Search Results - "Silvera, David H"

Impulse buying: the role of affect, social influence, and subjective wellbeing by Silvera, David H., Lavack, Anne M., Kropp, Fredric

“…Purpose - The purpose of this research is to examine predictors of impulse buying. Although moderate levels of impulse buying can be pleasant and gratifying,…”
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From digital media influencers to celebrity endorsers: attributions drive endorser effectiveness by Kapitan, Sommer, Silvera, David H.

“…We propose that attributions about an endorser truly liking, using, or desiring a promoted product mediate the relationship between source and message factors…”
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It grows on you: Perceptions of sales/service personnel with facial hair by Mittal, Sarah, Silvera, David H.

“…•Facial hair is used as a cue of masculinity, but has not been examined in sales.•Facial hair on male sales personnel drives increased perceptions of…”
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The Impact of Resource Scarcity on Price-Quality Judgments by Park, Hanyong, Lalwani, Ashok K, Silvera, David H

“…Abstract Consumers routinely encounter situations in which they perceive that resources are scarce. However, little is known about how this perception…”
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Brand trait transference: When celebrity endorsers acquire brand personality traits by Arsena, Ashley, Silvera, David H., Pandelaere, Mario

“…Using celebrity endorsers can be an effective way to influence brand perceptions and elevate the brand. However, although there is a significant amount of…”
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Makeup or mask: makeup’s effect on salesperson trustworthiness by Mittal, Sarah, Silvera, David H

“…Purpose This paper aims to investigate how the use of varying amounts of makeup by sales personnel influences perceived salesperson trustworthiness and…”
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In the world of plastics: how thinking style influences preference for cosmetic surgery by Mittal, Sarah, Warnell, Katherine Rice, Silvera, David H.

“…The world of cosmetic surgery offers a variety of procedures designed to “enhance” specific body parts. While some consumers are adamantly against such…”
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Never truly alone, we always have our purchases: Loneliness and sex as predictors of purchase attachment and future purchase intentions by Mittal, Sarah, Silvera, David H.

“…The meaning of a purchase does not end at “buy.” Past purchases can become integral to consumers' self‐definition and communication of their “self” to others…”
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Small‐Dollar Credit Lending: The Effect of Financial Burden on Personal Asset Misvaluation by Kapitan, Sommer, Ross, Spencer M., Silvera, David H.

“…Small‐dollar credit lenders offer consumers quick access to cash in the form of products, such as pawn loans. The consumers who tend to use these small‐dollar…”
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Age-related reactions to a product harm crisis by Silvera, David H., Meyer, Tracy, Laufer, Daniel

“…Purpose - This article aims to examine differences between older and younger consumers in their reactions to a product harm crisis. Research suggests that…”
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Go big or go home: Risk seeking for experiential choices by Mittal, Sarah, Kapitan, Sommer, Silvera, David H.

“…In decision making under risk, do consumers evaluate intangible, experiential options in a choice set in the same way they evaluate tangible, material options?…”
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The effect of message credibility, need for cognitive closure, and information sufficiency on thought-induced attitude change by Pfeiffer, Bruce E., Deval, Hélène, Silvera, David H., Cronley, Maria L., Kardes, Frank R.

“…Self-generated thought has been shown to have a significant impact on attitude change. Merely thinking about an attitude can result in more extreme attitudes…”
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The stereotyping of science: superficial details influence perceptions of what is scientific by Krull, Douglas S., Silvera, David H.

“…Previous research indicates that superficial details can influence judgments about science. The current research investigated whether the content of research…”
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Factors predicting the effectiveness of celebrity endorsement advertisements by Silvera, David H, Austad, Benedikte

“…This research examines whether consumers infer that celebrity endorsers like the products they endorse, and presents a model using these inferences and other…”
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Using imagine instructions to induce consumers to generate ad-supporting content by Silvera, David H., Pfeiffer, Bruce E., Kardes, Frank R., Arsena, Ashley, Justin Goss, R.

“…Some recent advertisements attempt to increase persuasiveness by directly asking consumers to imagine arguments supporting the ad's message. This research…”
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The Role of Country of Manufacture in Consumers' Attributions of Blame in an Ambiguous Product-Harm Crisis by Laufer, Daniel, Gillespie, Kate, Silvera, David H.

“…This paper examines how country of origin, in particular country of manufacture (COM), impacts the assessment of blame by observers to a product-harm crisis…”
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The Influence of Presentation Format on the “Bigger is Better” (BIB) Effect by Bromgard, Gregg D., Trafimow, David, Silvera, David H.

“…Two experiments tested the “bigger is better” (BIB) effect, whereby bigger objects are perceived more favorably than smaller ones. In Experiment 1,…”
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Values and collective self-esteem as predictors of consumer susceptibility to interpersonal influence among university students by Kropp, Fredric, Lavack, Anne M., Silvera, David H.

“…Purpose - This cross-cultural study examines inter-relationships between values (using the list of values), collective self-esteem (CSE), and consumer…”
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Smile when you say that: Effects of willingness on dispositional inferences by Krull, Douglas S., Seger, Charles R., Silvera, David H.

“…A large body of research has investigated how perceivers integrate a target’s behavior with information about situational forces. However, little research has…”
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A study of the relationship between parental bonding, self-concept and eating disturbances in Norwegian and American college populations by Perry, Judith A., Silvera, David H., Neilands, Torsten B., Rosenvinge, Jan H., Hanssen, Tina

“…This study investigated the relationship between bonding patterns and self-concept, and the influence of these constructs on a measure of sub-clinical eating…”
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