J Edward Russo
Datos Biográficos
| ID | 121384 |
|---|---|
| NOMBRE | J Edward Russo |
| NOMBRES | J Edward |
| APELLIDO | Russo |
| FIRMA | RUSSO J E |
| AFILIACIONES | Cornell University |
| ORCID | 0000-0003-2897-7545 |
| VERIFICADO | Sí |
| TOTAL DE OBRAS | 13 |
| TOTAL DE CITAS | 105 |
| TOTAL COMO AUTOR | 13 |
| TOTAL COMO EDITOR | 0 |
| PRIMER AÑO DE PUBLICACIÓN | 1974 |
| AÑO MÁS RECIENTE DE PUBLICACIÓN | 2015 |
| ÍNDICE H | 4 |
A Goal‐Priming Approach to Cognitive Consistency
A fundamental criterion of judgment is consistency among beliefs. To augment traditional methods for studying cognitive consistency, we treat it as a goal and present a priming method for increasing its activation. Three studies use three criteria to validate the method: an increase in the biased evaluation of incoming information, speed in a lexical decision task, and participants' direct reports of greater goal activation. The method is then us…
The Value of Task Conflict to Group Decisions
We tested the ability of task conflict to improve the quality of decisions made by four‐person groups. In a choice between two entrepreneurial investments, conflict was created by endowing group members with a preference for either one investment or the other. Because the decision was subjective, decision quality was necessarily judged by a process criterion, the reduction in the biased evaluation of new information to support the leading alterna…
Leader-Driven Primacy
Leader-driven primacy uses initial product information to install a targeted brand as the early leader in a choice between two brands. Biased evaluation of subsequent attributes builds support for the targeted brand, causing the choice itself to be biased. Study 1 finds evidence of this effect in choices between two equally attractive brands. Study 2 extends the finding to a situation where one brand is inferior and to conditions where participan…
The Distortion of Information during Decisions
During a decision might a preexisting preference lead to the distortion of new information in favor of the preferred alternative? An experiment that furnished one alternative with a prior preference found such predecisional distortion. It was also found that in the absence of any initial preference, a developing preference for one alternative led to the distortion of new information so as to favor that leading alternative. The distortion from bot…
Characteristics of Successful Product Information Programs
A review of 28 field‐tested product information programs for consumers revealed the characteristics that distinguish successful from unsuccessful programs. Success in changing purchase or consumption behavior was associated with increases in information benefits and decreases in processing effort. Greater intensity of consumer participation in a program, such as through personal goal setting, also was associated with higher success rates. In cont…
The validity of verbal protocols
Back to the future
Prospective hindsight involves generating an explanation for a future event as if it had already happened; i.e., one goes forward in time, and then looks back. In order to examine how shifts in perspective might influence people's perceptions of events, we investigated two possible factors: temporal perspective (whether an event is set in the future or past) and uncertainty (whether the event's occurrence is certain or uncertain). In the first ex…
An availability bias in professional judgment
When branches of a fault tree are pruned, subjects do not fully transfer the probability of those branches to the ‘all other’ category. This underestimation of the catch‐all probability has been interpreted as an ‘out of sight, out of mind’ form of the availability bias. The present work replicates this underestimation bias with professional managers. It then demonstrates the effectiveness of a corrective tactic, extending the tree by generating …
Nutrition Information in the Supermarket
Lists of nutrition information posted in supermarkets were designed to reduce the information-processing costs of comparing alternative foods. In Experiment 1, lists of vitamins and minerals increased nutrition knowledge but had no influence on actual purchases. In Experiment 2, a list of added sugar—a negative component of food—increased the market share of low-sugar breakfast cereals at the expense of high-sugar brands. We conclude that effort-…
Product Familiarity and Learning New Information
Does product familiarity improve shoppers' ability to learn new product information? We examine an earlier study which indicated that greater familiarity increased learning during a new purchase decision. Our reanalysis confirms that the effect depends strongly upon decision strategy. Familiarity facilitates learning when consumers rate each alternative, but when consumers are instructed to choose one alternative, an “inverted u” relationship bet…
Identifying Misleading Advertising
A procedure for identifying misleading advertising is presented, based solely on measured consumer beliefs. An advertisement is misleading if an exposed group holds more false beliefs than a comparison group. When ten allegedly misleading advertisements were tested, two were identified as incrementally misleading, and four others were shown to be exploitively misleading
Occupational preferences and the quality of life
