Jennifer J Argo
Biographic Data
| ID | 100327 |
|---|---|
| NAME | Jennifer J Argo |
| GIVEN NAMES | Jennifer J |
| FAMILY NAME | Argo |
| SIGNATURE | ARGO J J |
| AFFILIATIONS | University of Alberta |
| VERIFIED | No |
| TOTAL WORKS | 20 |
| TOTAL CITATIONS | 192 |
| AUTHOR COUNT | 16 |
| EDITOR COUNT | 4 |
| FIRST PUBLICATION YEAR | 2001 |
| LATEST PUBLICATION YEAR | 2021 |
| H-INDEX | 9 |
When Sharing Isn't Caring: The Influence of Seeking The Best on Sharing Favorable Word of Mouth about Unsatisfactory Purchases
Past research generally finds that if consumers share word of mouth about past purchases with others, the valence of the information tends to be congruent with actual perceptions. Thus, a negative purchase experience should elicit negative (vs. positive) word of mouth. We examine how a goal of attaining the best possible outcome, or maximizing, may alter this tendency. Drawing on prior work demonstrating that consumers may view their own personal…
Retracted: Identity Threats, Compensatory Consumption, and Working Memory Capacity: How Feeling Threatened Leads to Heightened Evaluations of Identity-Relevant Products
This article has been retracted. Please see: https://doi.org/10.1093/jcr/ucaa033
When Busy Is Less Indulging: Impact of Busy Mindset on Self-Control Behaviors
An increasing number of consumers, in recent times, have reported feeling busier than ever. The current research examines how the subjective perception of busyness-which is referred to as a busy mindset in the current research -impacts consumers' decision-making. Building on different streams of research in sociology and self-view, the current research proposes that a busy mindset bolsters people's sense of self-importance, which, in turn, can in…
Guilt Dynamics: Consequences of Temporally Separating Decisions and Actions
The current research demonstrates that temporally separating a consumer's initial decision to perform a guilt-inducing action from its actual enactment reduces the guilt felt while acting. This hypothesis follows from the development of a dynamic model that unpacks guilt into two distinct components. Initially, one experiences decision guilt accompanying the decision to act or the realization that one will act; subsequently, one experiences actio…
Standards of Beauty: The Impact of Mannequins in the Retail Context
Across six studies, a female mannequin is demonstrated to have negative implications for both male and female consumers low in appearance self-esteem. In particular, consumers who are lower in appearance self-esteem evaluate a product displayed by a mannequin more negatively as compared with consumers higher in appearance self-esteem. As mannequins signal the normative standard of beauty and consumers with low self-esteem in regard to their appea…
The Recycled Self: Consumers' Disposal Decisions of Identity-Linked Products
It has been known for some time that consumers’ identities influence purchasing decisions and people form strong identity connections, or “links,” with products and brands. However, research has yet to determine whether identity-linked products are differentially treated at disposal in comparison to products that are not identity linked. Across seven studies, the current research shows that when an everyday product (e.g., paper, cups, aluminum ca…
The Entourage Effect
Across a series of studies conducted in both the field and the laboratory, the authors demonstrate that the presence of others (i.e., an entourage) alters a VIP's personal feelings of status. Specifically, the authors show that VIPs feel higher levels of status when they are able to experience preferential treatment with an entourage, even if this results in the rewards associated with the treatment becoming less scarce. We show that the effect i…
Self-Identity and Consumer Behavior Dissociative versus Associative Responses to Social Identity Threat: The Role of Consumer Self-Construal Self-Affirmation through the Choice of Highly Aesthetic Pro…
Consumer researchers have recognized for a long time that people consume in ways that are consistent with their sense of self (Levy 1959; Sirgy 1982). Important thought leaders in our field have described and documented that consumers use possessions and brands to create their self-identities and communicate these selves to others and to themselves (e.g., Belk 1988; Fournier 1998; McCracken 1989). Although early research tended to focus on broad …
The Effect of Product Size and Form Distortion on Consumer Recycling Behavior
The present research examines conditions under which consumers dispose of recyclable products in the garbage. Results from a field study and four laboratory studies demonstrate that a consumer's decision to recycle a product or throw it in the trash can be determined by the extent to which the product has been distorted during the consumption process. Specifically, if the consumption process distorts a product sufficiently from its original form …
Exploring the Impact of Various Shaped Seating Arrangements on Persuasion
