John G Lynch Jr
Biographic Data
| ID | 218681 |
|---|---|
| NAME | John G Lynch Jr |
| GIVEN NAMES | John G |
| FAMILY NAME | Lynch Jr |
| SIGNATURE | JR J G L |
| VERIFIED | No |
| TOTAL WORKS | 13 |
| TOTAL CITATIONS | 175 |
| AUTHOR COUNT | 13 |
| EDITOR COUNT | 0 |
| FIRST PUBLICATION YEAR | 1982 |
| LATEST PUBLICATION YEAR | 2006 |
| H-INDEX | 7 |
Accessibility-Diagnosticity and the Multiple Pathway Anchoring and Adjustment Model
I discuss how the Multiple Pathway Anchoring and Adjustment model is similar to and different from the Feldman and Lynch accessibility-diagnosticity model, elaborated as an anchoring and adjustment model by Lynch, Marmorstein, and Weigold. Cohen and Reed's concept of representational sufficiency embraces both attitude coherence and retrieval fluency; these map to prior operationalizations of diagnosticity in past accessibility-diagnosticity resea…
A Bayesian Analysis of the Information Value of Manipulation and Confounding Checks in Theory Tests
Past discussions of manipulation checks and related measures have produced disagreement about their role in tests of theoretical explanations of consumer behavior. We use a Bayesian analysis to examine what such measures contribute to researchers' beliefs about competing theories and suggest when and why manipulation and confounding checks add to the ability to differentiate among alternative theoretical explanations of empirical results. We firs…
Toward a Reconciliation of Market Power and Information Theories of Advertising Effects on Price Elasticity
Prior work on the economic effects of advertising has presented conflicting views. Some authors have suggested that advertising creates market power by artificially differentiating brands and thereby lowering price elasticity. Others have viewed advertising as an efficient source of information about the existence of substitutes, arguing that advertising increases price elasticity. The present research proposes a unifying theoretical model in whi…
Communication Effects of Advertising Versus Direct Experience When Both Search and Experience Attributes are Present
Previous research has predicted that direct product experience will be superior to advertising in communicating information about products. In experiment 1 of the present study, claims about search attributes were better recognized and beliefs about search attributes were more accessible and more confidently held after exposure to ads in comparison with direct experience of two inexpensive packaged products. Experiment 2 replicated the above effe…
Capturing and Creating Public Opinion in Survey Research
Although consumer researchers often assume that survey responses reflect true beliefs, attitudes, and intentions, most recent research in social judgment and behavioral decision making suggests that people often construct answers to survey questions on the basis of their responses to earlier items. A framework proposed by Feldman and Lynch suggests that answers are most likely to be constructed when the respondent does not have other, more diagno…
Hypothesized and Confounded Explanations in Theory Tests: A Bayesian Analysis
Traditional views of research methodology hold that little, if any, useful information can be obtained from one or more confounded studies, unless the results from one study rule out or falsify an alternative explanation from a previous study. We present a Bayesian analysis of hypothesis testing to model knowledge accumulation from a series of confounded or unconfounded experiments. By applying this Bayesian analysis, we find that a hypothesis ca…
Contrast Effects in Consumer Judgments: Changes in Mental Representations or in the Anchoring of Rating Scales
Contrast effects in consumers' judgments of products can stem from changes in how consumers mentally represent the stimuli or in how they anchor rating scales when mapping context-invariant mental representations onto those scales. We present a framework for distinguishing between these types of contrast effects on the basis of whether changes in mean ratings of multiattribute stimuli are accompanied by evidence of changes in their rank order. We…
Inference Effects without Inference Making? Effects of Missing Information on Discounting and Use of Presented Information
Subjects evaluated a focal set of single-attribute product descriptions along with descriptions of competing brands that systematically altered what attributes subjects perceived as missing from the product descriptions. This manipulation selectively increased thoughts about undescribed attributes and led to (a) reduced effects of described-attribute levels on product evaluations and (b) lowered evaluations of a target set of products. In the pas…
Choices from Sets Including Remembered Brands: Use of Recalled Attributes and Prior Overall Evaluations
Consumers faced choices in which some or all alternatives had to be recalled from memory. Experiments 1 and 2 investigated conditions that lead consumers to use recalled prior evaluations versus recalled brand attribute information as inputs to brand choices. Results suggest that consumers use a potential input to make a choice if it is accessible in memory and if they perceive it as more diagnostic than other accessible potential inputs. The the…
