The scarcity of beauty: how and why product aesthetics mobilize consumer acquisition effort

[1]  Marsha L. Richins,et al.  Visualization ability and the elaborations that sustain product desire , 2021 .

[2]  Bryan Usrey,et al.  The downside of scarcity: Scarcity appeals can trigger consumer anger and brand switching intentions , 2021, Psychology & Marketing.

[3]  H. Hagtvedt,et al.  Safe Together, Vulnerable Apart: How Interstitial Space in Text Logos Impacts Brand Attitudes in Tight versus Loose Cultures , 2021 .

[4]  David J. Hardisty,et al.  Impatience and Savoring vs. Dread: Asymmetries in Anticipation Explain Consumer Time Preferences for Positive vs. Negative Events , 2020 .

[5]  A. Salerno,et al.  Resource Scarcity Increases the Value of Pride , 2020, Journal of the Association for Consumer Research.

[6]  Kelly Goldsmith,et al.  Understanding the relationship between resource scarcity and object attachment. , 2020, Current opinion in psychology.

[7]  Edita S. Cao,et al.  How product aesthetics cues efficacy beliefs of product performance , 2020 .

[8]  R. Meyer,et al.  Leaving Something for the Imagination: The Effect of Visual Concealment on Preferences , 2020 .

[9]  Sravanti L. Sanivarapu.  Emotion , 2020, Indian journal of psychiatry.

[10]  Daniella Kupor,et al.  Probable Cause: The Influence of Prior Probabilities on Forecasts and Perceptions of Magnitude , 2020, Journal of Consumer Research.

[11]  Jennifer Savary,et al.  Unobserved Altruism: How Self-Signaling Motivations and Social Benefits Shape Willingness to Donate , 2019, Journal of experimental psychology. Applied.

[12]  Adriana V. Madzharov,et al.  Collaborative Art: A Transformational Force within Communities , 2019, Journal of the Association for Consumer Research.

[13]  M. Reimann,et al.  Crazy-Funny-Cool Theory: Divergent Reactions to Unusual Product Designs , 2019, Journal of the Association for Consumer Research.

[14]  L. Peracchio,et al.  Introduction to Special Issue: Uncovering the Potential of Aesthetics and Design to Transform Everyday Life , 2019, Journal of the Association for Consumer Research.

[15]  Joseph W. Alba,et al.  The Influence of Product Aesthetics on Consumer Inference Making , 2019, Journal of the Association for Consumer Research.

[16]  JoAndrea Hoegg and Joseph W. Alba.  A Role for Aesthetics in Consumer Psychology , 2018 .

[17]  Sterling A. Bone,et al.  The effects of scarcity on consumer decision journeys , 2018, Journal of the Academy of Marketing Science.

[18]  K. Berridge.  Evolving Concepts of Emotion and Motivation , 2018, Front. Psychol..

[19]  M. Tomasello,et al.  The preference for scarcity: A developmental and comparative perspective , 2018 .

[20]  Claudia Townsend,et al.  Buying beauty for the long run: (Mis)predicting liking of product aesthetics , 2018 .

[21]  Kyra Wiggin,et al.  Curiosity Tempts Indulgence , 2018, Journal of Consumer Research.

[22]  A. Samper,et al.  Beauty, Effort, and Misrepresentation: How Beauty Work Affects Judgments of Moral Character and Consumer Preferences , 2018 .

[23]  Kelly Goldsmith,et al.  When Seeking the Best Brings Out the Worst in Consumers: Understanding the Relationship between a Maximizing Mindset and Immoral Behavior , 2018 .

[24]  Rosanna K. Smith,et al.  Made by Mistake: When Mistakes Increase Product Preference , 2018 .

[25]  Kelly Goldsmith,et al.  A Self-Regulatory Model of Resource Scarcity , 2018, Journal of Consumer Psychology.

[26]  Peyman Milanfar,et al.  Learned perceptual image enhancement , 2017, 2018 IEEE International Conference on Computational Photography (ICCP).

[27]  C. Townsend.  The Price of Beauty: Differential Effects of Design Elements with and without Cost Implications in Nonprofit Donor Solicitations , 2017 .

