University, USAMark Kay, Montclair State University, USAMark Mulder, Pacific Lutheran University, USAAndrea Scott, Pepperdine University, USA

Money on our Minds: Unraveling Consumers’ Complex Relationship with Money . . . . . . . . . . . . . . . . . . . . . . . . . . 108Chairs: Quentin André, INSEAD Europe Campus, FranceKlaus Wertenbroch, INSEAD Europe Campus, FranceZiv Carmon, INSEAD Asia Campus, Singapore

Paper #1: A Sense of Wealth or Poverty Can Help or Hurt Charitable GivingBob M. Fennis, University of Groningen, The NetherlandsLan-Nguyen Chaplin, University of Illinois at Chicago, USASilviu Tierean, Erasmus University, Rotterdam, The NetherlandsKathleen D. Vohs, University of Minnesota, USA

Paper #2: Invoking the Responsible Self and Enhancing Subjective Competence: Nudges to Increase Financial Engagement

Shannon White, University of Chicago, USAAbigail Sussman, University of Chicago, USA

Paper #3: Meaning Transforms Money: How Job Satisfaction Affects Consumers’ Perception and Use of Their Earnings

Quentin Andre, INSEAD Europe Campus, FranceZiv Carmon, INSEAD Asia Campus, SingaporeKlaus Wertenbroch, INSEAD Europe Campus, France

Paper #4: Tuition Aversion: Impatience Impaired Financial Decision Making for Higher EducationHaewon Yoon, Boston College, USAYang Yang, University of Florida, USACarey K. Morewedge, Boston University, USA

Advances in Consumer Research (Volume 44) / xix

Beyond the Present Experience: Enhancing Past and Future Utility from Experiences . . . . . . . . . . . . . . . . . . . . . . . . 113Chair: Kristin Diehl, University of Southern California, USA

Paper #1: Consumers’ Reliance on Imagination Moderates the Effect of Information on Anticipated SatisfactionSamuel Franssens, London Business School, UKSimona Botti, London Business School, UK

Paper #2: Cultivating Gratitude and Giving Through Experiential ConsumptionAmit Kumar, University of Chicago, USAJesse T. Walker, Cornell University, USAThomas D. Gilovich, Cornell University, USA

Paper #3: Celebrate or Commemorate? A Material Purchase Advantage when Honoring Special Life EventsJoseph K. Goodman, Washington University in St Louis, USASelin A. Malkoc, Washington University in St. Louis, USABrittney Stephenson, Sierra Club, USA

Paper #4: Expected and Actual Reliving of Experiences Through Different Types of PhotosAlixandra Barasch, University of Pennsylvania, USAKristin Diehl, University of Southern California, USAGal Zauberman, Yale University, USATing Zhang, Columbia University, USA

Connections: The Social Nature of Consumption . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 118Chair: Sarah Lim, Cornell University, USA

Paper #1: Reducing Consumer Alienation: The Effect of Making Product Producers Personal Christoph Fuchs, Technical University Munich, Germany and Erasmus University, The NetherlandsMartin Schreier, WU Vienna University of Economics and Business, AustriaUlrike Kaiser, WU Vienna University of Economics and Business, AustriaStijn M. J. van Osselaer, Cornell University, USA

Paper #2: Made for You: The Effect of Consumer Identification on Consumer Preference Sarah Lim, Cornell University, USAStijn M. J. van Osselaer, Cornell University, USAChristoph Fuchs, Technical University Munich, Germany and Erasmus University, The NetherlandsMartin Schreier, WU Vienna University of Economics and Business, Austria

Paper #3: A Relationship Account of Marketing Rewards: The Effect of Conditional vs. Unconditional Rewards on Self-Brand Connection

Andrea Bonezzi, New York University, USA Monika Lisjak, Arizona State University, USA Scott Neslin, Dartmouth College, USA

Paper #4: Partner or Servant? When Relationship Type Affects Trait Expectations and Evaluations of the Brand Ping Dong, University of Toronto, CanadaPankaj Aggarwal, University of Toronto, Canada

Beyond Utility: Psychological Antecedents and Consequences of Considering Present and Future States of Wealth . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 123

Chair: Anja Schanbacher, London Business School, UKPaper #1: The Power to Know What You Have: Feeling Powerful Increases Money Monitoring

Emily N. Garbinsky, University of Notre Dame, USAAnne-Kathrin Klesse, Erasmus University Rotterdam, The NetherlandsSzu-chi Huang, Stanford University, USA

Paper #2: Debt Aversion and the Trajectories of Psychological PainAdam Eric Greenberg, UCLA Anderson School of Management, USAHal E. Hershfield, UCLA Anderson School of Management, USA

Paper #3: How Does Future Income Affect Present Discretionary Spending? The Role of Future Self-ContinuityAnja Schanbacher, London Business School, UKDavid Faro, London Business School, UK Simona Botti, London Business School, UK

