Paul M Herr
Biographic Data
| ID | 170289 |
|---|---|
| NAME | Paul M Herr |
| GIVEN NAMES | Paul M |
| FAMILY NAME | Herr |
| SIGNATURE | HERR P M |
| AFFILIATIONS | Indiana University |
| VERIFIED | No |
| TOTAL WORKS | 15 |
| TOTAL CITATIONS | 317 |
| AUTHOR COUNT | 13 |
| EDITOR COUNT | 2 |
| FIRST PUBLICATION YEAR | 1982 |
| LATEST PUBLICATION YEAR | 2019 |
| H-INDEX | 8 |
Curiosity Tempts Indulgence
Given curiosity’s characterization as a motivational drive for knowledge, prior research has primarily focused on curiosity’s positive effects on knowledge exploration, information acquisition, and learning. Once the desired knowledge has been acquired, curiosity is said to be satisfied. But what happens if curiosity is left unsatisfied? Across five experiments, spanning four domains of indulgence-related decisions and relying on different method…
What Happens in Vegas Stays on TripAdvisor? A Theory and Technique to Understand Narrativity in Consumer Reviews
Many consumers base their purchase decisions on online consumer reviews. An overlooked feature of these texts is their narrativity: the extent to which they tell a story. The authors construct a new theory of narrativity to link the narrative content and discourse of consumer reviews to consumer behavior. They also develop from scratch a computerized technique that reliably determines the degree of narrativity of 190,461 verbatim, online consumer…
From Bye to Buy
Words prime semantic and conceptually related associates and concepts. This article documents a novel route of priming disparate meanings relevant to consumer behaviors. Reading processes use word sound, not spelling, to activate word meaning in memory. Reading a homophone (e.g., “bye”)—a word with identical pronunciation as another word but with different spelling and meaning—activates meanings and concepts related to the complementary homophone…
Affective Influences on Evaluative Processing
The past three decades have seen considerable debate about affect’s influence on judgment. In three experiments, following manipulations of incidental, integral, and cognitively based affect, positive affect results in more efficient processing while negative affect appears to make judgments both less efficient and more effortful. Affect’s influence is inferred from the consistency of participants’ responses and the pattern of the positive-negati…
Beauty and the Beholder
We present a framework applicable to market communications that prominently feature the message source, with little or no argumentation. Based on dual-process theories and the recent literatures on resource matching and bias correction, we argue that source effects occur through one or more of the following three processes: peripheral/heuristic processing of source as a cue, central/systematic processing of source as product arguments, and correc…
Asymmetric Association of Liking and Disliking Judgments
We find that liking and disliking judgments appear asymmetrically linked in memory. In experiment 1 liking queries about objects were answered faster than disliking queries, irrespective of instructions to (1) simply examine the objects, (2) consider one's liking for the objects, (3) consider one's disliking for the objects, or (4) make an irrelevant judgment. Moreover, liking judgments appeared to be made spontaneously, while disliking judgments…
Time and Distance
We find that for shopping trip decisions, consumers' driving time knowledge (how long it takes to get there) is both more accessible from memory and more accurate than their corresponding driving distance knowledge. In memory-based judgments, chronically more accessible time knowledge had a dominant influence on distance judgments. Given a map, consumers still relied on their time knowledge to infer trip distance. Moreover, consumers' estimated t…
Effects of Word-of-Mouth and Product-Attribute Information on Persuasion
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…
Priming Price
Category priming has recently stirred the interest of judgment researchers. By unobtrusively presenting exemplars of a category, that category becomes temporarily more accessible from memory and more likely to be used subsequently in processing new information. This research extends work in cognitive and social psychology to consumer judgments. The two studies presented here examine conditions under which cognitive categories of price may be prim…
Consequences of priming
Two experiments investigated the judgmental and behavioral consequences of priming a social cate-gory. In the first experiment, assimilation and contrast effects of judgment of a target person's hostil-ity obtained following priming with exemplars of, respectively, moderate and extreme levels of the category hostility. The second experiment replicated these findings and, in addition, demonstrated that subjects then behaved consistently with their…
Attitude accessibility following a self-perception process
Self-perception processes have been postulated to occur only to the extent that initial attitudes are weak. The present research asked whether the outcome of such a process is a strengthening of the attitude in question. Two experiments investigated the accessibility of attitudes from memory following self-inference from behavior. Experiment 1 examined the consequence for attitude accessibility of reviewing and considering previously performed re…