[28]  G. Fitzsimons,et al.  It’s Too Pretty to Use! When and How Enhanced Product Aesthetics Discourage Usage and Lower Consumption Enjoyment , 2017 .

[29]  Leonard Lee,et al.  Keeping It Real in Experimental Research—Understanding When, Where, and How to Enhance Realism and Measure Consumer Behavior , 2017 .

[30]  D. Ariely,et al.  What Are Likes Worth? A Facebook Page Field Experiment , 2017 .

[31]  M. Reimann,et al.  Can a Toy Encourage Lower Calorie Meal Bundle Selection in Children? A Field Experiment on the Reinforcing Effects of Toys on Food Choice , 2017, PloS one.

[32]  K. Berridge,et al.  Liking, wanting, and the incentive-sensitization theory of addiction. , 2016, The American psychologist.

[33]  C. Townsend,et al.  The Space-to-Product Ratio Effect: How Interstitial Space Influences Product Aesthetic Appeal, Store Perceptions, and Product Preference , 2016 .

[34]  Brent McFerran,et al.  The Dark Side of Scarcity Promotions: How Exposure to Limited-Quantity Promotions Can Induce Aggression , 2016 .

[35]  Ekaterina Netchaeva,et al.  Strategically Stunning , 2016, Psychological science.

[36]  E. Mao,et al.  From Online Motivations to Ad Clicks and to Behavioral Intentions: An Empirical Study of Consumer Response to Social Media Advertising , 2016 .

[37]  A. Bechara,et al.  Can Smaller Meals Make You Happy? Behavioral, Neurophysiological, and Psychological Insights into Motivating Smaller Portion Choice , 2016, Journal of the Association for Consumer Research.

[38]  A. Bechara,et al.  Leveraging the Happy Meal Effect: Substituting Food with Modest Non-Food Incentives Decreases Portion Size Choice , 2015, Journal of experimental psychology. Applied.

[39]  Christian Homburg,et al.  New Product Design: Concept, Measurement, and Consequences , 2015 .

[40]  A. Hayes.  Introduction to Mediation, Moderation, and Conditional Process Analysis: A Regression-Based Approach , 2013 .

[41]  T. Noseworthy,et al.  Money Isn’t Everything, but It Helps If It Doesn’t Look Used: How the Physical Appearance of Money Influences Spending , 2013 .

[42]  Vladas Griskevicius,et al.  When the Economy Falters, Do People Spend or Save? Responses to Resource Scarcity Depend on Childhood Environments , 2013, Psychological science.

[43]  John G. Lynch,et al.  Spotlights, Floodlights, and the Magic Number Zero: Simple Effects Tests in Moderated Regression , 2012 .

[44]  Adam L. Alter,et al.  Financial Deprivation Prompts Consumers to Seek Scarce Goods , 2012 .

[45]  C. Townsend,et al.  Self-Affirmation through the Choice of Highly Aesthetic Products , 2012 .

[46]  Vladas Griskevicius,et al.  Boosting beauty in an economic decline: mating, spending, and the lipstick effect. , 2012, Journal of personality and social psychology.

[47]  B. Shiv,et al.  The Lonely Consumer: Loner or Conformer? , 2012 .

[48]  Daniel S. Hamermesh,et al.  Beauty Pays: Why Attractive People Are More Successful , 2011 .

[49]  Donna F. Davis,et al.  Benefits and challenges of conducting multiple methods research in marketing , 2011 .

[50]  Henrik Hagtvedt,et al.  Aesthetic Incongruity Resolution , 2011 .

[51]  Xiaoping Hu,et al.  Art for reward's sake: Visual art recruits the ventral striatum , 2011, NeuroImage.

[52]  N. Garg,et al.  Aesthetic principles and cognitive emotion appraisals: How much of the beauty lies in the eye of the beholder? , 2010 .

[53]  J. Zaichkowsky,et al.  Aesthetic package design: A behavioral, neural, and psychological investigation , 2010 .

