Frank R Kardes
Biographic Data
| ID | 147534 |
|---|---|
| NAME | Frank R Kardes |
| GIVEN NAMES | Frank R |
| FAMILY NAME | Kardes |
| SIGNATURE | KARDES F R |
| AFFILIATIONS | University of Cincinnati |
| ORCID | 0000-0002-5000-8065 |
| VERIFIED | Yes |
| TOTAL WORKS | 22 |
| TOTAL CITATIONS | 398 |
| AUTHOR COUNT | 22 |
| EDITOR COUNT | 0 |
| FIRST PUBLICATION YEAR | 1986 |
| LATEST PUBLICATION YEAR | 2024 |
| H-INDEX | 9 |
On the robustness of the brand positivity effect: Is impulsivity a moderator of overly favorable judgments and choices of focal options
Five experiments were conducted to explore trait impulsivity as a possible contributor to the magnitude of the Brand Positivity Effect, and to provide a more sophisticated empirical account of the role of selective processing in driving it than reported in prior research. Although the experiments considered very different choice categories including a product, a service, an experience, and a public good, data were convergent in several ways: (a) …
The Utility of Clinical Psychology Concepts for Judgment and Decision-Making Research: The Case of Histrionic Features
This research was conducted to highlight the utility of considering clinical psychology concepts in judgment and decision research. Our overarching thesis is that the judgments and choices people make may often be influenced by clinically relevant phenomena, and that understanding these relationships can, in a reciprocal fashion, help advance our understanding of judgment and decision making as well as specific clinical diagnoses and proclivities…
Circumventing resistance to novel information: Piquing curiosity through strategic information revelation
Decision sidestepping: How the motivation for closure prompts individuals to bypass decision making
We all too often have to make decisions-from the mundane (e.g., what to eat for breakfast) to the complex (e.g., what to buy a loved one)-and yet there exists a multitude of strategies that allows us to make a decision. This work focuses on a subset of decision strategies that allows individuals to make decisions by bypassing the decision-making process-a phenomenon we term decision sidestepping. Critical to the present manuscript, however, we co…
Toward a more nuanced understanding of the statistical properties of a median split
The median split: Robust, refined, and revived
How Naive Theories Drive Opposing Inferences from the Same Information
Consumers often make inferences to fill in gaps in knowledge when they do not have complete information regarding products. Eight experiments show that consumers often have contradictory naive theories about the implications of common market phenomena and that they draw different conclusions as a function of which naive theory is primed, even when available information is held constant. Results indicate that conflicting naive theories about prici…
The Role of the Need for Cognitive Closure in the Effectiveness of the Disrupt-Then-Reframe Influence Technique: Table 1
The disrupt-then-reframe (DTR) influence technique involves confusing consumers with a disruptive message and then reducing ambiguity by reframing the message. Experiment 1 shows that the DTR technique increases retail sales in a supermarket setting. Experiment 2 shows that the DTR technique increases the willingness to pay to join a student interest group. Experiment 3 shows that the DTR technique increases student support for a tuition increase…
Consumer Inference: A Review of Processes, Bases, and Judgment Contexts
Because products are rarely described completely, consumers often form inferences that go beyond the information given. We review research on the processes, bases, and the judgment contexts in which inferences are formed. The most basic processes are induction (inferences from specific instances to general principles) versus deduction (inferences from general principles to specific instances). Stimulus‐based inferences are formed on‐line (as info…
The Brand Positivity Effect: When Evaluation Confers Preference
One of the most common forms of consumer judgment is singular evaluation: the evaluation or appraisal of singular brands. Three experiments show that singular evaluation is often characterized by a brand positivity effect—brands tend to be evaluated more positively than warranted when judged in isolation. In addition to demonstrating how the brand positivity effect may bias consumer judgments of and choice intention regarding products in very dif…
Activating a mental simulation mind-set through generation of alternatives: Implications for debiasing in related and unrelated domains
Persistent Preferences for Product Attributes: The Effects of the Initial Choice Context and Uninformative Experience
This research investigates the conditions under which persistent preferences for product attributes occur and the processes that lead to these effects. Our theoretical framework suggests that ambiguity in the context in which the initial choices are made determines the level of certainty in the initial preference. Certainty in the initial preference combines with uninformative additional experience to create a shift in the relevance of the attrib…
