Sankar Sen
Biographic Data
| ID | 3739255 |
|---|---|
| NAME | Sankar Sen |
| GIVEN NAMES | Sankar |
| FAMILY NAME | Sen |
| SIGNATURE | SEN S |
| AFFILIATIONS | Baruch College |
| ORCID | 0000-0002-1755-3985 |
| VERIFIED | Yes |
| TOTAL WORKS | 27 |
| TOTAL CITATIONS | 120 |
| AUTHOR COUNT | 21 |
| EDITOR COUNT | 6 |
| FIRST PUBLICATION YEAR | 1992 |
| LATEST PUBLICATION YEAR | 2024 |
| H-INDEX | 6 |
Best Practice Democratic Policing in Papua: Activating Development and Security through Community Participation
The implementation of Democratic Policing across various parts of the world demonstrates the interconnectedness of changes in approaches to addressing security issues. This transformation is a result of a systemic shift from operational and managerial police systems. This research seeks to affirm this argument in the policing practices in Mimika, Papua, highlighting changes in the level of community participation in maintaining public safety and …
Marketing to Bottom-of-the-Pyramid Consumers in an Emerging Market: The Responses of Mainstream Consumers
What is the most profitable targeting strategy from mass marketing to personalization? Results from a simulation in tourism
Scholars know that setting the right target, from the aggregated market to personalization, raises a cost-benefit trade-off, but we found little research on this topic. Personalization is very popular, but it may be costly. Using broader market segments can be affordable but less accurate. We did a simulation analysis in the tourism industry based on a case-study. We compared the profits of four different targets, aggregated market, large segment…
Corporate Purpose and Employee Sustainability Behaviors
This paper examines the effects of employees’ sense that they work for a purpose-driven company on their workplace sustainability behaviors. Conceptualizing corporate purpose as an overarching, relevant, shared ethical vision of why a company exists and where it needs to go, we argue that it is particularly suited for driving employee sustainability behaviors, which are more ethically complex than the types of employee ethical behaviors typically…
Beyond Numbers: An Ambiguity–Accessibility–Applicability Framework to Explain the Attraction Effect
The attraction effect (AE) occurs when the addition of an inferior alternative (i.e., a decoy) to a choice set increases the choice share of the alternative to which it is most similar (i.e., a target), a phenomenon that violates the regularity principle. The AE occurs reliably when the attribute values are represented numerically, but not when the stimuli are perceptual. Such conceptual replication failures indicate a lack of clarity about the m…
Distance and Alternative Signals of Status: A Unifying Framework
In the past decades, as traditional luxury goods and conspicuous consumption have become more mainstream and lost some of their signaling value, new alternative signals of status (e.g., vintage, inconspicuous consumption, sustainable luxury) have progressively emerged. This research applies the grounded theory method to establish a novel framework that systematically unifies existing conceptualizations, findings, and observations on alternative s…
It's Good to Be Different: How Diversity Impacts Judgments of Moral Behavior
Recently, conversation on diversity and inclusion has been at the forefront in the media as well as the workplace. Though research has examined how diversity impacts organizational culture and decision-making, little attention has been given to how corporate diversity impacts consumers' responses to the firm. This article establishes a link between diversity and the perceived morality of market actors. A series of studies demonstrate that greater…
Your Cheatin' Heart: How Emotional Intelligence and Selfishness Impact the Incidence of Consumer Fraud
Consumers routinely engage in fraudulent behaviors toward companies including returning products under false pretenses, lying when making insurance claims, and committing petty theft. However, research has been relatively limited in examining the psychological mechanisms that contribute to such behavior. Based on dual-processing models of morality, differences in an individual's emotional intelligence and selfishness are predicted to impact the l…
Social Class Shapes Donation Allocation Preferences
When considering a charitable act, consumers must often decide on how to allocate their resources across a multitude of possible causes. This article assesses how the relative 'urgency' of the causes under consideration (i.e., how critical to human survival the causes are) shapes preferences for specific causes among higher and lower social class consumers. Across a series of studies in a highly unequal socioeconomic environment (Rio de Janeiro, …
How Do Consumers React to Company Moral Transgressions? The Role of Power Distance Belief and Empathy for Victims
This research proposes that consumers vary in their response to company moral transgressions as a function of power distance belief (PDB), which is the extent that consumers accept inequality (a prominent moral principle). Specifically, consumers with lower PDB tend to feel more empathy for victims, which in turn heightens harm perceptions and negative moral emotions, leading to less favorable reactions toward the transgressing company. A series …
Consumer Responses to Corporate Social Responsibility (CSR) Contribution Type
While companies contribute in different ways to the corporate social responsibility (CSR) issues they support, little is known about the effects of varying CSR contribution types on consumers’ evaluations of the contributing company. This article examines consumer reactions to two basic contribution types—money versus in-kind—in the CSR domain of disaster relief to demonstrate through five studies that while consumers evaluate a company more favo…
Drivers of consumer–brand identification
Indulgence or Self-Control: A Dual Process Model of the Effect of Incidental Pride on Indulgent Choice
This research examines the largely unexamined effect of incidental pride on consumer self-control. The results demonstrate that incidental pride influences long-term goal pursuit through dual processes that result in conflicting outcomes for consumer decisions: indulgent choices when promoting a sense of achievement and virtuous choices when promoting self-awareness. A series of four experiments in the money and health domains shows that the rela…
Maximizing Business Returns to Corporate Social Responsibility (CSR): The Role of CSR Communication
By engaging in corporate social responsibility (CSR) activities, companies can not only generate favorable stakeholder attitudes and better support behaviors (e.g. purchase, seeking employment, investing in the company), but also, over the long run, build corporate image, strengthen stakeholder–company relationships, and enhance stakeholders' advocacy behaviors. However, stakeholders' low awareness of and unfavorable attributions towards companie…
