... to the first author. The assistance of Sharyl Ali, Maria Cino, Deborah Custer, ReginaldFunder... more ... to the first author. The assistance of Sharyl Ali, Maria Cino, Deborah Custer, ReginaldFunderburk, Miwa Nigamitsu, Emily Sierveld, and Louis Timchak in data collection is grate-fully acknowledged. Thanks are also offered ...
Materialism has a generally held connotation that is associated with character deficiencies, self... more Materialism has a generally held connotation that is associated with character deficiencies, self-centeredness, and unhappiness, and most extant research views materialism as having a negative influence on well-being. In this article, we review and synthesise research that supports both positive and negative outcomes of behaviours associated with materialism. We conceptualise materialism in terms of the motives underlying materialistic behaviour, and situate our review and synthesis of materialism research within this context. In doing so, we document the utility of a motives-based view of materialism and propose research agendas that arise from this motivesbased perspective.
This article examines the persuasive impact of television programs by reviewing cross-disciplinar... more This article examines the persuasive impact of television programs by reviewing cross-disciplinary research findings on television effects. Additionally, extensive discussion is given to articulating a model of the cognitive processes that underlie television program effects, and recent evidence is presented that supports this model. Discussion delineates the differences between this model and contemporary models of persuasion and argues that television consumption should be a topic of interest for marketing and consumer researchers as well as psychologists. ᭧
The relationship of television viewing level with attitude strength and attitude extremity was in... more The relationship of television viewing level with attitude strength and attitude extremity was investigated. Attitude accessibility was used as an indicator of attitude strength and was operationalized as the response latencies associated with the attitude judgments. Fifty-one students who ...
This study investigated the relation between television exposure and the ease with which individu... more This study investigated the relation between television exposure and the ease with which individuals can retrieve examples of social events. Ninety-six college students were prompted to think of examples of constructs, some of which are frequently por-trayed on television. Perceived ...
Three studies investigated the impact of self-construal on impulsive consumption. Independents ex... more Three studies investigated the impact of self-construal on impulsive consumption. Independents exhibited more impulsive consumption tendencies than did interdependents. A chronically accessible independent self-construal was positively associated with country-level beer consumption (study 1a) and state-level problem alcohol consumption (study 1b). Experimentally primed independents reported more positive attitudes toward immediate beer consumption than did interdependents, and this effect was mediated by state impulsivity. Peer presence increased impulsive consumption tendencies for independents but decreased them for interdependents (studies 2 and 3). The moderating effect of self-construal was linked to greater motivation to suppress impulsive tendencies for interdependents than for independents (study 3).
... First citation in article. Johnson, Ronald C. (1967), “Magnitude Symbolism of English Words,”... more ... First citation in article. Johnson, Ronald C. (1967), “Magnitude Symbolism of English Words,” Journal of Verbal Learning and Verbal Behavior, 6 (4), 508–11. ... Lowrey, Tina M., David Luna, and Dawn B. Lerman (2006), “Phonetic Symbolism Effects in French, Mandarin, and ...
... Processes LJ SHRUM ROBERT S. WYER, JR. ... The most prominent of these studies have been cond... more ... Processes LJ SHRUM ROBERT S. WYER, JR. ... The most prominent of these studies have been conducted by Gerbner and his colleagues, *LJ Shrum is assistant professor of marketing at Rutgers University, Department of Marketing, New Brunswick, NJ 08903. ...
ABSTRACT Social exclusion has been shown to produce a number of different responses. This researc... more ABSTRACT Social exclusion has been shown to produce a number of different responses. This research examines the proposition that social exclusion may produce either self-focused or prosocial responses, depending on which needs are threatened. Different types of social exclusion threaten different needs, which in turn produce distinct outcomes (differential needs hypothesis). Social exclusion in the form of being implicitly ignored increased conspicuous consumption, whereas being explicitly rejected increased helping and donation behavior. However, when efficacy needs (power, meaningful existence) were bolstered, the effects of being ignored were eliminated, whereas when relational needs (self-esteem) were bolstered, the effects of being rejected were eliminated. The results indicate that certain types of social exclusion produce prosocial responses, whereas others produce self-focused and attention-getting responses.