[54]  Norbert Schwarz,et al.  I like those glasses on you, but not in the mirror: Fluency, preference, and virtual mirrors , 2010 .

[55]  S. Shu,et al.  When and how aesthetics influences financial decisions , 2010 .

[56]  L. Peracchio,et al.  “Curating” the JCP special issue on aesthetics in consumer psychology: An introduction to the aesthetics issue , 2010 .

[57]  Xiaoyan Deng,et al.  Consumer preferences for color combinations: An empirical analysis of similarity‐based color relationships , 2010 .

[58]  Darren W. Dahl,et al.  The good, the bad, and the ugly: Influence of aesthetics on product feature judgments , 2010 .

[59]  Vladas Griskevicius,et al.  The Many Shades of Rose-Colored Glasses: An Evolutionary Approach to the Influence of Different Positive Emotions , 2010 .

[60]  Uzma Khan,et al.  Lusting While Loathing , 2010, Psychological science.

[61]  K. Berridge.  ‘Liking’ and ‘wanting’ food rewards: Brain substrates and roles in eating disorders , 2009, Physiology & Behavior.

[62]  D. DeSteno,et al.  Pride: adaptive social emotion or seventh sin? , 2009, Psychological science.

[63]  Durairaj Maheswaran,et al.  The Influence of Consumers’ Lay Theories on Approach/Avoidance Motivation , 2009 .

[64]  J. Aaker,et al.  'The Time vs. Money Effect': Shifting Product Attitudes and Decisions through Personal Connection , 2008 .

[65]  Brian Knutson,et al.  Anticipatory affect: neural correlates and consequences for choice , 2008, Philosophical Transactions of the Royal Society B: Biological Sciences.

[66]  Henrik Hagtvedt,et al.  Art Infusion: The Influence of Visual Art on the Perception and Evaluation of Consumer Products , 2008 .

[67]  Ulrich R. Orth,et al.  Holistic Package Design and Consumer Brand Impressions , 2008 .

[68]  V. Mahajan,et al.  Form versus Function: How the Intensities of Specific Emotions Evoked in Functional versus Hedonic Trade-Offs Mediate Product Preferences , 2007 .

[69]  Deborah Roedder John,et al.  Growing up in a Material World: Age Differences in Materialism in Children and Adolescents , 2007 .

[70]  A. Chernev.  Jack of All Trades or Master of One? Product Differentiation and Compensatory Reasoning in Consumer Choice , 2007 .

[71]  Jennifer J. Argo,et al.  Consumer Contamination: How Consumers React to Products Touched by Others , 2006 .

[72]  M. Zanna,et al.  Establishing a causal chain: why experiments are often more effective than mediational analyses in examining psychological processes. , 2005, Journal of personality and social psychology.

[73]  N. Schwarz,et al.  Processing Fluency and Aesthetic Pleasure: Is Beauty in the Perceiver's Processing Experience? , 2004, Personality and social psychology review : an official journal of the Society for Personality and Social Psychology, Inc.

[74]  James J. Kellaris,et al.  Cross‐national differences in proneness to scarcity effects: The moderating roles of familiarity, uncertainty avoidance, and need for cognitive closure , 2004 .

[75]  R. Belk,et al.  The Fire of Desire: A Multisited Inquiry into Consumer Passion , 2003 .

[76]  Richard H. Smith,et al.  The Roles of Praise and Social Comparison Information in the Experience of Pride , 2003, The Journal of social psychology.

[77]  Todd J. Arnold,et al.  Individual Differences in the Centrality of Visual Product Aesthetics: Concept and Measurement , 2003 .

[78]  R. Heimberg,et al.  Hoarding behaviors in a large college sample. , 2003, Behaviour research and therapy.

[79]  Ashesh Mukherjee,et al.  The Effect of Novel Attributes on Product Evaluation : Explaining Consumer Resistance to Technological Innovation , 2001 .

[80]  D. Ariely,et al.  Beautiful Faces Have Variable Reward Value fMRI and Behavioral Evidence , 2001, Neuron.

[81]  R. Dolan,et al.  Psychology: Reward value of attractiveness and gaze , 2001, Nature.