The role of the social-identity function of attitudes in consumer innovativeness and opinion leadership
The Role of Direction of Comparison, Attribute-Based Processing, and Attitude-Based Processing in Consumer Preference
Preference formation involves comparing brands on specific attributes (attribute-based processing) or in terms of overall evaluations (attitude-based processing). When consumers engage in an attribute-based comparison process, the unique attributes of the focal subject brand are weighed heavily, whereas the unique attributes of the less focal referent brand are neglected. This is because the attributes of the subject are mapped onto the attribute…
Brand Retrieval, Consideration Set Composition, Consumer Choice, and the Pioneering Advantage
Recent research on the pioneering advantage has shown that consumers often prefer pioneering brands to follower brands. Recent research on consumer choice suggests that information about brands is filtered through a series of sequential cognitive processes. This study attempts to integrate these two separate lines of research by investigating the effects of pioneering on each stage of the multistage decision process. A within-subjects longitudina…
Remembering less and inferring more: Effects of time of judgment on inferences about unknown attributes
Perceivers often infer the values of unknown attributes from evaluative expectancies. In 2 experiments, inferences about unknown attributes of a target made shortly after initial processing tended to be moderate, as perceivers presumably adjusted for the lack of directly relevant evidence. However, stronger inferences were drawn with the passage of time as memory of the absence of information faded. Expertise moderated this effect, as subjects hi…
Effects of Word-of-Mouth and Product-Attribute Information on Persuasion: An Accessibility-Diagnosticity Perspective
The effects of word-of-mouth (WOM) communications and specific attribute information on product evaluations were investigated. A face-to-face WOM communication was more persuasive than a printed format (experiment 1). Although a strong WOM effect was found, this effect was reduced or eliminated when a prior impression of the target brand was available from memory or when extremely negative attribute information was presented (experiment 2). The r…
Spontaneous Inference Processes in Advertising: The Effects of Conclusion Omission and Involvement on Persuasion
Journal Article Spontaneous Inference Processes in Advertising: The Effects of Conclusion Omission and Involvement on Persuasion Get access Frank R. Kardes Frank R. Kardes Search for other works by this author on: Oxford Academic PubMed Google Scholar Journal of Consumer Research, Volume 15, Issue 2, September 1988, Pages 225–233, https://doi.org/10.1086/209159 Published: 01 September 1988 Article history Received: 01 November 1986 Revision recei…
The Effects of Physiological Arousal on Information Processing and Persuasion
The effects of physiological arousal on persuasion are investigated. An exercise task was used to manipulate physiological arousal, and systolic blood pressure readings were taken to assess the effectiveness of this manipulation. The results indicate that endorser status (celebrity or noncelebrity) has a stronger influence on brand attitudes under high than under moderate levels of physiological arousal, whereas argument strength has a greater im…
Information Patterns, Attribution and Attraction
This study was conducted to see how information patterns concerning a positive behavioral event affect attributions and attraction toward the actor. It was expected that information patterns that implied a person x stimulus attribution whereby a particular actor acted in a positive way exclusively toward an opposite-sex target (the subject) would engender the most attraction toward the actor. Person, stimulus, circumstance and person x stimulus i…
On the automatic activation of attitudes
Effects of Initial Product Judgments on Subsequent Memory-Based Judgments
The present experiment investigates the degree to which initial stimulus-based judgments of a product influence subsequent memory-based judgments of that product. An interpolated judgment task was employed to lead respondents to make either positive or negative initial judgments about the target product. These early judgments influenced subsequent global memory-based judgments (the initial judgment effect). Moreover, purchase intentions were more…
On the automatic activation of attitudes
Effects of Word-of-Mouth and Product-Attribute Information on Persuasion: An Accessibility-Diagnosticity Perspective
The effects of word-of-mouth (WOM) communications and specific attribute information on product evaluations were investigated. A face-to-face WOM communication was more persuasive than a printed format (experiment 1). Although a strong WOM effect was found, this effect was reduced or eliminated when a prior impression of the target brand was available from memory or when extremely negative attribute information was presented (experiment 2). The r…
The Effects of Physiological Arousal on Information Processing and Persuasion