Context Effects on Judgment under Uncertainty
This research investigated contextual effects on consumer cue-utilization policies in making judgments under uncertainty. Two studies suggested that the utilization of base and case information varied as a function of the numerical values of the cues and covaried with the changes in the perceived relevance of each cue. The second study showed that individual subjects employed different cue-utilization policies in problems that were formally ident…
The Role of External Validity in Theoretical Research
Journal Article The Role of External Validity in Theoretical Research Get access John G. Lynch, Jr. John G. Lynch, Jr. Search for other works by this author on: Oxford Academic PubMed Google Scholar Journal of Consumer Research, Volume 10, Issue 1, June 1983, Pages 109–111, https://doi.org/10.1086/208949 Published: 01 June 1983 Article history Received: 01 January 1983 Revision received: 01 March 1983 Published: 01 June 1983
Memory and Attentional Factors in Consumer Choice: Concepts and Research Methods
While consumer researchers have evinced considerable interest in cognitive processes in decision making, work has centered on the conscious mental manipulation of product information. This paper addresses memory and attentional processes that may occur below the level of consciousness. Methods developed within the field of cognitive psychology are presented to supplement the standard process tracing methods commonly used by consumer researchers
On the External Validity of Experiments in Consumer Research
This paper is concerned with generalizability issues in experimental consumer research. In particular, it discusses how the usefulness of experimental results is affected by a consumer researcher's treatment of unmanipulated “background” factors in designing and analyzing the experiment
On the External Validity of Experiments in Consumer Research
This paper is concerned with generalizability issues in experimental consumer research. In particular, it discusses how the usefulness of experimental results is affected by a consumer researcher's treatment of unmanipulated “background” factors in designing and analyzing the experiment
Choices from Sets Including Remembered Brands: Use of Recalled Attributes and Prior Overall Evaluations
Consumers faced choices in which some or all alternatives had to be recalled from memory. Experiments 1 and 2 investigated conditions that lead consumers to use recalled prior evaluations versus recalled brand attribute information as inputs to brand choices. Results suggest that consumers use a potential input to make a choice if it is accessible in memory and if they perceive it as more diagnostic than other accessible potential inputs. The the…
Memory and Attentional Factors in Consumer Choice: Concepts and Research Methods
While consumer researchers have evinced considerable interest in cognitive processes in decision making, work has centered on the conscious mental manipulation of product information. This paper addresses memory and attentional processes that may occur below the level of consciousness. Methods developed within the field of cognitive psychology are presented to supplement the standard process tracing methods commonly used by consumer researchers
Contrast Effects in Consumer Judgments: Changes in Mental Representations or in the Anchoring of Rating Scales
Contrast effects in consumers' judgments of products can stem from changes in how consumers mentally represent the stimuli or in how they anchor rating scales when mapping context-invariant mental representations onto those scales. We present a framework for distinguishing between these types of contrast effects on the basis of whether changes in mean ratings of multiattribute stimuli are accompanied by evidence of changes in their rank order. We…
Context Effects on Judgment under Uncertainty
This research investigated contextual effects on consumer cue-utilization policies in making judgments under uncertainty. Two studies suggested that the utilization of base and case information varied as a function of the numerical values of the cues and covaried with the changes in the perceived relevance of each cue. The second study showed that individual subjects employed different cue-utilization policies in problems that were formally ident…
Toward a Reconciliation of Market Power and Information Theories of Advertising Effects on Price Elasticity
Prior work on the economic effects of advertising has presented conflicting views. Some authors have suggested that advertising creates market power by artificially differentiating brands and thereby lowering price elasticity. Others have viewed advertising as an efficient source of information about the existence of substitutes, arguing that advertising increases price elasticity. The present research proposes a unifying theoretical model in whi…
Capturing and Creating Public Opinion in Survey Research
Although consumer researchers often assume that survey responses reflect true beliefs, attitudes, and intentions, most recent research in social judgment and behavioral decision making suggests that people often construct answers to survey questions on the basis of their responses to earlier items. A framework proposed by Feldman and Lynch suggests that answers are most likely to be constructed when the respondent does not have other, more diagno…
