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Design of Search Engine Services: Channel Interdependence in Search Engine Results
– Benjamin Edelman and Zhenyu Lai
Search engines can design search results to encourage users to click paid advertisements instead of unmonetized hyperlinks, and we measure this effect in the context of the travel industry and Google Flight Search.
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Measuring the Lifetime Value of a Customer in the Consumer Packaged Goods Industry
– Sarang Sunder, V. Kumar, and Yi Zhao
This research attempts to provide the first steps in applying customer valuation and customer centric marketing in the CPG setting by applying a novel methodology to assess the CLV of a CPG consumer.
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The Calendar Mindset: Scheduling Takes the Fun Out and Puts the Work In
– Gabriela N. Tonietto and Selin A. Malkoc
Scheduling can lead leisure activities to feel more like work, reducing excitement in anticipation of the activity as well as experienced enjoyment.
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When Remembering Disrupts Knowing: Blocking Implicit Price Memory
– Ellie J. Kyung and Manoj Thomas
When shopping for items, consumers often compare new prices to old prices in memory. Most people think that explicit price recall helps memory-based comparisons, but our research shows that explicit price recall can actually hurt memory-based price comparisons.
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Anticipation of Future Variety Reduces Satiation from Current Experiences
– Julio Sevilla, Jiao Zhang, and Barbara E. Kahn
This research demonstrates that the act of anticipating what one will be consuming in the future in a given consumption domain influences satiation from a current experience.
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Fairness Ideals in Distribution Channels
– Tony Haitao Cui and Paola Mallucci
We sought to analytically and experimentally evaluate whether fairness concerns affect firms’ decisions in a dyadic channel and how. We find that the exogenous channel structure has significant influence on firms’ fairness perceptions and, therefore, on their decisions.
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Signaling Through Price and Quality to Consumers with Fairness Concerns
– Xiaomeng Guo and Baojun Jiang
We study how consumers’ fairness concerns affect the firm’s optimal pricing and product quality decisions; we show that consumers’ fairness concerns may not necessarily be bad for the firm and good for the consumers.
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Ask and You Shall (Not) Receive: Close Friends Prioritize Relational Signaling over Recipient Preferences in Their Gift Choices
– Morgan K. Ward and Susan M. Broniarczyk
In gift registry contexts, close (vs. distant) givers are more likely to relationally signal by electing to diverge from recipients’ explicitly selected gifts on the registry to freely chosen items that signal their relationship.
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Choosing Variety for Joint Consumption
– Jordan Etkin
When making choices for joint consumption with a relationship partner, the amount of variety consumers prefer depends on how much future time they perceive ahead in their relationship.
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Selective Sensitization: Consuming a Food Activates a Goal to Consume Its Complements
– Young Eun Huh, Joachim Vosgerau, and Carey K. Morewedge
We demonstrate a novel way that eating a food increases the desire to eat other foods: independent of more general drives like hunger, we find that eating a food activates a goal to consume other foods that one perceives to be complementary to that food (e.g., milk and cookies, cheese and crackers).
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Belief in Free Will: Implications for Practice and Policy
– Yanmei Zheng, Stijn M.J. Van Osselaer, and Joseph W. Alba
This article examines the resilience of people’s belief in autonomy in the face of challenges posed by advances in the science of the mind.
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Journal of Marketing Research Subject and Author Index, Vol. 53, 2016
[Free Download]

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