Despite the common belief that seating arrangements matter, little research has examined how the geometrical shape of a chair arrangement can affect persuasion. Across three studies, this research demonstrates that the shape of seating arrangements can prime two fundamental human needs that in turn influence persuasion. When seated in a circular-shaped layout, individuals evaluate persuasive material more favorably when it contains family-oriente…
Do the Crime, Always Do the Time? Insights into Consumer-to-Consumer Punishment Decisions
Norm violations disrupt social order, and according to prior research, social order can be restored through the punishment of norm violators. Based on this conceptual framework, the current research examines a prevalent yet overlooked behavior in the consumer literature by showing that consumers play an active role in making punishment decisions. Importantly, this article highlights three factors that affect the balance in social order and thus a…
Dissociative versus Associative Responses to Social Identity Threat: The Role of Consumer Self-Construal
The current research examines the conditions under which consumers demonstrate associative versus dissociative responses to identity-linked products as a consequence of a social identity threat. Across four studies, the authors test the notion that reactions to social identity threat may be moderated by self-construal by examining subcultural differences in ethnic background, priming self-construal, and investigating cross-national differences in…
Are White Lies as Innocuous as We Think
This research examines the implications of telling an “innocent” white lie after a negative interpersonal encounter. We propose that if a white lie falls outside an acceptable range of dishonesty, cognitive dissonance will arise and produce negative affect. Deceivers will then be motivated to reduce the dissonance and will do so by engaging in behaviors that favor the wrongdoer with potentially negative consequences for the self. We test our conc…
Social Information in the Retail Environment: The Importance of Consumption Alignment, Referent Identity, and Self-Esteem
This research focuses on understanding when low body esteem consumers are most likely to engage in negative social comparisons and examines how this process influences product evaluations. In a series of three studies, we find that two pieces of social information are needed for negative comparisons in a retail environment to occur: (1) an attractive social referent must be actively consuming (i.e., wearing) the product and (2) the consumer must …
When Imitation Doesn’t Flatter: The Role of Consumer Distinctiveness in Responses to Mimicry
In a series of four experiments, the authors examine the implications of one consumer’s possession being mimicked by another consumer. The results demonstrate that when distinctiveness concerns are heightened, greater dissociation responses (i.e., possession disposal intentions, recustomization behaviors, and exchange behaviors) arise in response to being mimicked by a similar as opposed to dissimilar other. These effects are driven by threats to…
Fact or Fiction: An Investigation of Empathy Differences in Response to Emotional Melodramatic Entertainment
Three studies investigate the influence of empathy and the level of fictionality of short stories on consumers' evaluations of emotional melodramatic entertainment. We find that high empathizers' evaluations are more favorable when the story is low in fictionality (i.e., real) versus high. In contrast, low empathizers' evaluations do not differ, regardless of the level of fictionality, except when these individuals (i.e., males) are provided with…
Stigma by Association in Coupon Redemption: Looking Cheap because of Others
The present research establishes that the innocuous behavior of coupon redemption is capable of eliciting stigma by association. The general finding across four studies shows that the coupon redemption behavior of one consumer results in a second non-coupon-redeeming shopper being stigmatized by association as cheap when a low as compared to a high value coupon is redeemed. More important, the research identifies a number of factors that protect …
Social Comparison Theory and Deception in the Interpersonal Exchange of Consumption Information
Four experiments demonstrate that self-threatening social comparison information motivates consumers to lie. Factors related to self-threat, including relevance of the social comparison target (i.e., the importance of the comparison person), comparison discrepancy (i.e., the magnitude of the performance difference), comparison direction (i.e., whether one performs better or worse), nature of the information (i.e., whether the comparison is social…
The Influence of a Mere Social Presence in a Retail Context
While the majority of consumer research that has studied social influences has focused on the impact of an interactive social presence, in this research we demonstrate that a noninteractive social presence (i.e., a mere presence) is also influential. We conduct two field experiments in a retail setting to show when and how a noninteractive social presence that differs in size and proximity impacts consumers' emotions and self-presentation behavio…
Embarrassment in Consumer Purchase: The Roles of Social Presence and Purchase Familiarity: Table 1