Toward a process model of the attitude-behavior relation
On the consequences of priming
Toward a process model of the attitude–behavior relation
The feature-positive effect in the self-perception process
On the consequences of priming
Consequences of priming
Two experiments investigated the judgmental and behavioral consequences of priming a social cate-gory. In the first experiment, assimilation and contrast effects of judgment of a target person's hostil-ity obtained following priming with exemplars of, respectively, moderate and extreme levels of the category hostility. The second experiment replicated these findings and, in addition, demonstrated that subjects then behaved consistently with their…
Effects of Word-of-Mouth and Product-Attribute Information on Persuasion
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…
Toward a process model of the attitude–behavior relation
Priming Price
Category priming has recently stirred the interest of judgment researchers. By unobtrusively presenting exemplars of a category, that category becomes temporarily more accessible from memory and more likely to be used subsequently in processing new information. This research extends work in cognitive and social psychology to consumer judgments. The two studies presented here examine conditions under which cognitive categories of price may be prim…
The feature-positive effect in the self-perception process
Attitude accessibility following a self-perception process
Self-perception processes have been postulated to occur only to the extent that initial attitudes are weak. The present research asked whether the outcome of such a process is a strengthening of the attitude in question. Two experiments investigated the accessibility of attitudes from memory following self-inference from behavior. Experiment 1 examined the consequence for attitude accessibility of reviewing and considering previously performed re…
What Happens in Vegas Stays on TripAdvisor? A Theory and Technique to Understand Narrativity in Consumer Reviews
Many consumers base their purchase decisions on online consumer reviews. An overlooked feature of these texts is their narrativity: the extent to which they tell a story. The authors construct a new theory of narrativity to link the narrative content and discourse of consumer reviews to consumer behavior. They also develop from scratch a computerized technique that reliably determines the degree of narrativity of 190,461 verbatim, online consumer…
Beauty and the Beholder
We present a framework applicable to market communications that prominently feature the message source, with little or no argumentation. Based on dual-process theories and the recent literatures on resource matching and bias correction, we argue that source effects occur through one or more of the following three processes: peripheral/heuristic processing of source as a cue, central/systematic processing of source as product arguments, and correc…
Curiosity Tempts Indulgence
Given curiosity’s characterization as a motivational drive for knowledge, prior research has primarily focused on curiosity’s positive effects on knowledge exploration, information acquisition, and learning. Once the desired knowledge has been acquired, curiosity is said to be satisfied. But what happens if curiosity is left unsatisfied? Across five experiments, spanning four domains of indulgence-related decisions and relying on different method…
Asymmetric Association of Liking and Disliking Judgments
We find that liking and disliking judgments appear asymmetrically linked in memory. In experiment 1 liking queries about objects were answered faster than disliking queries, irrespective of instructions to (1) simply examine the objects, (2) consider one's liking for the objects, (3) consider one's disliking for the objects, or (4) make an irrelevant judgment. Moreover, liking judgments appeared to be made spontaneously, while disliking judgments…
Time and Distance
We find that for shopping trip decisions, consumers' driving time knowledge (how long it takes to get there) is both more accessible from memory and more accurate than their corresponding driving distance knowledge. In memory-based judgments, chronically more accessible time knowledge had a dominant influence on distance judgments. Given a map, consumers still relied on their time knowledge to infer trip distance. Moreover, consumers' estimated t…
Affective Influences on Evaluative Processing
The past three decades have seen considerable debate about affect’s influence on judgment. In three experiments, following manipulations of incidental, integral, and cognitively based affect, positive affect results in more efficient processing while negative affect appears to make judgments both less efficient and more effortful. Affect’s influence is inferred from the consistency of participants’ responses and the pattern of the positive-negati…
Toward a process model of the attitude-behavior relation
The feature-positive effect in the self-perception process
Toward a process model of the attitude-behavior relation
On the consequences of priming
Toward a process model of the attitude–behavior relation
Attitude accessibility following a self-perception process