Communication Effects of Advertising Versus Direct Experience When Both Search and Experience Attributes are Present
Previous research has predicted that direct product experience will be superior to advertising in communicating information about products. In experiment 1 of the present study, claims about search attributes were better recognized and beliefs about search attributes were more accessible and more confidently held after exposure to ads in comparison with direct experience of two inexpensive packaged products. Experiment 2 replicated the above effe…
Inference Effects without Inference Making? Effects of Missing Information on Discounting and Use of Presented Information
Subjects evaluated a focal set of single-attribute product descriptions along with descriptions of competing brands that systematically altered what attributes subjects perceived as missing from the product descriptions. This manipulation selectively increased thoughts about undescribed attributes and led to (a) reduced effects of described-attribute levels on product evaluations and (b) lowered evaluations of a target set of products. In the pas…
The Role of External Validity in Theoretical Research
Journal Article The Role of External Validity in Theoretical Research Get access John G. Lynch, Jr. John G. Lynch, Jr. Search for other works by this author on: Oxford Academic PubMed Google Scholar Journal of Consumer Research, Volume 10, Issue 1, June 1983, Pages 109–111, https://doi.org/10.1086/208949 Published: 01 June 1983 Article history Received: 01 January 1983 Revision received: 01 March 1983 Published: 01 June 1983
Hypothesized and Confounded Explanations in Theory Tests: A Bayesian Analysis
Traditional views of research methodology hold that little, if any, useful information can be obtained from one or more confounded studies, unless the results from one study rule out or falsify an alternative explanation from a previous study. We present a Bayesian analysis of hypothesis testing to model knowledge accumulation from a series of confounded or unconfounded experiments. By applying this Bayesian analysis, we find that a hypothesis ca…
A Bayesian Analysis of the Information Value of Manipulation and Confounding Checks in Theory Tests
Past discussions of manipulation checks and related measures have produced disagreement about their role in tests of theoretical explanations of consumer behavior. We use a Bayesian analysis to examine what such measures contribute to researchers' beliefs about competing theories and suggest when and why manipulation and confounding checks add to the ability to differentiate among alternative theoretical explanations of empirical results. We firs…
Accessibility-Diagnosticity and the Multiple Pathway Anchoring and Adjustment Model
I discuss how the Multiple Pathway Anchoring and Adjustment model is similar to and different from the Feldman and Lynch accessibility-diagnosticity model, elaborated as an anchoring and adjustment model by Lynch, Marmorstein, and Weigold. Cohen and Reed's concept of representational sufficiency embraces both attitude coherence and retrieval fluency; these map to prior operationalizations of diagnosticity in past accessibility-diagnosticity resea…
Memory and Attentional Factors in Consumer Choice: Concepts and Research Methods
While consumer researchers have evinced considerable interest in cognitive processes in decision making, work has centered on the conscious mental manipulation of product information. This paper addresses memory and attentional processes that may occur below the level of consciousness. Methods developed within the field of cognitive psychology are presented to supplement the standard process tracing methods commonly used by consumer researchers
On the External Validity of Experiments in Consumer Research
This paper is concerned with generalizability issues in experimental consumer research. In particular, it discusses how the usefulness of experimental results is affected by a consumer researcher's treatment of unmanipulated “background” factors in designing and analyzing the experiment
The Role of External Validity in Theoretical Research
Journal Article The Role of External Validity in Theoretical Research Get access John G. Lynch, Jr. John G. Lynch, Jr. Search for other works by this author on: Oxford Academic PubMed Google Scholar Journal of Consumer Research, Volume 10, Issue 1, June 1983, Pages 109–111, https://doi.org/10.1086/208949 Published: 01 June 1983 Article history Received: 01 January 1983 Revision received: 01 March 1983 Published: 01 June 1983
Context Effects on Judgment under Uncertainty
This research investigated contextual effects on consumer cue-utilization policies in making judgments under uncertainty. Two studies suggested that the utilization of base and case information varied as a function of the numerical values of the cues and covaried with the changes in the perceived relevance of each cue. The second study showed that individual subjects employed different cue-utilization policies in problems that were formally ident…