Two field studies investigate the importance of social presence (real and imagined) and familiarity with the purchase act in producing embarrassment in the context of an embarrassing product purchase. The results indicate that awareness of a social presence during purchase selection and commitment, whether real or imagined, is a motivating factor in creating embarrassment for the consumer. Further, our results show that the more familiar consumer…
The Influence of a Mere Social Presence in a Retail Context
While the majority of consumer research that has studied social influences has focused on the impact of an interactive social presence, in this research we demonstrate that a noninteractive social presence (i.e., a mere presence) is also influential. We conduct two field experiments in a retail setting to show when and how a noninteractive social presence that differs in size and proximity impacts consumers' emotions and self-presentation behavio…
Embarrassment in Consumer Purchase: The Roles of Social Presence and Purchase Familiarity: Table 1
Two field studies investigate the importance of social presence (real and imagined) and familiarity with the purchase act in producing embarrassment in the context of an embarrassing product purchase. The results indicate that awareness of a social presence during purchase selection and commitment, whether real or imagined, is a motivating factor in creating embarrassment for the consumer. Further, our results show that the more familiar consumer…
Social Comparison Theory and Deception in the Interpersonal Exchange of Consumption Information
Four experiments demonstrate that self-threatening social comparison information motivates consumers to lie. Factors related to self-threat, including relevance of the social comparison target (i.e., the importance of the comparison person), comparison discrepancy (i.e., the magnitude of the performance difference), comparison direction (i.e., whether one performs better or worse), nature of the information (i.e., whether the comparison is social…
Dissociative versus Associative Responses to Social Identity Threat: The Role of Consumer Self-Construal
The current research examines the conditions under which consumers demonstrate associative versus dissociative responses to identity-linked products as a consequence of a social identity threat. Across four studies, the authors test the notion that reactions to social identity threat may be moderated by self-construal by examining subcultural differences in ethnic background, priming self-construal, and investigating cross-national differences in…
Stigma by Association in Coupon Redemption: Looking Cheap because of Others
The present research establishes that the innocuous behavior of coupon redemption is capable of eliciting stigma by association. The general finding across four studies shows that the coupon redemption behavior of one consumer results in a second non-coupon-redeeming shopper being stigmatized by association as cheap when a low as compared to a high value coupon is redeemed. More important, the research identifies a number of factors that protect …
Exploring the Impact of Various Shaped Seating Arrangements on Persuasion
Despite the common belief that seating arrangements matter, little research has examined how the geometrical shape of a chair arrangement can affect persuasion. Across three studies, this research demonstrates that the shape of seating arrangements can prime two fundamental human needs that in turn influence persuasion. When seated in a circular-shaped layout, individuals evaluate persuasive material more favorably when it contains family-oriente…
The Recycled Self: Consumers' Disposal Decisions of Identity-Linked Products
It has been known for some time that consumers’ identities influence purchasing decisions and people form strong identity connections, or “links,” with products and brands. However, research has yet to determine whether identity-linked products are differentially treated at disposal in comparison to products that are not identity linked. Across seven studies, the current research shows that when an everyday product (e.g., paper, cups, aluminum ca…
Social Information in the Retail Environment: The Importance of Consumption Alignment, Referent Identity, and Self-Esteem
This research focuses on understanding when low body esteem consumers are most likely to engage in negative social comparisons and examines how this process influences product evaluations. In a series of three studies, we find that two pieces of social information are needed for negative comparisons in a retail environment to occur: (1) an attractive social referent must be actively consuming (i.e., wearing) the product and (2) the consumer must …
When Imitation Doesn’t Flatter: The Role of Consumer Distinctiveness in Responses to Mimicry
In a series of four experiments, the authors examine the implications of one consumer’s possession being mimicked by another consumer. The results demonstrate that when distinctiveness concerns are heightened, greater dissociation responses (i.e., possession disposal intentions, recustomization behaviors, and exchange behaviors) arise in response to being mimicked by a similar as opposed to dissimilar other. These effects are driven by threats to…