Paper #4: Examination of the Sampling Origin and the Range Hypothesis of Loss Aversion in 50-50 Gamble SettingsMinah H. Jung, New York University, USAClayton R. Critcher, University of California, Berkeley, USAPhoebe Wong, University of California, Berkeley, USALeif D. Nelson, University of California, Berkeley, USA

xx / Table of Contents

Affective and Contextual Influences on Charitable Behavior . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 128Chairs: Alexander Genevsky, Erasmus University Rotterdam, The NetherlandsCarolyn Yoon, University of Michigan, USA

Paper #1: Request Framing Moderates Affective Preferences in Charitable GivingAlexander Genevsky, Erasmus University Rotterdam, The NetherlandsBrian Knutson, Stanford University, USACarolyn Yoon, University of Michigan, USA

Paper #2: Understanding and Overcoming Overhead Aversion in CharityElizabeth Keenan, Harvard Business School, USAAyelet Gneezy, UCSD, USA

Paper #3: Voting for Charity: The Benefits for Firms of Direct Consumer Involvement in Charitable CampaignsGrant Donnelly, Harvard Business School, USADuncan Simester, Massachusetts Institute of Technology, USAMichael Norton, Harvard Business School, USA

Paper #4: Signaling Emotion and Reason in Human CooperationAlixandra Barasch, University of Pennsylvania, USAEmma Levine, University of Pennsylvania, USADavid Rand, Yale University, USAJonathan Berman, London Business School, UKDeborah Small, University of Pennsylvania, USA

Thought You Had It All Figured Out? Look at Children’s Consumer Behavior and Think Again . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 133

Chair: Tina Lowrey, HEC Paris, FrancePaper #1: Offline Friendships Affect Facebook Activity and Teens’ Theory of Mind

Elodie Gentina, Université de Lille 2, FrancePaper #2: Ownership Shapes Children’s Judgments about Material Goods

Ori Friedman, University of Waterloo, CanadaMadison Pesowski, University of Waterloo, Canada

Paper #3: Signaling Versus Accumulating Wealth: For Children, Refraining from Spending Implies PovertyHeather Kappes, London School of Economics and Political Science, UK

Paper #4: How Do Children Derive Happiness from Past Experiences? Developmental, Experimental, and Longitudinal Evidence

Lan Chaplin, University of Illinois at Chicago, USATina Lowrey, HEC Paris, FranceAyalla Ruvio, Michigan State University, USAL. J. Shrum, HEC Paris, FranceKathleen Vohs, University of Minnesota, USA

When Consumer Multitasking Emerges and How It Reshapes Consumer Behavior . . . . . . . . . . . . . . . . . . . . . . . . . 139Chair: Christilene du Plessis, Rotterdam School of Management, The Netherlands

Paper #1: Juggling When Low in Control: The Effect of Control on Choice to MultitaskJerry Han, University of Texas at Austin, USASusan Broniarczyk, University of Texas at Austin, USA

Paper #2: Drawing Conclusions While Multitasking: Distracting Background Ads Cue Consumers to Infer Product Interest Through Metacognitive Inferences

Daniel M. Zane, Ohio State University, USARobert W. Smith, Ohio State University, USARebecca Walker Reczek, Ohio State University, USA

Paper #3: How Multitasking Influences Consumer Learning of Brand AssociationsChristilene du Plessis, Rotterdam School of Management, The NetherlandsSteven Sweldens, Rotterdam School of Management, The NetherlandsStijn van Osselaer, Cornell University, USA

Paper #4: A Change is as Good as a Rest: Changing Contexts Restores Self-ControlNicole Mead, University of Melbourne, AustraliaJonathan Levav, Stanford University, USA

Advances in Consumer Research (Volume 44) / xxi

Engaging the Marketplace in Destigmatization . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 145Chairs: Susan Dunnett, University of Edinburgh Business School, UKAnn M. Mirabito, Baylor University, USA

Paper #1: More Homely Than Home: Stigma, Liminality and Pilgrimage Consumption Leighanne Higgins, Lancaster University Management School, UKKathy Hamilton, Strathclyde Business School, UK

Paper #2: How Do Brands’ Destigmatizing Messages Travel Through Social Media? ‘Like a Girl!’Ann M. Mirabito, Baylor University, USAElizabeth Crosby, University of Wisconsin-La Crosse, USAKristy McManus, University of Georgia, USA

Paper #3: Delusion or Deception: Examining Racialized Stigma and Colorblind Politics in the Marketplace Kevin D. Thomas, The University of Texas at Austin, USAAngelica (Angie) N. Morris, The University of Texas at Austin, USAJessica (Jess) Matias, The University of Texas at Austin, USA

Paper #4: Divesting Identities: Counterbalancing and Demythologizing the Stigmatized IdentityLara Spiteri Cornish, Coventry Business School, UKJames Cronin, Lancaster University Management School, UKSusan Dunnett, University of Edinburgh Business School, UK

Bridging Brand and Interpersonal Relationship Research: How and When Is Our Connection to Brands Like Our Connection to People? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 151