The effects of physiological arousal on persuasion are investigated. An exercise task was used to manipulate physiological arousal, and systolic blood pressure readings were taken to assess the effectiveness of this manipulation. The results indicate that endorser status (celebrity or noncelebrity) has a stronger influence on brand attitudes under high than under moderate levels of physiological arousal, whereas argument strength has a greater im…
The Role of Direction of Comparison, Attribute-Based Processing, and Attitude-Based Processing in Consumer Preference
Preference formation involves comparing brands on specific attributes (attribute-based processing) or in terms of overall evaluations (attitude-based processing). When consumers engage in an attribute-based comparison process, the unique attributes of the focal subject brand are weighed heavily, whereas the unique attributes of the less focal referent brand are neglected. This is because the attributes of the subject are mapped onto the attribute…
Spontaneous Inference Processes in Advertising: The Effects of Conclusion Omission and Involvement on Persuasion
Journal Article Spontaneous Inference Processes in Advertising: The Effects of Conclusion Omission and Involvement on Persuasion Get access Frank R. Kardes Frank R. Kardes Search for other works by this author on: Oxford Academic PubMed Google Scholar Journal of Consumer Research, Volume 15, Issue 2, September 1988, Pages 225–233, https://doi.org/10.1086/209159 Published: 01 September 1988 Article history Received: 01 November 1986 Revision recei…
Effects of Initial Product Judgments on Subsequent Memory-Based Judgments
The present experiment investigates the degree to which initial stimulus-based judgments of a product influence subsequent memory-based judgments of that product. An interpolated judgment task was employed to lead respondents to make either positive or negative initial judgments about the target product. These early judgments influenced subsequent global memory-based judgments (the initial judgment effect). Moreover, purchase intentions were more…
Brand Retrieval, Consideration Set Composition, Consumer Choice, and the Pioneering Advantage
Recent research on the pioneering advantage has shown that consumers often prefer pioneering brands to follower brands. Recent research on consumer choice suggests that information about brands is filtered through a series of sequential cognitive processes. This study attempts to integrate these two separate lines of research by investigating the effects of pioneering on each stage of the multistage decision process. A within-subjects longitudina…
How Naive Theories Drive Opposing Inferences from the Same Information
Consumers often make inferences to fill in gaps in knowledge when they do not have complete information regarding products. Eight experiments show that consumers often have contradictory naive theories about the implications of common market phenomena and that they draw different conclusions as a function of which naive theory is primed, even when available information is held constant. Results indicate that conflicting naive theories about prici…
The Brand Positivity Effect: When Evaluation Confers Preference
One of the most common forms of consumer judgment is singular evaluation: the evaluation or appraisal of singular brands. Three experiments show that singular evaluation is often characterized by a brand positivity effect—brands tend to be evaluated more positively than warranted when judged in isolation. In addition to demonstrating how the brand positivity effect may bias consumer judgments of and choice intention regarding products in very dif…
Activating a mental simulation mind-set through generation of alternatives: Implications for debiasing in related and unrelated domains
Persistent Preferences for Product Attributes: The Effects of the Initial Choice Context and Uninformative Experience
This research investigates the conditions under which persistent preferences for product attributes occur and the processes that lead to these effects. Our theoretical framework suggests that ambiguity in the context in which the initial choices are made determines the level of certainty in the initial preference. Certainty in the initial preference combines with uninformative additional experience to create a shift in the relevance of the attrib…
The Role of the Need for Cognitive Closure in the Effectiveness of the Disrupt-Then-Reframe Influence Technique: Table 1
The disrupt-then-reframe (DTR) influence technique involves confusing consumers with a disruptive message and then reducing ambiguity by reframing the message. Experiment 1 shows that the DTR technique increases retail sales in a supermarket setting. Experiment 2 shows that the DTR technique increases the willingness to pay to join a student interest group. Experiment 3 shows that the DTR technique increases student support for a tuition increase…
The role of the social-identity function of attitudes in consumer innovativeness and opinion leadership
Decision sidestepping: How the motivation for closure prompts individuals to bypass decision making