When Busy Is Less Indulging: Impact of Busy Mindset on Self-Control Behaviors
An increasing number of consumers, in recent times, have reported feeling busier than ever. The current research examines how the subjective perception of busyness-which is referred to as a busy mindset in the current research -impacts consumers' decision-making. Building on different streams of research in sociology and self-view, the current research proposes that a busy mindset bolsters people's sense of self-importance, which, in turn, can in…
Guilt Dynamics: Consequences of Temporally Separating Decisions and Actions
The current research demonstrates that temporally separating a consumer's initial decision to perform a guilt-inducing action from its actual enactment reduces the guilt felt while acting. This hypothesis follows from the development of a dynamic model that unpacks guilt into two distinct components. Initially, one experiences decision guilt accompanying the decision to act or the realization that one will act; subsequently, one experiences actio…
The Effect of Product Size and Form Distortion on Consumer Recycling Behavior
The present research examines conditions under which consumers dispose of recyclable products in the garbage. Results from a field study and four laboratory studies demonstrate that a consumer's decision to recycle a product or throw it in the trash can be determined by the extent to which the product has been distorted during the consumption process. Specifically, if the consumption process distorts a product sufficiently from its original form …
Do the Crime, Always Do the Time? Insights into Consumer-to-Consumer Punishment Decisions
Norm violations disrupt social order, and according to prior research, social order can be restored through the punishment of norm violators. Based on this conceptual framework, the current research examines a prevalent yet overlooked behavior in the consumer literature by showing that consumers play an active role in making punishment decisions. Importantly, this article highlights three factors that affect the balance in social order and thus a…
The Entourage Effect
Across a series of studies conducted in both the field and the laboratory, the authors demonstrate that the presence of others (i.e., an entourage) alters a VIP's personal feelings of status. Specifically, the authors show that VIPs feel higher levels of status when they are able to experience preferential treatment with an entourage, even if this results in the rewards associated with the treatment becoming less scarce. We show that the effect i…
Are White Lies as Innocuous as We Think
This research examines the implications of telling an “innocent” white lie after a negative interpersonal encounter. We propose that if a white lie falls outside an acceptable range of dishonesty, cognitive dissonance will arise and produce negative affect. Deceivers will then be motivated to reduce the dissonance and will do so by engaging in behaviors that favor the wrongdoer with potentially negative consequences for the self. We test our conc…
Fact or Fiction: An Investigation of Empathy Differences in Response to Emotional Melodramatic Entertainment
Three studies investigate the influence of empathy and the level of fictionality of short stories on consumers' evaluations of emotional melodramatic entertainment. We find that high empathizers' evaluations are more favorable when the story is low in fictionality (i.e., real) versus high. In contrast, low empathizers' evaluations do not differ, regardless of the level of fictionality, except when these individuals (i.e., males) are provided with…
Standards of Beauty: The Impact of Mannequins in the Retail Context
Across six studies, a female mannequin is demonstrated to have negative implications for both male and female consumers low in appearance self-esteem. In particular, consumers who are lower in appearance self-esteem evaluate a product displayed by a mannequin more negatively as compared with consumers higher in appearance self-esteem. As mannequins signal the normative standard of beauty and consumers with low self-esteem in regard to their appea…
Self-Identity and Consumer Behavior Dissociative versus Associative Responses to Social Identity Threat: The Role of Consumer Self-Construal Self-Affirmation through the Choice of Highly Aesthetic Pro…
Consumer researchers have recognized for a long time that people consume in ways that are consistent with their sense of self (Levy 1959; Sirgy 1982). Important thought leaders in our field have described and documented that consumers use possessions and brands to create their self-identities and communicate these selves to others and to themselves (e.g., Belk 1988; Fournier 1998; McCracken 1989). Although early research tended to focus on broad …
Embarrassment in Consumer Purchase: The Roles of Social Presence and Purchase Familiarity: Table 1
Two field studies investigate the importance of social presence (real and imagined) and familiarity with the purchase act in producing embarrassment in the context of an embarrassing product purchase. The results indicate that awareness of a social presence during purchase selection and commitment, whether real or imagined, is a motivating factor in creating embarrassment for the consumer. Further, our results show that the more familiar consumer…