More Information is Better
Journal Article More Information Is Better: A Reevaluation of Jacoby, Speller and Kohn Get access J. Edward Russo J. Edward Russo Search for other works by this author on: Oxford Academic PubMed Google Scholar Journal of Consumer Research, Volume 1, Issue 3, December 1974, Pages 68–72, https://doi.org/10.1086/208601 Published: 01 December 1974
Product Familiarity and Learning New Information
Does product familiarity improve shoppers' ability to learn new product information? We examine an earlier study which indicated that greater familiarity increased learning during a new purchase decision. Our reanalysis confirms that the effect depends strongly upon decision strategy. Familiarity facilitates learning when consumers rate each alternative, but when consumers are instructed to choose one alternative, an “inverted u” relationship bet…
Nutrition Information in the Supermarket
Lists of nutrition information posted in supermarkets were designed to reduce the information-processing costs of comparing alternative foods. In Experiment 1, lists of vitamins and minerals increased nutrition knowledge but had no influence on actual purchases. In Experiment 2, a list of added sugar—a negative component of food—increased the market share of low-sugar breakfast cereals at the expense of high-sugar brands. We conclude that effort-…
Leader-Driven Primacy
Leader-driven primacy uses initial product information to install a targeted brand as the early leader in a choice between two brands. Biased evaluation of subsequent attributes builds support for the targeted brand, causing the choice itself to be biased. Study 1 finds evidence of this effect in choices between two equally attractive brands. Study 2 extends the finding to a situation where one brand is inferior and to conditions where participan…
Back to the future
Prospective hindsight involves generating an explanation for a future event as if it had already happened; i.e., one goes forward in time, and then looks back. In order to examine how shifts in perspective might influence people's perceptions of events, we investigated two possible factors: temporal perspective (whether an event is set in the future or past) and uncertainty (whether the event's occurrence is certain or uncertain). In the first ex…
An availability bias in professional judgment
When branches of a fault tree are pruned, subjects do not fully transfer the probability of those branches to the ‘all other’ category. This underestimation of the catch‐all probability has been interpreted as an ‘out of sight, out of mind’ form of the availability bias. The present work replicates this underestimation bias with professional managers. It then demonstrates the effectiveness of a corrective tactic, extending the tree by generating …
Identifying Misleading Advertising
A procedure for identifying misleading advertising is presented, based solely on measured consumer beliefs. An advertisement is misleading if an exposed group holds more false beliefs than a comparison group. When ten allegedly misleading advertisements were tested, two were identified as incrementally misleading, and four others were shown to be exploitively misleading
The Value of Task Conflict to Group Decisions
We tested the ability of task conflict to improve the quality of decisions made by four‐person groups. In a choice between two entrepreneurial investments, conflict was created by endowing group members with a preference for either one investment or the other. Because the decision was subjective, decision quality was necessarily judged by a process criterion, the reduction in the biased evaluation of new information to support the leading alterna…
Characteristics of Successful Product Information Programs
A review of 28 field‐tested product information programs for consumers revealed the characteristics that distinguish successful from unsuccessful programs. Success in changing purchase or consumption behavior was associated with increases in information benefits and decreases in processing effort. Greater intensity of consumer participation in a program, such as through personal goal setting, also was associated with higher success rates. In cont…
More Information is Better
Journal Article More Information Is Better: A Reevaluation of Jacoby, Speller and Kohn Get access J. Edward Russo J. Edward Russo Search for other works by this author on: Oxford Academic PubMed Google Scholar Journal of Consumer Research, Volume 1, Issue 3, December 1974, Pages 68–72, https://doi.org/10.1086/208601 Published: 01 December 1974
A Goal‐Priming Approach to Cognitive Consistency
A fundamental criterion of judgment is consistency among beliefs. To augment traditional methods for studying cognitive consistency, we treat it as a goal and present a priming method for increasing its activation. Three studies use three criteria to validate the method: an increase in the biased evaluation of incoming information, speed in a lexical decision task, and participants' direct reports of greater goal activation. The method is then us…
More Information is Better
Journal Article More Information Is Better: A Reevaluation of Jacoby, Speller and Kohn Get access J. Edward Russo J. Edward Russo Search for other works by this author on: Oxford Academic PubMed Google Scholar Journal of Consumer Research, Volume 1, Issue 3, December 1974, Pages 68–72, https://doi.org/10.1086/208601 Published: 01 December 1974