[82]  Gregory S. Carpenter,et al.  The Role of Market Efficiency Intuitions in Consumer Choice: A Case of Compensatory Inferences , 2001 .

[83]  Kelly Tepper Tian,et al.  Consumers' Need for Uniqueness: Scale Development and Validation , 2001 .

[84]  R. Cialdini.  The Science of PERSUASION. , 2001 .

[85]  R. Dhar,et al.  Consumer Choice between Hedonic and Utilitarian Goods , 2000 .

[86]  M. Zeelenberg.  Anticipated regret, expected feedback and behavioral decision-making , 1999 .

[87]  Prashanth U. Nyer,et al.  The role of emotions in marketing , 1999 .

[88]  J. W. Hutchinson,et al.  The Influence of Unity and Prototypicality on Aesthetic Responses to New Product Designs , 1998 .

[89]  E. Higgins,et al.  Beyond pleasure and pain. , 1997, The American psychologist.

[90]  C. Dweck,et al.  Lay dispositionism and implicit theories of personality. , 1997, Journal of personality and social psychology.

[91]  I. Simonson,et al.  The Effect of New Product Features on Brand Choice , 1996 .

[92]  Peter H. Bloch.  Seeking the Ideal Form: Product Design and Consumer Response , 1995 .

[93]  Mary Jo Bitner,et al.  Servicescapes: The Impact of Physical Surroundings on Customers and Employees , 1992 .

[94]  Michael Lynn,et al.  The Psychology of Unavailability: Explaining Scarcity and Cost Effects on Value , 1992 .

[95]  R. Belk.  Possessions and the Extended Self , 1988 .

[96]  Dennis W. Rook.  The Buying Impulse , 1987 .

[97]  S. Beatty,et al.  External Search Effort: An Investigation across Several Product Categories , 1987 .

[98]  K. Clarke,et al.  The Effects of Product Involvement and Task Definition on Anticipated Consumer Effort , 1978 .

[99]  Stephen Worchel,et al.  Effects of Supply and Demand on Ratings of Object Value , 1975 .

[100]  E. Diener,et al.  Personality research: components of variance attributable to the person and the situation. , 1975, Journal of personality and social psychology.

[101]  Harold Sigall,et al.  Radiating beauty: Effects of having a physically attractive partner on person perception. , 1973 .

[102]  Richard N. Cardozo.  An Experimental Study of Customer Effort, Expectation, and Satisfaction , 1965 .

[103]  J. W. Atkinson.  Motivational determinants of risk-taking behavior. , 1957, Psychological review.

[104]  W. Waller.  The rating and dating complex. , 1937 .

[105]  M. Reimann,et al.  Aesthetics: Antecedents, underlying processes and behavioural consequences , 2017 .

[106]  Vladas Griskevicius,et al.  When the Economy Falters , Do People Spend or Save ? Responses to Resource Scarcity Depend on Childhood Environments , 2013 .

[107]  D. Norman.  Emotional design : why we love (or hate) everyday things , 2004 .

[108]  P. Verhoef,et al.  Consumer Perception and Evaluation of Waiting Time: A Field Experiment , 2002 .

[109]  R. Pieters,et al.  Goal-directed Emotions , 1998 .

[110]  J. Rossiter,et al.  Store atmosphere: an environmental psychology approach , 1982 .

[111]  Howard L. Fromkin,et al.  The Search for Uniqueness and Valuation of Scarcity , 1980 .

[112]  Stuart Fleming,et al.  Authenticity in art , 1976 .

[113]  J. Neyman,et al.  Tests of certain linear hypotheses and their application to some educational problems. , 1936 .

[114]  Vladas Griskevicius,et al.  Boosting Beauty in an Economic Decline: Mating, Spending, and the Lipstick Effect Economic Recessions and Life History Theory Nicolao for Statistical and Theoretical Guidance And , 2022 .

[115]  Vladas Griskevicius,et al.  The influence of mortality and socioeconomic status on risk and delayed rewards: a life history theory approach. , 2011, Journal of personality and social psychology.