Donald R Lehmann
Datos Biográficos
| ID | 144569 |
|---|---|
| NOMBRE | Donald R Lehmann |
| NOMBRES | Donald R |
| APELLIDO | Lehmann |
| FIRMA | LEHMANN D R |
| AFILIACIONES | Columbia University |
| VERIFICADO | No |
| TOTAL DE OBRAS | 25 |
| TOTAL DE CITAS | 129 |
| TOTAL COMO AUTOR | 25 |
| TOTAL COMO EDITOR | 0 |
| PRIMER AÑO DE PUBLICACIÓN | 1974 |
| AÑO MÁS RECIENTE DE PUBLICACIÓN | 2025 |
| ÍNDICE H | 7 |
The Robin Hood Effect in Transgressions Against Firms
Consumer transgressions against firms involve moral violations in which consumers take advantage of loopholes in companies’ return and satisfaction-guaranteed policies or the lack of strict enforcement against password sharing, piracy, shoplifting, wardrobing, coupon stacking, promotion abuse, and fraud. Drawing on the timeless tale of Robin Hood, the legendary outlaw who stands up against injustice, the authors demonstrate that consumers use a R…
Spending Windfall (“Found”) Time on Hedonic versus Utilitarian Activities
Consumers often gain extra free time unexpectedly. Given the increasing time pressure that consumers experience in their daily lives, it is important to understand how they spend windfall (or unexpected) free time, which we term found time. In a series of five laboratory experiments and naturalistic field studies, we found that consumers spend more of their free time on hedonic activities than on utilitarian activities when they gain the time une…
Task-Dependent Algorithm Aversion
Research suggests that consumers are averse to relying on algorithms to perform tasks that are typically done by humans, despite the fact that algorithms often perform better. The authors explore when and why this is true in a wide variety of domains. They find that algorithms are trusted and relied on less for tasks that seem subjective (vs. objective) in nature. However, they show that perceived task objectivity is malleable and that increasing…
Decision Comfort
Contemporary consumer behavior research largely conceptualizes post-decision evaluation processes in terms of decision confidence, anticipated regret and satisfaction, and decision and consumption satisfaction. The current research broadens this view, arguing that people additionally experience varying degrees of decision comfort that are distinct from other post-decision evaluations. The authors argue that comfort is a soft-positive emotion thus…
Something to Chew On
This research examines how oral haptics (due to hardness/softness or roughness/smoothness) related to foods influence mastication (i.e., degree of chewing) and orosensory perception (i.e., orally perceived fattiness), which in turn influence calorie estimation, subsequent food choices, and overall consumption volume. The results of five experimental studies show that, consistent with theories related to mastication and orosensory perception, oral…
How and When Grouping Low-Calorie Options Reduces the Benefits of Providing Dish-Specific Calorie Information
To date the effectiveness of inducing lower-calorie choices by providing consumers with calorie information has yielded mixed results. Here four controlled experiments show that adding dish-specific calorie information to menus (calorie posting) tends to result in lower-calorie choices. However, additionally grouping low-calorie dishes into a single "low-calorie" category (calorie organizing) ironically diminishes the positive effects of calorie …
Consumer Expectations and Culture
In the customer expectations arena, relatively little attention has been paid to the impact on expectations of variation in cultural variables unique to a country. Here we focus on one country, India, and a major cultural influence there—the extent of belief in karma. Prior research in the United States suggests that disconfirmation sensitivity lowers expectations. Here we examine whether belief in karma and, consequently, having a long-term orie…
Brands and Branding
Branding has emerged as a top management priority in the last decade due to the growing realization that brands are one of the most valuable intangible assets that firms have. Driven in part by this intense industry interest, academic researchers have explored a number of different brand-related topics in recent years, generating scores of papers, articles, research reports, and books. This paper identifies some of the influential work in the bra…
Reactance to Recommendations
Recommendations often play a positive role in the decision process by reducing the difficulty associated with choosing between options. However, in certain circumstances recommendations play a less positive and more undesirable role from the perspectives of both the recommending agent or agency and the person receiving the recommendation. Across a series of four studies, we explore consumer response when recommendations by experts and intelligent…
What Is It?” Categorization Flexibility and Consumers' Responses to Really New Products
To understand really new products, consumers face the challenge of constructing new knowledge structures rather simply changing existing ones. Recent research in categorization suggests that one strategy for creating representations for these new products is to use information already contained in familiar product categories. While knowledge from multiple existing categories may be relevant, little research has examined how (and if) consumers pro…