This article provides an overview of the papers from the 40th La Londe Marketing Communications a... more This article provides an overview of the papers from the 40th La Londe Marketing Communications and Consumer Behavior Conference that were selected for this special issue of the Journal of Business Research. The La Londe conference is a biennial event that attracts top researchers from across the world. A small and selective conference, its intimacy combined with high-quality presentations serves as an incubator for new ideas and fresh perspectives on consumer research, and does so through an international lens that is reflected in the diversity of countries represented on the conference program, the co-chairs of the conference, and the La Londe Conference Scientific Committee.
Although interactivity is often considered to have a positive infl uence on persuasion, research ... more Although interactivity is often considered to have a positive infl uence on persuasion, research on interactivity effects is actually very mixed. This paper argues that under certain circumstances, interactivity may either enhance or inhibit persuasion. A dual-process model of interactivity effects is proposed and tested that posits differential effects of interactivity on persuasion depending on person and situation factors. Results of an experiment that manipulated level of Web site interactivity and task involvement, and measured user ability (Internet usage experience), show that under low-involvement conditions, the mere presence of interactivity served as a peripheral cue that led to more positive attitudes regardless of ability (experience). Under high-involvement conditions, however, interactivity elicited more positive attitudes for experienced users but less positive attitudes for inexperienced users. Implications for the use of interactivity in advertising and promotions are discussed.
... In addition, we specify three dimensions of interactivity: active control, two-way communicat... more ... In addition, we specify three dimensions of interactivity: active control, two-way communication, and synchronicity. ... In controlling such a nonlinear structure, users are able to customize the information flow and jump from one location in the network to another. In contrast, Page 3. ...
... to the first author. The assistance of Sharyl Ali, Maria Cino, Deborah Custer, ReginaldFunder... more ... to the first author. The assistance of Sharyl Ali, Maria Cino, Deborah Custer, ReginaldFunderburk, Miwa Nigamitsu, Emily Sierveld, and Louis Timchak in data collection is grate-fully acknowledged. Thanks are also offered ...
Materialism has a generally held connotation that is associated with character deficiencies, self... more Materialism has a generally held connotation that is associated with character deficiencies, self-centeredness, and unhappiness, and most extant research views materialism as having a negative influence on well-being. In this article, we review and synthesise research that supports both positive and negative outcomes of behaviours associated with materialism. We conceptualise materialism in terms of the motives underlying materialistic behaviour, and situate our review and synthesis of materialism research within this context. In doing so, we document the utility of a motives-based view of materialism and propose research agendas that arise from this motivesbased perspective.
This article examines the persuasive impact of television programs by reviewing cross-disciplinar... more This article examines the persuasive impact of television programs by reviewing cross-disciplinary research findings on television effects. Additionally, extensive discussion is given to articulating a model of the cognitive processes that underlie television program effects, and recent evidence is presented that supports this model. Discussion delineates the differences between this model and contemporary models of persuasion and argues that television consumption should be a topic of interest for marketing and consumer researchers as well as psychologists. ᭧
The relationship of television viewing level with attitude strength and attitude extremity was in... more The relationship of television viewing level with attitude strength and attitude extremity was investigated. Attitude accessibility was used as an indicator of attitude strength and was operationalized as the response latencies associated with the attitude judgments. Fifty-one students who ...
This study investigated the relation between television exposure and the ease with which individu... more This study investigated the relation between television exposure and the ease with which individuals can retrieve examples of social events. Ninety-six college students were prompted to think of examples of constructs, some of which are frequently por-trayed on television. Perceived ...
