Mita Sujan
Biographic Data
| ID | 234379 |
|---|---|
| NAME | Mita Sujan |
| GIVEN NAMES | Mita |
| FAMILY NAME | Sujan |
| SIGNATURE | SUJAN M |
| AFFILIATIONS | Pennsylvania State University |
| VERIFIED | No |
| TOTAL WORKS | 7 |
| TOTAL CITATIONS | 110 |
| AUTHOR COUNT | 7 |
| EDITOR COUNT | 0 |
| FIRST PUBLICATION YEAR | 1985 |
| LATEST PUBLICATION YEAR | 2006 |
| H-INDEX | 6 |
Self-Accountability Emotions and Fear Appeals: Motivating Behavior
We examine the role of high self-accountability emotions in enhancing compliance with fear appeals. In two field experiments, we find that relative to straight fear appeals (negative) or adding hope (positive), which ascribes low accountability to the self, action-facilitative coping, intentions, and behaviors (using sunscreen, eating high fiber foods) are enhanced by adding guilt, regret (both negative), or challenge (positive), all of which ind…
Retrospection Versus Anticipation: The Role of the Ad Under Retrospective and Anticipatory Self-Referencing
Through three studies we demonstrate that contextually detailed ads are facilitative in enhancing brand attitudes and intentions under anticipatory self-referencing, whereas ads stripped of contextual detail are facilitative in enhancing brand attitudes and intentions under retrospective self-referencing. We find that when minimal ad information is provided, self-related thoughts about the past contain more contextual information than self-relate…
The influence of mood on categorization: A cognitive flexibility interpretation
Les auteurs rapportent 3 experiences dans lesquelles ils montrent que l'humeur positive a un effet facilitateur sur la flexibilite cognitive dans la categorisation
Age Differences in Product Categorization
This article examines the bases children of different ages use to categorize products. Data from children ages 4 to 10 indicate that the use of perceptual attributes as a basis for categorizing products decreases with age, whereas the use of underlying attributes to categorize products increases with age. These findings provide a conceptual replication of earlier findings from developmental psychology. Moreover, the findings suggest that younger …
Effects of Framing on Evaluation of Comparable and Noncomparable Alternatives by Expert and Novice Consumers
The study finds that framing, i.e., priming different decision criteria, influences evaluation outcomes for both expert and novice consumers when the alternatives are noncomparable and influences evaluation outcomes for novices when the alternatives are comparable. The ready availability of a decision criterion, as opposed to the lack of one, also alters consumers' cognitive responses for noncomparable sets to make these responses appear more lik…
Product Categorization and Inference Making: Some Implications for Comparative Advertising
A categorization approach to inference making was used to determine when the effects of comparative advertising would differ from those of noncomparative advertising. Comparative advertising led to different responses for experts relative to either product class or product type level noncomparative advertising, but for novices only when the noncomparative ad referred to a broad product class. These differences were for measures of similarity, dis…
Consumer Knowledge: Effects on Evaluation Strategies Mediating Consumer Judgments
This study suggests that category-based evaluative responses supplement the piecemeal-based evaluation processes more often studied in Consumer Research. The alternative modes of processing were found to be contingent upon the match/mismatch of information to category expectations. Compared to piecemeal (mismatch) processing, category-based (match) processing resulted in faster impression formation times, more verbalizations related to the produc…
Consumer Knowledge: Effects on Evaluation Strategies Mediating Consumer Judgments
This study suggests that category-based evaluative responses supplement the piecemeal-based evaluation processes more often studied in Consumer Research. The alternative modes of processing were found to be contingent upon the match/mismatch of information to category expectations. Compared to piecemeal (mismatch) processing, category-based (match) processing resulted in faster impression formation times, more verbalizations related to the produc…
The influence of mood on categorization: A cognitive flexibility interpretation
Les auteurs rapportent 3 experiences dans lesquelles ils montrent que l'humeur positive a un effet facilitateur sur la flexibilite cognitive dans la categorisation
Effects of Framing on Evaluation of Comparable and Noncomparable Alternatives by Expert and Novice Consumers
The study finds that framing, i.e., priming different decision criteria, influences evaluation outcomes for both expert and novice consumers when the alternatives are noncomparable and influences evaluation outcomes for novices when the alternatives are comparable. The ready availability of a decision criterion, as opposed to the lack of one, also alters consumers' cognitive responses for noncomparable sets to make these responses appear more lik…
Retrospection Versus Anticipation: The Role of the Ad Under Retrospective and Anticipatory Self-Referencing
Through three studies we demonstrate that contextually detailed ads are facilitative in enhancing brand attitudes and intentions under anticipatory self-referencing, whereas ads stripped of contextual detail are facilitative in enhancing brand attitudes and intentions under retrospective self-referencing. We find that when minimal ad information is provided, self-related thoughts about the past contain more contextual information than self-relate…