Reasons for Substantial Delay in Consumer Decision Making
This study proposes a typology of reasons why people substantially delay important consumer decisions. The delay reasons we study are drawn from delay typologies identified in other contexts as well as from the product diffusion literature. Two studies reported here examine why subjects delay consumer decisions. These support most of the reasons in the proposed typology, while some unanticipated delay reasons also emerge. We find that the delay r…
Customer Satisfaction, Market Share, and Profitability
Are there economic benefits to improving customer satisfaction? Many firms that are frustrated in their efforts to improve quality and customer satisfaction are beginning to question the link between customer satisfaction and economic returns. The authors investigate the nature and strength of this link. They discuss how expectations, quality, and price should affect customer satisfaction and why customer satisfaction, in turn, should affect prof…
The Importance of Others' Welfare in Evaluating Bargaining Outcomes
This research proposes that negotiators consider each other's payoffs in their evaluation of potential settlements beyond the level necessary to maintain the bargaining relationship. We further hypothesize that the way in which negotiators weight their opponents' payoffs, relative to their own, is a function of characteristics of the relationship and of the bargainers' personalities. Specifically, we consider liking of the other party, payoff exp…
The Influence of New Brand Entry on Subjective Brand Judgments
Previous attraction effect studies show that brand choices are affected by the entry of a new brand. However, much remains to be known as to the causes for this effect. This article explores the impact of a new brand entry on consumers' subjective brand judgments. Three specific effects were hypothesized and tested, namely, range, frequency, and categorization. Results from two experiments demonstrate that the new entrant has a significant impact…
Combining Related and Sparse Data in Linear Regression Models
Longitudinal Patterns of Group Decisions
Estimating probabilistic choice models from sparse data
Estimating probabilistic choice models from sparse data
Models of Cooperative Group Decision-Making and Relative Influence
A conceptual framework is developed that provides a description of group decisionmaking processes in conflict situations. Selected implications of this framework as it applies to family purchase tasks are tested using experimental data provided by couples making sequences of product choice decisions. Models tested include power-related resources and power use-related goals as determinants of relative influence. Results indicate that relative pref…
On Hypotheses, Measurements, and the Extension of Knowledge
Parameter Stability and "Carry-Over Effects" in a Consumer Decision-Process Model
Bither, Stewart W. (1977), Resistance to Persuasion: Inoculation and Distraction, in Consumer and Industrial Buying Behavior, eds. Arch Woodside, Jagdish Sheth, and Peter Bennett, New York: North-Holland, pp. 243-50. , Dolich, Ira, and Nell, Elaine (1971), The Application of Attitude Immunization Techniques in Journal of Marketing Research, 8, 56-61. Hovland, Carl, Lumsdaine, A. A., and Sheffield, F. D. (1949), Experiments on Mass Communication, …
Allocating Discretionary Time
Analysis of complementarity among 50 discretionary activities suggests: (1) the greater meaning of partial (versus simple) correlational measures; (2) the validity of seven a priori sets of complements; (3) the usefulness of multidimensionally scaled correlations in identifying two key activity dimensions—intellectual effort and physical exertion; and (4) implications for both marketing and public policy
Individual Differences in Search Behavior for a Nondurable
Subjects acquired information on, chose, and consumed one of five health breads once a week for six weeks. The effects of individual differences on information acquisition and recall of package information were studied. Experience during the experiment was highly related to the amount of external search and recall of package information. Information-processing style was also related to external search
Impact of Different Comparison Sets on Evaluation of a New Subcompact Car Brand
To reduce the burden on subjects, a five-wave national telephone panel used to track the introduction of a new brand of subcompact automobile evaluated a different subset of competing brands. MANOVA revealed significant differences in the evaluation of both the new brand and an established brand
Some Empirical Contributions to Buyer Behavior Theory
Individual Differences in Search Behavior for a Nondurable
Subjects acquired information on, chose, and consumed one of five health breads once a week for six weeks. The effects of individual differences on information acquisition and recall of package information were studied. Experience during the experiment was highly related to the amount of external search and recall of package information. Information-processing style was also related to external search
