Looking Better By Making Others Look Worse: the Competitive Spillovers of Sustainability
With two extensive eye-tracking studies, we reveal that the introduction of a new attribute in a product assortment can increase the attention given to competing products. Moreover, we demonstrate that this increased attention, reflecting a verification search, negatively affects consumers´ attitudes and choices for competing products.
Kristina Subrtova, Ilona E. de Hooge, Ellen J. van Loo, and Hans van Trijp (2020) ,"Looking Better By Making Others Look Worse: the Competitive Spillovers of Sustainability", in NA - Advances in Consumer Research Volume 48, eds. Jennifer Argo, Tina M. Lowrey, and Hope Jensen Schau, Duluth, MN : Association for Consumer Research, Pages: 440-442.
Kristina Subrtova, Wageningen University, The Netherlands
Ilona E. de Hooge, Wageningen University, The Netherlands
Ellen J. van Loo, Wageningen University, The Netherlands
Hans van Trijp, Wageningen University, The Netherlands
NA - Advances in Consumer Research Volume 48 | 2020
G12. The Effect of (Non-)appetizing Ambient Scents on Consumers’ Affinity Toward Vices and Virtues in the Retail Environment
Corinne M Kelley, Florida State University
Anders Gustafsson, Karlstad University
Poja Shams, Karlstad University
Martin Mende, Florida State University
Maura Scott, Florida State University
Both Good from Afar…and Far from Good? Mental Representation Changes Consumer Preference for Products from a Brand with a Reputation for Innovativeness
Jeff Larson, Brigham Young University, USA
Kelly Goldsmith, Vanderbilt University, USA
BJ Allen, University of Arkansas, USA
The psychological impact of annuities: Can pension payout choice influence health behavior?
Anja Schanbacher, London Business School, UK
David Faro, London Business School, UK
Simona Botti, London Business School, UK
Shlomo Benartzi, University of California Los Angeles, USA