The Influence of a Mere Social Presence in a Retail Context
While the majority of consumer research that has studied social influences has focused on the impact of an interactive social presence, in this research we demonstrate that a noninteractive social presence (i.e., a mere presence) is also influential. We conduct two field experiments in a retail setting to show when and how a noninteractive social presence that differs in size and proximity impacts consumers' emotions and self-presentation behavio…
Social Comparison Theory and Deception in the Interpersonal Exchange of Consumption Information
Four experiments demonstrate that self-threatening social comparison information motivates consumers to lie. Factors related to self-threat, including relevance of the social comparison target (i.e., the importance of the comparison person), comparison discrepancy (i.e., the magnitude of the performance difference), comparison direction (i.e., whether one performs better or worse), nature of the information (i.e., whether the comparison is social…
Fact or Fiction: An Investigation of Empathy Differences in Response to Emotional Melodramatic Entertainment
Three studies investigate the influence of empathy and the level of fictionality of short stories on consumers' evaluations of emotional melodramatic entertainment. We find that high empathizers' evaluations are more favorable when the story is low in fictionality (i.e., real) versus high. In contrast, low empathizers' evaluations do not differ, regardless of the level of fictionality, except when these individuals (i.e., males) are provided with…
Stigma by Association in Coupon Redemption: Looking Cheap because of Others
The present research establishes that the innocuous behavior of coupon redemption is capable of eliciting stigma by association. The general finding across four studies shows that the coupon redemption behavior of one consumer results in a second non-coupon-redeeming shopper being stigmatized by association as cheap when a low as compared to a high value coupon is redeemed. More important, the research identifies a number of factors that protect …
When Imitation Doesn’t Flatter: The Role of Consumer Distinctiveness in Responses to Mimicry
In a series of four experiments, the authors examine the implications of one consumer’s possession being mimicked by another consumer. The results demonstrate that when distinctiveness concerns are heightened, greater dissociation responses (i.e., possession disposal intentions, recustomization behaviors, and exchange behaviors) arise in response to being mimicked by a similar as opposed to dissimilar other. These effects are driven by threats to…
Dissociative versus Associative Responses to Social Identity Threat: The Role of Consumer Self-Construal
The current research examines the conditions under which consumers demonstrate associative versus dissociative responses to identity-linked products as a consequence of a social identity threat. Across four studies, the authors test the notion that reactions to social identity threat may be moderated by self-construal by examining subcultural differences in ethnic background, priming self-construal, and investigating cross-national differences in…
Are White Lies as Innocuous as We Think
This research examines the implications of telling an “innocent” white lie after a negative interpersonal encounter. We propose that if a white lie falls outside an acceptable range of dishonesty, cognitive dissonance will arise and produce negative affect. Deceivers will then be motivated to reduce the dissonance and will do so by engaging in behaviors that favor the wrongdoer with potentially negative consequences for the self. We test our conc…
Social Information in the Retail Environment: The Importance of Consumption Alignment, Referent Identity, and Self-Esteem
This research focuses on understanding when low body esteem consumers are most likely to engage in negative social comparisons and examines how this process influences product evaluations. In a series of three studies, we find that two pieces of social information are needed for negative comparisons in a retail environment to occur: (1) an attractive social referent must be actively consuming (i.e., wearing) the product and (2) the consumer must …
Self-Identity and Consumer Behavior Dissociative versus Associative Responses to Social Identity Threat: The Role of Consumer Self-Construal Self-Affirmation through the Choice of Highly Aesthetic Pro…
Consumer researchers have recognized for a long time that people consume in ways that are consistent with their sense of self (Levy 1959; Sirgy 1982). Important thought leaders in our field have described and documented that consumers use possessions and brands to create their self-identities and communicate these selves to others and to themselves (e.g., Belk 1988; Fournier 1998; McCracken 1989). Although early research tended to focus on broad …
The Effect of Product Size and Form Distortion on Consumer Recycling Behavior