Reasons for Substantial Delay in Consumer Decision Making
This study proposes a typology of reasons why people substantially delay important consumer decisions. The delay reasons we study are drawn from delay typologies identified in other contexts as well as from the product diffusion literature. Two studies reported here examine why subjects delay consumer decisions. These support most of the reasons in the proposed typology, while some unanticipated delay reasons also emerge. We find that the delay r…
Consumer Expectations and Culture
In the customer expectations arena, relatively little attention has been paid to the impact on expectations of variation in cultural variables unique to a country. Here we focus on one country, India, and a major cultural influence there—the extent of belief in karma. Prior research in the United States suggests that disconfirmation sensitivity lowers expectations. Here we examine whether belief in karma and, consequently, having a long-term orie…
What Is It?” Categorization Flexibility and Consumers' Responses to Really New Products
To understand really new products, consumers face the challenge of constructing new knowledge structures rather simply changing existing ones. Recent research in categorization suggests that one strategy for creating representations for these new products is to use information already contained in familiar product categories. While knowledge from multiple existing categories may be relevant, little research has examined how (and if) consumers pro…
Models of Cooperative Group Decision-Making and Relative Influence
A conceptual framework is developed that provides a description of group decisionmaking processes in conflict situations. Selected implications of this framework as it applies to family purchase tasks are tested using experimental data provided by couples making sequences of product choice decisions. Models tested include power-related resources and power use-related goals as determinants of relative influence. Results indicate that relative pref…
How and When Grouping Low-Calorie Options Reduces the Benefits of Providing Dish-Specific Calorie Information
To date the effectiveness of inducing lower-calorie choices by providing consumers with calorie information has yielded mixed results. Here four controlled experiments show that adding dish-specific calorie information to menus (calorie posting) tends to result in lower-calorie choices. However, additionally grouping low-calorie dishes into a single "low-calorie" category (calorie organizing) ironically diminishes the positive effects of calorie …
Allocating Discretionary Time
Analysis of complementarity among 50 discretionary activities suggests: (1) the greater meaning of partial (versus simple) correlational measures; (2) the validity of seven a priori sets of complements; (3) the usefulness of multidimensionally scaled correlations in identifying two key activity dimensions—intellectual effort and physical exertion; and (4) implications for both marketing and public policy
Something to Chew On
This research examines how oral haptics (due to hardness/softness or roughness/smoothness) related to foods influence mastication (i.e., degree of chewing) and orosensory perception (i.e., orally perceived fattiness), which in turn influence calorie estimation, subsequent food choices, and overall consumption volume. The results of five experimental studies show that, consistent with theories related to mastication and orosensory perception, oral…
The Importance of Others' Welfare in Evaluating Bargaining Outcomes
This research proposes that negotiators consider each other's payoffs in their evaluation of potential settlements beyond the level necessary to maintain the bargaining relationship. We further hypothesize that the way in which negotiators weight their opponents' payoffs, relative to their own, is a function of characteristics of the relationship and of the bargainers' personalities. Specifically, we consider liking of the other party, payoff exp…
The Influence of New Brand Entry on Subjective Brand Judgments
Previous attraction effect studies show that brand choices are affected by the entry of a new brand. However, much remains to be known as to the causes for this effect. This article explores the impact of a new brand entry on consumers' subjective brand judgments. Three specific effects were hypothesized and tested, namely, range, frequency, and categorization. Results from two experiments demonstrate that the new entrant has a significant impact…
Spending Windfall (“Found”) Time on Hedonic versus Utilitarian Activities
Consumers often gain extra free time unexpectedly. Given the increasing time pressure that consumers experience in their daily lives, it is important to understand how they spend windfall (or unexpected) free time, which we term found time. In a series of five laboratory experiments and naturalistic field studies, we found that consumers spend more of their free time on hedonic activities than on utilitarian activities when they gain the time une…
Decision Comfort
Contemporary consumer behavior research largely conceptualizes post-decision evaluation processes in terms of decision confidence, anticipated regret and satisfaction, and decision and consumption satisfaction. The current research broadens this view, arguing that people additionally experience varying degrees of decision comfort that are distinct from other post-decision evaluations. The authors argue that comfort is a soft-positive emotion thus…