Product Categorization and Inference Making: Some Implications for Comparative Advertising
A categorization approach to inference making was used to determine when the effects of comparative advertising would differ from those of noncomparative advertising. Comparative advertising led to different responses for experts relative to either product class or product type level noncomparative advertising, but for novices only when the noncomparative ad referred to a broad product class. These differences were for measures of similarity, dis…
Self-Accountability Emotions and Fear Appeals: Motivating Behavior
We examine the role of high self-accountability emotions in enhancing compliance with fear appeals. In two field experiments, we find that relative to straight fear appeals (negative) or adding hope (positive), which ascribes low accountability to the self, action-facilitative coping, intentions, and behaviors (using sunscreen, eating high fiber foods) are enhanced by adding guilt, regret (both negative), or challenge (positive), all of which ind…
Age Differences in Product Categorization
This article examines the bases children of different ages use to categorize products. Data from children ages 4 to 10 indicate that the use of perceptual attributes as a basis for categorizing products decreases with age, whereas the use of underlying attributes to categorize products increases with age. These findings provide a conceptual replication of earlier findings from developmental psychology. Moreover, the findings suggest that younger …
Consumer Knowledge: Effects on Evaluation Strategies Mediating Consumer Judgments
This study suggests that category-based evaluative responses supplement the piecemeal-based evaluation processes more often studied in Consumer Research. The alternative modes of processing were found to be contingent upon the match/mismatch of information to category expectations. Compared to piecemeal (mismatch) processing, category-based (match) processing resulted in faster impression formation times, more verbalizations related to the produc…
Effects of Framing on Evaluation of Comparable and Noncomparable Alternatives by Expert and Novice Consumers
The study finds that framing, i.e., priming different decision criteria, influences evaluation outcomes for both expert and novice consumers when the alternatives are noncomparable and influences evaluation outcomes for novices when the alternatives are comparable. The ready availability of a decision criterion, as opposed to the lack of one, also alters consumers' cognitive responses for noncomparable sets to make these responses appear more lik…
Product Categorization and Inference Making: Some Implications for Comparative Advertising
A categorization approach to inference making was used to determine when the effects of comparative advertising would differ from those of noncomparative advertising. Comparative advertising led to different responses for experts relative to either product class or product type level noncomparative advertising, but for novices only when the noncomparative ad referred to a broad product class. These differences were for measures of similarity, dis…
The influence of mood on categorization: A cognitive flexibility interpretation
Les auteurs rapportent 3 experiences dans lesquelles ils montrent que l'humeur positive a un effet facilitateur sur la flexibilite cognitive dans la categorisation
Age Differences in Product Categorization
This article examines the bases children of different ages use to categorize products. Data from children ages 4 to 10 indicate that the use of perceptual attributes as a basis for categorizing products decreases with age, whereas the use of underlying attributes to categorize products increases with age. These findings provide a conceptual replication of earlier findings from developmental psychology. Moreover, the findings suggest that younger …
Retrospection Versus Anticipation: The Role of the Ad Under Retrospective and Anticipatory Self-Referencing
Through three studies we demonstrate that contextually detailed ads are facilitative in enhancing brand attitudes and intentions under anticipatory self-referencing, whereas ads stripped of contextual detail are facilitative in enhancing brand attitudes and intentions under retrospective self-referencing. We find that when minimal ad information is provided, self-related thoughts about the past contain more contextual information than self-relate…
Self-Accountability Emotions and Fear Appeals: Motivating Behavior
We examine the role of high self-accountability emotions in enhancing compliance with fear appeals. In two field experiments, we find that relative to straight fear appeals (negative) or adding hope (positive), which ascribes low accountability to the self, action-facilitative coping, intentions, and behaviors (using sunscreen, eating high fiber foods) are enhanced by adding guilt, regret (both negative), or challenge (positive), all of which ind…
Psychology (7 works) · Social Psychology (5 works) · Cognitive psychology (4 works) · Computer Science (4 works) · Consumer Behavior in Brand Consumption and Identification (4 works) · Business (3 works) · Categorization (3 works) · Cultural Differences and Values (3 works) · Product (mathematics) (3 works) · Artificial Intelligence (2 works)