Three studies investigated the impact of self-construal on impulsive consumption. Independents ex... more Three studies investigated the impact of self-construal on impulsive consumption. Independents exhibited more impulsive consumption tendencies than did interdependents. A chronically accessible independent self-construal was positively associated with country-level beer consumption (study 1a) and state-level problem alcohol consumption (study 1b). Experimentally primed independents reported more positive attitudes toward immediate beer consumption than did interdependents, and this effect was mediated by state impulsivity. Peer presence increased impulsive consumption tendencies for independents but decreased them for interdependents (studies 2 and 3). The moderating effect of self-construal was linked to greater motivation to suppress impulsive tendencies for interdependents than for independents (study 3).
... First citation in article. Johnson, Ronald C. (1967), “Magnitude Symbolism of English Words,”... more ... First citation in article. Johnson, Ronald C. (1967), “Magnitude Symbolism of English Words,” Journal of Verbal Learning and Verbal Behavior, 6 (4), 508–11. ... Lowrey, Tina M., David Luna, and Dawn B. Lerman (2006), “Phonetic Symbolism Effects in French, Mandarin, and ...
... Processes LJ SHRUM ROBERT S. WYER, JR. ... The most prominent of these studies have been cond... more ... Processes LJ SHRUM ROBERT S. WYER, JR. ... The most prominent of these studies have been conducted by Gerbner and his colleagues, *LJ Shrum is assistant professor of marketing at Rutgers University, Department of Marketing, New Brunswick, NJ 08903. ...
ABSTRACT Social exclusion has been shown to produce a number of different responses. This researc... more ABSTRACT Social exclusion has been shown to produce a number of different responses. This research examines the proposition that social exclusion may produce either self-focused or prosocial responses, depending on which needs are threatened. Different types of social exclusion threaten different needs, which in turn produce distinct outcomes (differential needs hypothesis). Social exclusion in the form of being implicitly ignored increased conspicuous consumption, whereas being explicitly rejected increased helping and donation behavior. However, when efficacy needs (power, meaningful existence) were bolstered, the effects of being ignored were eliminated, whereas when relational needs (self-esteem) were bolstered, the effects of being rejected were eliminated. The results indicate that certain types of social exclusion produce prosocial responses, whereas others produce self-focused and attention-getting responses.
This article provides an overview of the papers from the 40th La Londe Marketing Communications a... more This article provides an overview of the papers from the 40th La Londe Marketing Communications and Consumer Behavior Conference that were selected for this special issue of the Journal of Business Research. The La Londe conference is a biennial event that attracts top researchers from across the world. A small and selective conference, its intimacy combined with high-quality presentations serves as an incubator for new ideas and fresh perspectives on consumer research, and does so through an international lens that is reflected in the diversity of countries represented on the conference program, the co-chairs of the conference, and the La Londe Conference Scientific Committee.
Although interactivity is often considered to have a positive infl uence on persuasion, research ... more Although interactivity is often considered to have a positive infl uence on persuasion, research on interactivity effects is actually very mixed. This paper argues that under certain circumstances, interactivity may either enhance or inhibit persuasion. A dual-process model of interactivity effects is proposed and tested that posits differential effects of interactivity on persuasion depending on person and situation factors. Results of an experiment that manipulated level of Web site interactivity and task involvement, and measured user ability (Internet usage experience), show that under low-involvement conditions, the mere presence of interactivity served as a peripheral cue that led to more positive attitudes regardless of ability (experience). Under high-involvement conditions, however, interactivity elicited more positive attitudes for experienced users but less positive attitudes for inexperienced users. Implications for the use of interactivity in advertising and promotions are discussed.
... In addition, we specify three dimensions of interactivity: active control, two-way communicat... more ... In addition, we specify three dimensions of interactivity: active control, two-way communication, and synchronicity. ... In controlling such a nonlinear structure, users are able to customize the information flow and jump from one location in the network to another. In contrast, Page 3. ...
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Papers by L. J. Shrum