Impact of Different Comparison Sets on Evaluation of a New Subcompact Car Brand
To reduce the burden on subjects, a five-wave national telephone panel used to track the introduction of a new brand of subcompact automobile evaluated a different subset of competing brands. MANOVA revealed significant differences in the evaluation of both the new brand and an established brand
Some Empirical Contributions to Buyer Behavior Theory
Impact of Different Comparison Sets on Evaluation of a New Subcompact Car Brand
To reduce the burden on subjects, a five-wave national telephone panel used to track the introduction of a new brand of subcompact automobile evaluated a different subset of competing brands. MANOVA revealed significant differences in the evaluation of both the new brand and an established brand
Individual Differences in Search Behavior for a Nondurable
Subjects acquired information on, chose, and consumed one of five health breads once a week for six weeks. The effects of individual differences on information acquisition and recall of package information were studied. Experience during the experiment was highly related to the amount of external search and recall of package information. Information-processing style was also related to external search
Allocating Discretionary Time
Analysis of complementarity among 50 discretionary activities suggests: (1) the greater meaning of partial (versus simple) correlational measures; (2) the validity of seven a priori sets of complements; (3) the usefulness of multidimensionally scaled correlations in identifying two key activity dimensions—intellectual effort and physical exertion; and (4) implications for both marketing and public policy
Parameter Stability and "Carry-Over Effects" in a Consumer Decision-Process Model
Bither, Stewart W. (1977), Resistance to Persuasion: Inoculation and Distraction, in Consumer and Industrial Buying Behavior, eds. Arch Woodside, Jagdish Sheth, and Peter Bennett, New York: North-Holland, pp. 243-50. , Dolich, Ira, and Nell, Elaine (1971), The Application of Attitude Immunization Techniques in Journal of Marketing Research, 8, 56-61. Hovland, Carl, Lumsdaine, A. A., and Sheffield, F. D. (1949), Experiments on Mass Communication, …
On Hypotheses, Measurements, and the Extension of Knowledge
Models of Cooperative Group Decision-Making and Relative Influence
A conceptual framework is developed that provides a description of group decisionmaking processes in conflict situations. Selected implications of this framework as it applies to family purchase tasks are tested using experimental data provided by couples making sequences of product choice decisions. Models tested include power-related resources and power use-related goals as determinants of relative influence. Results indicate that relative pref…
Estimating probabilistic choice models from sparse data
Estimating probabilistic choice models from sparse data
Combining Related and Sparse Data in Linear Regression Models
Longitudinal Patterns of Group Decisions
The Importance of Others' Welfare in Evaluating Bargaining Outcomes
This research proposes that negotiators consider each other's payoffs in their evaluation of potential settlements beyond the level necessary to maintain the bargaining relationship. We further hypothesize that the way in which negotiators weight their opponents' payoffs, relative to their own, is a function of characteristics of the relationship and of the bargainers' personalities. Specifically, we consider liking of the other party, payoff exp…
The Influence of New Brand Entry on Subjective Brand Judgments
Previous attraction effect studies show that brand choices are affected by the entry of a new brand. However, much remains to be known as to the causes for this effect. This article explores the impact of a new brand entry on consumers' subjective brand judgments. Three specific effects were hypothesized and tested, namely, range, frequency, and categorization. Results from two experiments demonstrate that the new entrant has a significant impact…
Customer Satisfaction, Market Share, and Profitability
Are there economic benefits to improving customer satisfaction? Many firms that are frustrated in their efforts to improve quality and customer satisfaction are beginning to question the link between customer satisfaction and economic returns. The authors investigate the nature and strength of this link. They discuss how expectations, quality, and price should affect customer satisfaction and why customer satisfaction, in turn, should affect prof…
Reasons for Substantial Delay in Consumer Decision Making
This study proposes a typology of reasons why people substantially delay important consumer decisions. The delay reasons we study are drawn from delay typologies identified in other contexts as well as from the product diffusion literature. Two studies reported here examine why subjects delay consumer decisions. These support most of the reasons in the proposed typology, while some unanticipated delay reasons also emerge. We find that the delay r…