Choices from Sets Including Remembered Brands: Use of Recalled Attributes and Prior Overall Evaluations
Consumers faced choices in which some or all alternatives had to be recalled from memory. Experiments 1 and 2 investigated conditions that lead consumers to use recalled prior evaluations versus recalled brand attribute information as inputs to brand choices. Results suggest that consumers use a potential input to make a choice if it is accessible in memory and if they perceive it as more diagnostic than other accessible potential inputs. The the…
Contrast Effects in Consumer Judgments: Changes in Mental Representations or in the Anchoring of Rating Scales
Contrast effects in consumers' judgments of products can stem from changes in how consumers mentally represent the stimuli or in how they anchor rating scales when mapping context-invariant mental representations onto those scales. We present a framework for distinguishing between these types of contrast effects on the basis of whether changes in mean ratings of multiattribute stimuli are accompanied by evidence of changes in their rank order. We…
Inference Effects without Inference Making? Effects of Missing Information on Discounting and Use of Presented Information
Subjects evaluated a focal set of single-attribute product descriptions along with descriptions of competing brands that systematically altered what attributes subjects perceived as missing from the product descriptions. This manipulation selectively increased thoughts about undescribed attributes and led to (a) reduced effects of described-attribute levels on product evaluations and (b) lowered evaluations of a target set of products. In the pas…
Hypothesized and Confounded Explanations in Theory Tests: A Bayesian Analysis
Traditional views of research methodology hold that little, if any, useful information can be obtained from one or more confounded studies, unless the results from one study rule out or falsify an alternative explanation from a previous study. We present a Bayesian analysis of hypothesis testing to model knowledge accumulation from a series of confounded or unconfounded experiments. By applying this Bayesian analysis, we find that a hypothesis ca…
Capturing and Creating Public Opinion in Survey Research
Although consumer researchers often assume that survey responses reflect true beliefs, attitudes, and intentions, most recent research in social judgment and behavioral decision making suggests that people often construct answers to survey questions on the basis of their responses to earlier items. A framework proposed by Feldman and Lynch suggests that answers are most likely to be constructed when the respondent does not have other, more diagno…
A Bayesian Analysis of the Information Value of Manipulation and Confounding Checks in Theory Tests
Past discussions of manipulation checks and related measures have produced disagreement about their role in tests of theoretical explanations of consumer behavior. We use a Bayesian analysis to examine what such measures contribute to researchers' beliefs about competing theories and suggest when and why manipulation and confounding checks add to the ability to differentiate among alternative theoretical explanations of empirical results. We firs…
Toward a Reconciliation of Market Power and Information Theories of Advertising Effects on Price Elasticity
Prior work on the economic effects of advertising has presented conflicting views. Some authors have suggested that advertising creates market power by artificially differentiating brands and thereby lowering price elasticity. Others have viewed advertising as an efficient source of information about the existence of substitutes, arguing that advertising increases price elasticity. The present research proposes a unifying theoretical model in whi…
Communication Effects of Advertising Versus Direct Experience When Both Search and Experience Attributes are Present
Previous research has predicted that direct product experience will be superior to advertising in communicating information about products. In experiment 1 of the present study, claims about search attributes were better recognized and beliefs about search attributes were more accessible and more confidently held after exposure to ads in comparison with direct experience of two inexpensive packaged products. Experiment 2 replicated the above effe…
Accessibility-Diagnosticity and the Multiple Pathway Anchoring and Adjustment Model
I discuss how the Multiple Pathway Anchoring and Adjustment model is similar to and different from the Feldman and Lynch accessibility-diagnosticity model, elaborated as an anchoring and adjustment model by Lynch, Marmorstein, and Weigold. Cohen and Reed's concept of representational sufficiency embraces both attitude coherence and retrieval fluency; these map to prior operationalizations of diagnosticity in past accessibility-diagnosticity resea…
Psychology (11 works) · Computer Science (9 works) · Consumer Behavior in Brand Consumption and Identification (7 works) · Business (6 works) · Consumer Market Behavior and Pricing (6 works) · Social Psychology (6 works) · Cognitive psychology (5 works) · Consumer research (5 works) · Decision-Making and Behavioral Economics (5 works) · Library science (5 works)