We all too often have to make decisions-from the mundane (e.g., what to eat for breakfast) to the complex (e.g., what to buy a loved one)-and yet there exists a multitude of strategies that allows us to make a decision. This work focuses on a subset of decision strategies that allows individuals to make decisions by bypassing the decision-making process-a phenomenon we term decision sidestepping. Critical to the present manuscript, however, we co…
Remembering less and inferring more: Effects of time of judgment on inferences about unknown attributes
Perceivers often infer the values of unknown attributes from evaluative expectancies. In 2 experiments, inferences about unknown attributes of a target made shortly after initial processing tended to be moderate, as perceivers presumably adjusted for the lack of directly relevant evidence. However, stronger inferences were drawn with the passage of time as memory of the absence of information faded. Expertise moderated this effect, as subjects hi…
Circumventing resistance to novel information: Piquing curiosity through strategic information revelation
On the automatic activation of attitudes
Effects of Initial Product Judgments on Subsequent Memory-Based Judgments
The present experiment investigates the degree to which initial stimulus-based judgments of a product influence subsequent memory-based judgments of that product. An interpolated judgment task was employed to lead respondents to make either positive or negative initial judgments about the target product. These early judgments influenced subsequent global memory-based judgments (the initial judgment effect). Moreover, purchase intentions were more…
Information Patterns, Attribution and Attraction
This study was conducted to see how information patterns concerning a positive behavioral event affect attributions and attraction toward the actor. It was expected that information patterns that implied a person x stimulus attribution whereby a particular actor acted in a positive way exclusively toward an opposite-sex target (the subject) would engender the most attraction toward the actor. Person, stimulus, circumstance and person x stimulus i…
Spontaneous Inference Processes in Advertising: The Effects of Conclusion Omission and Involvement on Persuasion
Journal Article Spontaneous Inference Processes in Advertising: The Effects of Conclusion Omission and Involvement on Persuasion Get access Frank R. Kardes Frank R. Kardes Search for other works by this author on: Oxford Academic PubMed Google Scholar Journal of Consumer Research, Volume 15, Issue 2, September 1988, Pages 225–233, https://doi.org/10.1086/209159 Published: 01 September 1988 Article history Received: 01 November 1986 Revision recei…
The Effects of Physiological Arousal on Information Processing and Persuasion
The effects of physiological arousal on persuasion are investigated. An exercise task was used to manipulate physiological arousal, and systolic blood pressure readings were taken to assess the effectiveness of this manipulation. The results indicate that endorser status (celebrity or noncelebrity) has a stronger influence on brand attitudes under high than under moderate levels of physiological arousal, whereas argument strength has a greater im…
Remembering less and inferring more: Effects of time of judgment on inferences about unknown attributes
Perceivers often infer the values of unknown attributes from evaluative expectancies. In 2 experiments, inferences about unknown attributes of a target made shortly after initial processing tended to be moderate, as perceivers presumably adjusted for the lack of directly relevant evidence. However, stronger inferences were drawn with the passage of time as memory of the absence of information faded. Expertise moderated this effect, as subjects hi…
Effects of Word-of-Mouth and Product-Attribute Information on Persuasion: An Accessibility-Diagnosticity Perspective
The effects of word-of-mouth (WOM) communications and specific attribute information on product evaluations were investigated. A face-to-face WOM communication was more persuasive than a printed format (experiment 1). Although a strong WOM effect was found, this effect was reduced or eliminated when a prior impression of the target brand was available from memory or when extremely negative attribute information was presented (experiment 2). The r…
Brand Retrieval, Consideration Set Composition, Consumer Choice, and the Pioneering Advantage
Recent research on the pioneering advantage has shown that consumers often prefer pioneering brands to follower brands. Recent research on consumer choice suggests that information about brands is filtered through a series of sequential cognitive processes. This study attempts to integrate these two separate lines of research by investigating the effects of pioneering on each stage of the multistage decision process. A within-subjects longitudina…
The Role of Direction of Comparison, Attribute-Based Processing, and Attitude-Based Processing in Consumer Preference
Preference formation involves comparing brands on specific attributes (attribute-based processing) or in terms of overall evaluations (attitude-based processing). When consumers engage in an attribute-based comparison process, the unique attributes of the focal subject brand are weighed heavily, whereas the unique attributes of the less focal referent brand are neglected. This is because the attributes of the subject are mapped onto the attribute…