Occupational preferences and the quality of life
Identifying Misleading Advertising
A procedure for identifying misleading advertising is presented, based solely on measured consumer beliefs. An advertisement is misleading if an exposed group holds more false beliefs than a comparison group. When ten allegedly misleading advertisements were tested, two were identified as incrementally misleading, and four others were shown to be exploitively misleading
Product Familiarity and Learning New Information
Does product familiarity improve shoppers' ability to learn new product information? We examine an earlier study which indicated that greater familiarity increased learning during a new purchase decision. Our reanalysis confirms that the effect depends strongly upon decision strategy. Familiarity facilitates learning when consumers rate each alternative, but when consumers are instructed to choose one alternative, an “inverted u” relationship bet…
Nutrition Information in the Supermarket
Lists of nutrition information posted in supermarkets were designed to reduce the information-processing costs of comparing alternative foods. In Experiment 1, lists of vitamins and minerals increased nutrition knowledge but had no influence on actual purchases. In Experiment 2, a list of added sugar—a negative component of food—increased the market share of low-sugar breakfast cereals at the expense of high-sugar brands. We conclude that effort-…
An availability bias in professional judgment
When branches of a fault tree are pruned, subjects do not fully transfer the probability of those branches to the ‘all other’ category. This underestimation of the catch‐all probability has been interpreted as an ‘out of sight, out of mind’ form of the availability bias. The present work replicates this underestimation bias with professional managers. It then demonstrates the effectiveness of a corrective tactic, extending the tree by generating …
The validity of verbal protocols
Back to the future
Prospective hindsight involves generating an explanation for a future event as if it had already happened; i.e., one goes forward in time, and then looks back. In order to examine how shifts in perspective might influence people's perceptions of events, we investigated two possible factors: temporal perspective (whether an event is set in the future or past) and uncertainty (whether the event's occurrence is certain or uncertain). In the first ex…
Characteristics of Successful Product Information Programs
A review of 28 field‐tested product information programs for consumers revealed the characteristics that distinguish successful from unsuccessful programs. Success in changing purchase or consumption behavior was associated with increases in information benefits and decreases in processing effort. Greater intensity of consumer participation in a program, such as through personal goal setting, also was associated with higher success rates. In cont…
The Distortion of Information during Decisions
During a decision might a preexisting preference lead to the distortion of new information in favor of the preferred alternative? An experiment that furnished one alternative with a prior preference found such predecisional distortion. It was also found that in the absence of any initial preference, a developing preference for one alternative led to the distortion of new information so as to favor that leading alternative. The distortion from bot…
Leader-Driven Primacy
Leader-driven primacy uses initial product information to install a targeted brand as the early leader in a choice between two brands. Biased evaluation of subsequent attributes builds support for the targeted brand, causing the choice itself to be biased. Study 1 finds evidence of this effect in choices between two equally attractive brands. Study 2 extends the finding to a situation where one brand is inferior and to conditions where participan…
The Value of Task Conflict to Group Decisions
We tested the ability of task conflict to improve the quality of decisions made by four‐person groups. In a choice between two entrepreneurial investments, conflict was created by endowing group members with a preference for either one investment or the other. Because the decision was subjective, decision quality was necessarily judged by a process criterion, the reduction in the biased evaluation of new information to support the leading alterna…
A Goal‐Priming Approach to Cognitive Consistency
A fundamental criterion of judgment is consistency among beliefs. To augment traditional methods for studying cognitive consistency, we treat it as a goal and present a priming method for increasing its activation. Three studies use three criteria to validate the method: an increase in the biased evaluation of incoming information, speed in a lexical decision task, and participants' direct reports of greater goal activation. The method is then us…
Psychology (12 obras) · Computer Science (9 obras) · Mathematics (7 obras) · Social Psychology (7 obras) · Cognitive psychology (6 obras) · Business (5 obras) · Decision-Making and Behavioral Economics (5 obras) · Experimental Behavioral Economics Studies (4 obras) · Marketing (4 obras) · Marketing (4 obras)