The present research examines conditions under which consumers dispose of recyclable products in the garbage. Results from a field study and four laboratory studies demonstrate that a consumer's decision to recycle a product or throw it in the trash can be determined by the extent to which the product has been distorted during the consumption process. Specifically, if the consumption process distorts a product sufficiently from its original form …
Exploring the Impact of Various Shaped Seating Arrangements on Persuasion
Despite the common belief that seating arrangements matter, little research has examined how the geometrical shape of a chair arrangement can affect persuasion. Across three studies, this research demonstrates that the shape of seating arrangements can prime two fundamental human needs that in turn influence persuasion. When seated in a circular-shaped layout, individuals evaluate persuasive material more favorably when it contains family-oriente…
Do the Crime, Always Do the Time? Insights into Consumer-to-Consumer Punishment Decisions
Norm violations disrupt social order, and according to prior research, social order can be restored through the punishment of norm violators. Based on this conceptual framework, the current research examines a prevalent yet overlooked behavior in the consumer literature by showing that consumers play an active role in making punishment decisions. Importantly, this article highlights three factors that affect the balance in social order and thus a…
The Entourage Effect
Across a series of studies conducted in both the field and the laboratory, the authors demonstrate that the presence of others (i.e., an entourage) alters a VIP's personal feelings of status. Specifically, the authors show that VIPs feel higher levels of status when they are able to experience preferential treatment with an entourage, even if this results in the rewards associated with the treatment becoming less scarce. We show that the effect i…
The Recycled Self: Consumers' Disposal Decisions of Identity-Linked Products
It has been known for some time that consumers’ identities influence purchasing decisions and people form strong identity connections, or “links,” with products and brands. However, research has yet to determine whether identity-linked products are differentially treated at disposal in comparison to products that are not identity linked. Across seven studies, the current research shows that when an everyday product (e.g., paper, cups, aluminum ca…
Standards of Beauty: The Impact of Mannequins in the Retail Context
Across six studies, a female mannequin is demonstrated to have negative implications for both male and female consumers low in appearance self-esteem. In particular, consumers who are lower in appearance self-esteem evaluate a product displayed by a mannequin more negatively as compared with consumers higher in appearance self-esteem. As mannequins signal the normative standard of beauty and consumers with low self-esteem in regard to their appea…
Retracted: Identity Threats, Compensatory Consumption, and Working Memory Capacity: How Feeling Threatened Leads to Heightened Evaluations of Identity-Relevant Products
This article has been retracted. Please see: https://doi.org/10.1093/jcr/ucaa033
When Busy Is Less Indulging: Impact of Busy Mindset on Self-Control Behaviors
An increasing number of consumers, in recent times, have reported feeling busier than ever. The current research examines how the subjective perception of busyness-which is referred to as a busy mindset in the current research -impacts consumers' decision-making. Building on different streams of research in sociology and self-view, the current research proposes that a busy mindset bolsters people's sense of self-importance, which, in turn, can in…
Guilt Dynamics: Consequences of Temporally Separating Decisions and Actions
The current research demonstrates that temporally separating a consumer's initial decision to perform a guilt-inducing action from its actual enactment reduces the guilt felt while acting. This hypothesis follows from the development of a dynamic model that unpacks guilt into two distinct components. Initially, one experiences decision guilt accompanying the decision to act or the realization that one will act; subsequently, one experiences actio…
When Sharing Isn't Caring: The Influence of Seeking The Best on Sharing Favorable Word of Mouth about Unsatisfactory Purchases
Past research generally finds that if consumers share word of mouth about past purchases with others, the valence of the information tends to be congruent with actual perceptions. Thus, a negative purchase experience should elicit negative (vs. positive) word of mouth. We examine how a goal of attaining the best possible outcome, or maximizing, may alter this tendency. Drawing on prior work demonstrating that consumers may view their own personal…
Psychology (17 works) · Social Psychology (16 works) · Business (10 works) · Advertising (9 works) · Consumer Behavior in Brand Consumption and Identification (8 works) · Social and Intergroup Psychology (7 works) · Sociology (7 works) · Consumption (sociology) (6 works) · Cultural Differences and Values (6 works) · Marketing (6 works)