What Is It?” Categorization Flexibility and Consumers' Responses to Really New Products
To understand really new products, consumers face the challenge of constructing new knowledge structures rather simply changing existing ones. Recent research in categorization suggests that one strategy for creating representations for these new products is to use information already contained in familiar product categories. While knowledge from multiple existing categories may be relevant, little research has examined how (and if) consumers pro…
Reactance to Recommendations
Recommendations often play a positive role in the decision process by reducing the difficulty associated with choosing between options. However, in certain circumstances recommendations play a less positive and more undesirable role from the perspectives of both the recommending agent or agency and the person receiving the recommendation. Across a series of four studies, we explore consumer response when recommendations by experts and intelligent…
Brands and Branding
Branding has emerged as a top management priority in the last decade due to the growing realization that brands are one of the most valuable intangible assets that firms have. Driven in part by this intense industry interest, academic researchers have explored a number of different brand-related topics in recent years, generating scores of papers, articles, research reports, and books. This paper identifies some of the influential work in the bra…
Consumer Expectations and Culture
In the customer expectations arena, relatively little attention has been paid to the impact on expectations of variation in cultural variables unique to a country. Here we focus on one country, India, and a major cultural influence there—the extent of belief in karma. Prior research in the United States suggests that disconfirmation sensitivity lowers expectations. Here we examine whether belief in karma and, consequently, having a long-term orie…
Something to Chew On
This research examines how oral haptics (due to hardness/softness or roughness/smoothness) related to foods influence mastication (i.e., degree of chewing) and orosensory perception (i.e., orally perceived fattiness), which in turn influence calorie estimation, subsequent food choices, and overall consumption volume. The results of five experimental studies show that, consistent with theories related to mastication and orosensory perception, oral…
How and When Grouping Low-Calorie Options Reduces the Benefits of Providing Dish-Specific Calorie Information
To date the effectiveness of inducing lower-calorie choices by providing consumers with calorie information has yielded mixed results. Here four controlled experiments show that adding dish-specific calorie information to menus (calorie posting) tends to result in lower-calorie choices. However, additionally grouping low-calorie dishes into a single "low-calorie" category (calorie organizing) ironically diminishes the positive effects of calorie …
Decision Comfort
Contemporary consumer behavior research largely conceptualizes post-decision evaluation processes in terms of decision confidence, anticipated regret and satisfaction, and decision and consumption satisfaction. The current research broadens this view, arguing that people additionally experience varying degrees of decision comfort that are distinct from other post-decision evaluations. The authors argue that comfort is a soft-positive emotion thus…
Task-Dependent Algorithm Aversion
Research suggests that consumers are averse to relying on algorithms to perform tasks that are typically done by humans, despite the fact that algorithms often perform better. The authors explore when and why this is true in a wide variety of domains. They find that algorithms are trusted and relied on less for tasks that seem subjective (vs. objective) in nature. However, they show that perceived task objectivity is malleable and that increasing…
Spending Windfall (“Found”) Time on Hedonic versus Utilitarian Activities
Consumers often gain extra free time unexpectedly. Given the increasing time pressure that consumers experience in their daily lives, it is important to understand how they spend windfall (or unexpected) free time, which we term found time. In a series of five laboratory experiments and naturalistic field studies, we found that consumers spend more of their free time on hedonic activities than on utilitarian activities when they gain the time une…
The Robin Hood Effect in Transgressions Against Firms
Consumer transgressions against firms involve moral violations in which consumers take advantage of loopholes in companies’ return and satisfaction-guaranteed policies or the lack of strict enforcement against password sharing, piracy, shoplifting, wardrobing, coupon stacking, promotion abuse, and fraud. Drawing on the timeless tale of Robin Hood, the legendary outlaw who stands up against injustice, the authors demonstrate that consumers use a R…
Psychology (16 obras) · Business (11 obras) · Computer Science (10 obras) · Marketing (8 obras) · Social Psychology (8 obras) · Consumer Behavior in Brand Consumption and Identification (7 obras) · Advertising (6 obras) · Economics (6 obras) · Decision-Making and Behavioral Economics (5 obras) · Marketing (5 obras)