Chair: Zeynep Gürhan-Canli, Koç University, TurkeyPaper #1: Brand Communication on Social Media: Effects of Non-Persuasive Self-Disclosure on Consumer Perceptions

Li Huang, University of South Carolina, USAWenyu Dou, City University of Hong Kong, Hong Kong

Paper #2: Fostering and Leveraging Consumer-Brand Relationships: A Psychological Distance PerspectiveScott Connors, Washington State University, USA Mansur Khamitov, Western University, CanadaJeff D. Rotman, Western University, CanadaMatthew Thomson, Western University, CanadaAndrew Perkins, Washington State University, USA

Paper #3: Warm Brands as Relationship Partners: The Dynamics of Social Exclusion, Brands, and Interpersonal Connection

Soyoung Kim, University of Alberta, Canada Sarah Moore, University of Alberta, CanadaKyle Murray, University of Alberta, Canada

Paper #4: Seeing Brands Through “Me” Colored Glasses: Effects of Self-Threat and Brand Attachment on Brand Evaluations

Nadia Danienta, University of Illinois, USATiffany Barnett White, University of Illinois, USA

Anthropomorphism and Consumer Behaviors: Exploring the New Processes and Implications . . . . . . . . . . . . . . . . . . . 158Chairs: Feifei Huang, The Chinese University of Hong Kong, Hong Kong, ChinaVincent Chi Wong, Lingnan University, Hong Kong, China

Paper #1: I Need My Own Substance! Effects of Anthropomorphic Product Presentations on Brand Choice of Complementary Accessories

He (Michael) Jia, The University of Hong Kong, Hong Kong, ChinaB. Kyu Kim, University of Southern California, USAEcho Wen Wan, The University of Hong Kong, Hong Kong, ChinaC. Whan Park, University of Southern California, USA

Paper #2: The Influence of Product Anthropomorphism on Comparative Judgment StrategyFeifei Huang, The Chinese University of Hong Kong, Hong Kong, ChinaVincent Chi Wong, Lingnan University, Hong Kong, ChinaEcho Wen Wan, The University of Hong Kong, Hong Kong, China

Paper #3: Money Helps When Money Feels: Money Anthropomorphism Increases Charitable GivingLili Wang, Zhejiang University, ChinaXinyue Zhou, Zhejiang University, ChinaSara Kim, The University of Hong Kong, Hong Kong, China

Paper #4: Evaluating Anthropomorphized Products Less Positively: “Shame on Me!”Ping Dong, University of Toronto, CanadaPankaj Aggarwal, University of Toronto, Canada

xxii / Table of Contents

Self-Control in Consumption: Novel Antecedents and Consequences . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 164Chair: Joachim Vosgerau, Bocconi University, Italy

Paper #1: Effect of Anger and Anxiety on Choice in Self-Control DilemmasShruti Koley, Texas A&M University, USACaleb Warren, Texas A&M University, USASuresh Ramanathan, Texas A&M University, USA

Paper #2: Bringing Ulysses to Scale: A Tale of Persistence, Spillovers and Customer LoyaltyDaniel Mochon, Tulane University, USAJanet Schwartz, Tulane University, USADan Ariely, Duke University, USA

Paper #3: Waste Aversion for Virtue versus ViceJeehye Christine Kim, INSEAD, FranceJongmin Kim, Singapore Management University, Singapore

Paper #4: Pleasure, Guilt and Regret in Consumption: Revisiting the Vice-Virtue Categorization in Theories of Self-Control

Joachim Vosgerau, Bocconi University, ItalyIrene Scopelliti, City University London, UKYoung Eun Huh, Hong Kong University of Science and Technology, China

Money Orients People Away From Small-Group Sociality And Toward Large-Group Sociality: Evidence From Big Data, Experiments, And Field Studies . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 169

Chairs: Kathleen D. Vohs, University of Minnesota, USAMasha Ksendzova, Boston University, USA

Paper #1: The Prosocial Glow of Cash: How Payment Method Affects Customers’ Perceptions of HelpfulnessMasha Ksendzova, Boston University, USAGrant Donnelly, Harvard Business School, USARemi Trudel, Boston University, USA

Paper #2: Can The Way Individuals Are Rewarded Affect Motivation and Engagement?Avni Shah, University of Toronto, CanadaAmber Holden, University of Toronto, Canada

Paper #3: Social Class And Social Worlds: Income Affects The Frequency And Nature of Social ContactKathleen D. Vohs, University of Minnesota, USAEmily Bianchi, Emory University, USA

Paper #4: To Profit or Not to Profit? Consumer Support For The Social Venture QuestionSaerom Lee, University of Texas at San Antonio, USA Lisa E. Bolton, Pennsylvania State University, USA Karen Page Winterich, Pennsylvania State University, USA

Healthy or Unhealthy? Large or Small? How Context and Language Shape Consumption Preferences . . . . . . . . . . .