Self-perception processes have been postulated to occur only to the extent that initial attitudes are weak. The present research asked whether the outcome of such a process is a strengthening of the attitude in question. Two experiments investigated the accessibility of attitudes from memory following self-inference from behavior. Experiment 1 examined the consequence for attitude accessibility of reviewing and considering previously performed re…
Consequences of priming
Two experiments investigated the judgmental and behavioral consequences of priming a social cate-gory. In the first experiment, assimilation and contrast effects of judgment of a target person's hostil-ity obtained following priming with exemplars of, respectively, moderate and extreme levels of the category hostility. The second experiment replicated these findings and, in addition, demonstrated that subjects then behaved consistently with their…
Priming Price
Category priming has recently stirred the interest of judgment researchers. By unobtrusively presenting exemplars of a category, that category becomes temporarily more accessible from memory and more likely to be used subsequently in processing new information. This research extends work in cognitive and social psychology to consumer judgments. The two studies presented here examine conditions under which cognitive categories of price may be prim…
Effects of Word-of-Mouth and Product-Attribute Information on Persuasion
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…
Time and Distance
We find that for shopping trip decisions, consumers' driving time knowledge (how long it takes to get there) is both more accessible from memory and more accurate than their corresponding driving distance knowledge. In memory-based judgments, chronically more accessible time knowledge had a dominant influence on distance judgments. Given a map, consumers still relied on their time knowledge to infer trip distance. Moreover, consumers' estimated t…
Asymmetric Association of Liking and Disliking Judgments
We find that liking and disliking judgments appear asymmetrically linked in memory. In experiment 1 liking queries about objects were answered faster than disliking queries, irrespective of instructions to (1) simply examine the objects, (2) consider one's liking for the objects, (3) consider one's disliking for the objects, or (4) make an irrelevant judgment. Moreover, liking judgments appeared to be made spontaneously, while disliking judgments…
Beauty and the Beholder
We present a framework applicable to market communications that prominently feature the message source, with little or no argumentation. Based on dual-process theories and the recent literatures on resource matching and bias correction, we argue that source effects occur through one or more of the following three processes: peripheral/heuristic processing of source as a cue, central/systematic processing of source as product arguments, and correc…
Affective Influences on Evaluative Processing
The past three decades have seen considerable debate about affect’s influence on judgment. In three experiments, following manipulations of incidental, integral, and cognitively based affect, positive affect results in more efficient processing while negative affect appears to make judgments both less efficient and more effortful. Affect’s influence is inferred from the consistency of participants’ responses and the pattern of the positive-negati…
From Bye to Buy
Words prime semantic and conceptually related associates and concepts. This article documents a novel route of priming disparate meanings relevant to consumer behaviors. Reading processes use word sound, not spelling, to activate word meaning in memory. Reading a homophone (e.g., “bye”)—a word with identical pronunciation as another word but with different spelling and meaning—activates meanings and concepts related to the complementary homophone…
What Happens in Vegas Stays on TripAdvisor? A Theory and Technique to Understand Narrativity in Consumer Reviews
Many consumers base their purchase decisions on online consumer reviews. An overlooked feature of these texts is their narrativity: the extent to which they tell a story. The authors construct a new theory of narrativity to link the narrative content and discourse of consumer reviews to consumer behavior. They also develop from scratch a computerized technique that reliably determines the degree of narrativity of 190,461 verbatim, online consumer…
Curiosity Tempts Indulgence
Given curiosity’s characterization as a motivational drive for knowledge, prior research has primarily focused on curiosity’s positive effects on knowledge exploration, information acquisition, and learning. Once the desired knowledge has been acquired, curiosity is said to be satisfied. But what happens if curiosity is left unsatisfied? Across five experiments, spanning four domains of indulgence-related decisions and relying on different method…
Psychology (15 works) · Social Psychology (12 works) · Cognitive psychology (10 works) · Computer Science (7 works) · Consumer Behavior in Brand Consumption and Identification (5 works) · Cultural Differences and Values (5 works) · Decision-Making and Behavioral Economics (5 works) · Social and Intergroup Psychology (5 works) · Social Psychology (5 works) · Advertising (4 works)