The role of the social-identity function of attitudes in consumer innovativeness and opinion leadership
Persistent Preferences for Product Attributes: The Effects of the Initial Choice Context and Uninformative Experience
This research investigates the conditions under which persistent preferences for product attributes occur and the processes that lead to these effects. Our theoretical framework suggests that ambiguity in the context in which the initial choices are made determines the level of certainty in the initial preference. Certainty in the initial preference combines with uninformative additional experience to create a shift in the relevance of the attrib…
Activating a mental simulation mind-set through generation of alternatives: Implications for debiasing in related and unrelated domains
Consumer Inference: A Review of Processes, Bases, and Judgment Contexts
Because products are rarely described completely, consumers often form inferences that go beyond the information given. We review research on the processes, bases, and the judgment contexts in which inferences are formed. The most basic processes are induction (inferences from specific instances to general principles) versus deduction (inferences from general principles to specific instances). Stimulus‐based inferences are formed on‐line (as info…
The Brand Positivity Effect: When Evaluation Confers Preference
One of the most common forms of consumer judgment is singular evaluation: the evaluation or appraisal of singular brands. Three experiments show that singular evaluation is often characterized by a brand positivity effect—brands tend to be evaluated more positively than warranted when judged in isolation. In addition to demonstrating how the brand positivity effect may bias consumer judgments of and choice intention regarding products in very dif…
The Role of the Need for Cognitive Closure in the Effectiveness of the Disrupt-Then-Reframe Influence Technique: Table 1
The disrupt-then-reframe (DTR) influence technique involves confusing consumers with a disruptive message and then reducing ambiguity by reframing the message. Experiment 1 shows that the DTR technique increases retail sales in a supermarket setting. Experiment 2 shows that the DTR technique increases the willingness to pay to join a student interest group. Experiment 3 shows that the DTR technique increases student support for a tuition increase…
How Naive Theories Drive Opposing Inferences from the Same Information
Consumers often make inferences to fill in gaps in knowledge when they do not have complete information regarding products. Eight experiments show that consumers often have contradictory naive theories about the implications of common market phenomena and that they draw different conclusions as a function of which naive theory is primed, even when available information is held constant. Results indicate that conflicting naive theories about prici…
Toward a more nuanced understanding of the statistical properties of a median split
The median split: Robust, refined, and revived
Decision sidestepping: How the motivation for closure prompts individuals to bypass decision making
We all too often have to make decisions-from the mundane (e.g., what to eat for breakfast) to the complex (e.g., what to buy a loved one)-and yet there exists a multitude of strategies that allows us to make a decision. This work focuses on a subset of decision strategies that allows individuals to make decisions by bypassing the decision-making process-a phenomenon we term decision sidestepping. Critical to the present manuscript, however, we co…
Circumventing resistance to novel information: Piquing curiosity through strategic information revelation
The Utility of Clinical Psychology Concepts for Judgment and Decision-Making Research: The Case of Histrionic Features
This research was conducted to highlight the utility of considering clinical psychology concepts in judgment and decision research. Our overarching thesis is that the judgments and choices people make may often be influenced by clinically relevant phenomena, and that understanding these relationships can, in a reciprocal fashion, help advance our understanding of judgment and decision making as well as specific clinical diagnoses and proclivities…
On the robustness of the brand positivity effect: Is impulsivity a moderator of overly favorable judgments and choices of focal options
Five experiments were conducted to explore trait impulsivity as a possible contributor to the magnitude of the Brand Positivity Effect, and to provide a more sophisticated empirical account of the role of selective processing in driving it than reported in prior research. Although the experiments considered very different choice categories including a product, a service, an experience, and a public good, data were convergent in several ways: (a) …
Psychology (22 works) · Social Psychology (18 works) · Cognitive psychology (15 works) · Consumer Behavior in Brand Consumption and Identification (10 works) · Computer Science (9 works) · Business (8 works) · Decision-Making and Behavioral Economics (8 works) · Economics (8 works) · Econometrics (7 works) · Advertising (6 works)