The Effect of Social Exclusion on Consumers’ Sensitivity to Construal Levels
Results of four experiments found that relatively speaking, socially excluded consumers will be more influenced by low-level construals (specific, how-oriented thinking), whereas socially included consumers will be more influenced by high-level construals (abstract, why-oriented thinking). These effects were observed in different decision domains and using different methods to induce social exclusion.
Jing (Alice) Wang and Meng Zhang (2011) ,"The Effect of Social Exclusion on Consumers’ Sensitivity to Construal Levels", in NA - Advances in Consumer Research Volume 38, eds. Darren W. Dahl, Gita V. Johar, and Stijn M.J. van Osselaer, Duluth, MN : Association for Consumer Research.
Jing (Alice) Wang , University of Iowa, USA
Meng Zhang , Chinese University of Hong Kong, China
NA - Advances in Consumer Research Volume 38 | 2011
Neural pattern similarity reveals brand equity
Feng Sheng, University of Pennsylvania, USA
Michael Platt, University of Pennsylvania, USA
The Mystique of Masculine and Feminine Choices: How Aversive Feelings Underlie Preferences
Niusha Jones, University of North Texas
Blair Kidwell, University of North Texas
Can’t Take the Heat? Randomized Field Experiments in Household Electricity Consumption
Praveen Kumar Kopalle, Dartmouth College, USA