Topic: Promotion

One of the newest members of the marketing department, Assistant Professor Joseph P. Redden is already making waves with his insightful research on consumer behavior and satiation.
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How we predict our future emotions affects our purchase outcomes, says Assistant Professor Jane Ebert in her research on forecasting and backcasting.
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New research by Professor Deborah Roedder John shows that self-esteem and materialism are directly linked in teens. Raise their sense of self-worth, and kids respond with a lowered focus on material goods.
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In her February 2009 Journal of Marketing Research paper, Professor Joan Meyers-Levy provides insights for consumers and retailers on self-view and customer perceptions of products on various display surfaces.
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Professor Rohini Ahluwalia explores consumer attachment style as a predictor of the impact of a brand's personality in the marketplace in her April 2009 Journal of Consumer Research article.
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Consumer emotion can influence the effectiveness of common persuasion tactics relying on conformity or uniqueness, new research from Vladas Griskevicius finds.
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In his recent Management Science article, "Fairness and Channel Coordination," Assistant Professor Tony Haitao Cui finds that looking beyond monetary payoffs benefits both firms in a marketing channel.
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Out Now: Voters as Consumers Rao Sidebar April 09
The timing of marketing messages and the world of politics come together in Professor Akshay Rao's April 2009 article published in the Journal of Consumer Research.

Topic: Promotion

"Sex in Advertising: Gender Differences and the Role of Relationship Commitment," Darren W. Dahl, Jaideep Sengupta, and Kathleen D. Vohs, Journal of Consumer Research (August 2009).
"Fear and Loving in Las Vegas: Evolution, Emotion, and Persuasion," Vladas Griskevicius, C. R. Mortensen, J. M. Sundie, R. B. Cialdini, and D. T. Kenrick, Journal of Marketing Research (June 2009).
"Could Ralph Nader's Entrance and Exit Have Helped Al Gore? The Impact of Decoy Dynamics on Consumer Choice," William Hedgcock, Akshay R. Rao, and Haipeng (Allan) Chen, Journal of Marketing Research (June 2009).
"It's Time to Vote: The Effect of Matching Message Orientation and Temporal Frame on Political Persuasion," Hakkyun Kim, Akshay R. Rao, and Angela Lee, Journal of Consumer Research (April 2009).
"Trade-off Aversion as an Explanation for the Attraction Effect: A functional Magnetic Resonance Imaging Study," William Hedgcock and Akshay R. Rao, Journal of Marketing Research (February 2009).
"Language Choice in Advertising to Bilinguals: Asymmetric Effects for Multinational Versus Local Firms," Aradhna Krishna and Rohini Ahluwalia, Journal of Consumer Research (December 2008).
"Informing, Transforming, and Persuading: Disentangling the Multiple Effects of Advertising on Brand Choice Decisions," Nitin Mehta, Xinlei (Jack) Chen, and Om Narasimhan, Marketing Science (May-June 2008).
"An Examination of Different Explanations for the Mere Exposure Effect," Xiang Fang, Surendra Singh, and Rohini Ahluwalia, Journal of Consumer Research (June 2007).
"Domain-Based Asymmetry in Expectations of the Future," Ashwani Monga and Akshay R. Rao, Organizational Behavior and Human Decision Processes (May 2006).
"Distinguishing Between the Meanings of Music: When Background Music Affects Product Perceptions," Rui (Juliet) Zhu and Joan Meyers-Levy, Journal of Marketing Research (August 2005).
"Using Stylistic Properties of Ad Pictures to Communicate with Consumers," Laura Peracchio and Joan Meyers-Levy, Journal of Consumer Research (June 2005).
"Modeling the Microeffects of Television Advertising: Which Ad Works, When, Where, How Long, and Why?" Gerard Tellis, Rajesh K. Chandy, Deborah MacInnis, and Pattana Thaivanich, Marketing Science (Summer 2005).
"Negativity in the Evaluation of Political Candidates," Jill Klein and Rohini Ahluwalia, Journal of Marketing (January 2005).
"How Prevalent is the Negativity Effect in Consumer Environments?" Rohini Ahluwalia, Journal of Consumer Research (Summer 2002).
"Close Encounters of Two Kinds: False Alarms and Dashed Hopes," Haipeng (Allan) Chen and Akshay R. Rao, Marketing Science (Spring 2002).
"What to Say When: Advertising Appeals in Evolving Markets," Rajesh K. Chandy, Gerard Tellis, Deborah MacInnis, and Pattana Thaivanich, Journal of Marketing Research (November 2001).
"The Moderating Role of Commitment on the Spillover Effect of Marketing Communications," Rohini Ahluwalia, H. Rao Unnava, and Robert E. Burnkrant, Journal of Marketing Research (November 2001).
"Experimental Evidence for Agency Models of Salesforce Compensation," Mrinal Ghosh and George John, Marketing Science (2001).
"Examination of Psychological Processing Underlying Resistance to Persuasion," Rohini Ahluwalia, Journal of Consumer Research (September 2000).
"An Integrative Model of Market-Related Negative Information Processing: The Context of Negative Publicity," Rohini Ahluwalia, Robert E. Burnkrant, and H. Rao Unnava, Journal of Marketing Research (May 2000).
"Which Ad Works, When, Where, and How Often? Testing the Effects of Direct Television Advertising," Gerard Tellis, Rajesh K. Chandy, and Pattana Thaivanich, Journal of Marketing Research (February 2000).
"Consumers' Processing of Persuasive Advertisements: An Integrative Framework of Persuasion Theories," Joan Meyers-Levy and P. Malaviya, Journal of Marketing (1999).
"Understanding the Effects of Color: How the Correspondence between Available and Required Resources Affects Attitudes," Joan Meyers-Levy and Laura Peracchio, Journal of Consumer Research (September 1995).
"How Ambiguous Cropped Objects in Ad Photos Can Affect Product Evaluations," Laura Peracchio and Joan Meyers-Levy, Journal of Consumer Research (June 1994).
"Getting an Angle in Advertising: The Effect of Camera Angle on Product Evaluations," Joan Meyers-Levy and Laura Peracchio, Journal of Marketing Research (November 1992).
"Gender Differences in the Use of Message Cues and Judgments," Joan Meyers-Levy and Brian Sternthal, Journal of Marketing Research (February 1991).
"Knowledge Bases and Salesperson Effectiveness: A Script-Theoretic Analysis," Siew Meng Leong, Paul S. Busch, and Deborah Roedder John, Journal of Marketing Research (May 1989).
"Salesforce Compensation: An Empirical Investigation of Factors Related to the Use of Salary Versus Incentive Compensation," George John and Barton A. Weitz, Journal of Marketing Research (February 1989).
"Picture-Word Consistency and the Elaborative Processing of Advertisements," Michael J. Houston, Terry L. Childers, and Susan E. Heckler, Journal of Marketing Research (November 1987).
"Encoding and Media Effects on Consumer Learning Deficiencies in the Elderly," Catherine A. Cole and Michael J. Houston, Journal of Marketing Research (February 1987).
"Measurement of Individual Differences in Visual Versus Verbal Information Processing," Terry L. Childers, Michael J. Houston, and Susan E. Heckler, Journal of Consumer Research (September 1985).
"Conditions for a Picture Superiority Effect on Consumer Memory," Terry L. Childers and Michael J. Houston, Journal of Consumer Research (September 1984).
"Attitude-Behavior Consistency in Children's Responses to Television Advertising," Deborah L. Roedder, Brian Sternthal, and Bobby J. Calder, Journal of Marketing Research (November 1983).