Understanding the Framing of Recommendations
We investigate how recommendation framing affects consumers’ propensity to follow product recommendations. Five studies reveal when and why consumers are more likely to follow recommendations that are framed as user-based (e.g., “People who like this also like”) rather than item-based (e.g., “More products in this category”).
Jia Gai and Anne-Kathrin Klesse (2018) ,"Understanding the Framing of Recommendations", in NA - Advances in Consumer Research Volume 46, eds. Andrew Gershoff, Robert Kozinets, and Tiffany White, Duluth, MN : Association for Consumer Research, Pages: 549-550.
Jia Gai, Erasmus University Rotterdam, The Netherlands
Anne-Kathrin Klesse, Erasmus University Rotterdam, The Netherlands
NA - Advances in Consumer Research Volume 46 | 2018
When Zero Prices Backfire: A Dual-Process Model for Understanding Consumers’ Reactions to Zero Prices
Fengyan Cai, Shanghai Jiao Tong University
Xiaomeng Fan, Northwestern University, USA
Galen V. Bodenhausen, Northwestern University, USA
Consuming Commodified Selves – Accelerated Identity Co-Construction Dynamics Through Fashion Performances on Instagram
Jonathan David Schöps, University of Innsbruck, Austria
The “Break-in” Effect: A Token Gesture Can Increase Task Initiation and Prevent Goal Abandonment
Adelle Xue Yang, National University of Singapore, Singapore
Babu Gounder, University of Miami, USA
Rajesh Bagchi, Virginia Tech, USA