Any consumer who has entered a high-end luxury shop and been treated with disdain by the sales clerks will understand the meaning of ‘retail rejection’. Many luxury companies are trying to change the attitudes of their salespeople, encouraging them to be friendly and welcoming. Previous research on social rejection, however, indicates that retail rejection may […]
Read More… from Why Customers Put Up With Rude Luxury Shop Assistants
That low-income purchasers face challenges in the marketplace is no surprise, given that they have less money to spend than other groups. However, low-income buyers face an additional, unexpected challenge: based on their financial circumstances, low-income buyers are judged much more harshly by others for making identical purchases. This is most evident with purchases that […]
Read More… from Why Buying Green Is Not Considered Ethical if You Are Poor
Variety is the spice of life, according to the old saying. Two researchers from Duke’s Fuqua School of Business and UCLA’s Anderson School of Management decided to test whether variety truly does make us happy. At the outset of the research, professors Jordan Etkin and Cassie Mogilner proposed that time might be a deciding factor, […]
Read More… from Variety Leads to Happiness-If There’s Enough Time!
In the real world, brands are rarely seen alone. Whether on television, radio, or in print, brands are usually surrounded by other brands — numerous advertisements fill the pages of a magazine, or a seemingly endless block of commercials interrupts our favourite TV program. In academic terms, these other brands are called ‘context’ brands, and […]
Read More… from Brand Placement on TV: The Positive Impact of Fast-forwarding
Consumers often have a choice between products that are convenient or easy- to-use and products that offer greater functionality but are less convenient. When making a purchase that involves a longer time frame, consumers are likely to choose functionality. They are willing, for example, to take the time to learn the sophisticated software that will let them digitize the […]
Read More… from How Price, Time and Functionality Affect Customers’ Choices
When consumers buy two products bundled together, do they see the value of the bundle as the sum of the two values, or is it even more — do consumers see the value of the bundle as more than the sum of the two parts? According to new research, it’s neither. In fact, bundling an […]
Read More… from Does Bundling Hurt Sales?
When we choose products, it is easy to assume we are doing so because of the benefits – or perceived benefits – they offer us. Whether it is the newest generation smartphone, our safe and reliable family car, or our favourite wine, do we not base our choices on the value a particular product holds […]
Read More… from Product Choice: Are You Paying Attention?
Prior research has shown us that self-control can lead to increased aggression. Building on that, we can now show that people often get irritated by their own self-control. Furthermore, it is not just anger and aggression that increases, but also a general difficulty in keeping any undesirable behaviour in check. In the research behind this […]
Read More… from Grapes of Wrath: How Self Control Leads to Anger