You Like What I Like, but I Don't Like What You Like: Uniqueness Motivations in Product Preferences
Consumers often gauge their own and others’ preferences for products through social comparisons. This research examines the role of consumers’ need for uniqueness (CNFU) in two common social comparisons: projection and introjection. Consumers project (i.e., rely on their own preferences to estimate those of others), regardless of their CNFU. However, high-CNFU consumers are less likely than low-CNFU ones to introject (i.e., rely on estimates of o…
Why My Mother Never Threw Anything Out: The Effect of Product Freshness on Consumption
This research focuses on a pervasive but largely unexamined product attribute-freshness date-to shed light on how and why its influence on the consumption of perishable products changes with product ownership. Drawing on recent research on the endowment effect, we demonstrate that even when the differential costs implicit in ownership are controlled for, consumers are more likely to actually consume a product past its freshness date when they own…
Exploring the Social and Business Returns of a Corporate Oral Health Initiative Aimed at Disadvantaged Hispanic Families
This research investigates the impact of a corporate oral health initiative aimed at disadvantaged Hispanic families, especially the children. We find that the initiative promotes oral health behaviors only among less acculturated families. Moreover, it does so by both enhancing participant children's beliefs about the physical and psychosocial benefits of oral health behaviors and strengthening the link between the psychosocial beliefs and behav…
Reaping relational rewards from corporate social responsibility: The role of competitive positioning
The Role of Corporate Social Responsibility in Strengthening Multiple Stakeholder Relationships: A Field Experiment
Doing Better at Doing Good: When, Why, and How Consumers Respond to Corporate Social Initiatives
Although companies are devoting significant resources to corporate social responsibility (CSR) initiatives, insights into the optimal formulation, implementation, and effectiveness estimation of CSR strategies are currently scarce. This article takes an indepth look at when, why, and how CSR works from a consumer's perspective. In contrast to the simple, monotonie relationships between CSR and consumer purchase behavior evident in marketplace pol…
Consumer–Company Identification: A Framework for Understanding Consumers’ Relationships with Companies
In this article, the authors try to determine why and under what conditions consumers enter into strong, committed, and meaningful relationships with certain companies, becoming champions of these companies and their products. Drawing on theories of social identity and organizational identification, the authors propose that strong consumer–company relationships often result from consumers’ identification with those companies, which helps them sat…
Does Doing Good Always Lead to Doing Better? Consumer Reactions to Corporate Social Responsibility
In the face of marketplace polls that attest to the increasing influence of corporate social responsibility (CSR) on consumers' purchase behavior, this article examines when, how, and for whom specific CSR initiatives work. The findings implicate both company-specific factors, such as the CSR issues a company chooses to focus on and the quality of its products, and individual-specific factors, such as consumers' personal support for the CSR issue…
Withholding Consumption: A Social Dilemma Perspective on Consumer Boycotts
This article draws on social dilemma theory and reference group theory to understand the individual boycott decision and tests the predictions stemming from this conceptualization in two experiments. Consistent with our predictions, consumers' likelihood of participating in both economic and social-issue boycotts is jointly determined by their perceptions of the boycott's likelihood of success, their susceptibility to normative social influences,…
Knowledge, Information Mode, and the Attraction Effect
This article focuses on the complex role of category knowledge in context effects by examining how knowledge interacts with the mode of information presentation (verbal vs. numerical) to moderate the magnitude of the attraction effect. On the basis of Chakravarti and Lynch's framework for understanding context effects and prior research on consumer knowledge we delineate two distinct influences of knowledge on the choice process and demonstrate t…
Mere-Possession Effects without Possession in Consumer Choice
In this article we examine whether and why preference for a good produced by its mere and arbitrary possession (i.e., a mere-possession effect) occurs even in the absence of actual possession. In two experiments, we demonstrate that merely possessing a coupon for a product, as opposed to the actual product, can increase consumers' preference for that option over its competitors' in real choices from meaningfully comparable choice sets. In additio…
Withholding Consumption: A Social Dilemma Perspective on Consumer Boycotts
This article draws on social dilemma theory and reference group theory to understand the individual boycott decision and tests the predictions stemming from this conceptualization in two experiments. Consistent with our predictions, consumers' likelihood of participating in both economic and social-issue boycotts is jointly determined by their perceptions of the boycott's likelihood of success, their susceptibility to normative social influences,…
Indulgence or Self-Control: A Dual Process Model of the Effect of Incidental Pride on Indulgent Choice
This research examines the largely unexamined effect of incidental pride on consumer self-control. The results demonstrate that incidental pride influences long-term goal pursuit through dual processes that result in conflicting outcomes for consumer decisions: indulgent choices when promoting a sense of achievement and virtuous choices when promoting self-awareness. A series of four experiments in the money and health domains shows that the rela…
Mere-Possession Effects without Possession in Consumer Choice
In this article we examine whether and why preference for a good produced by its mere and arbitrary possession (i.e., a mere-possession effect) occurs even in the absence of actual possession. In two experiments, we demonstrate that merely possessing a coupon for a product, as opposed to the actual product, can increase consumers' preference for that option over its competitors' in real choices from meaningfully comparable choice sets. In additio…
It's Good to Be Different: How Diversity Impacts Judgments of Moral Behavior
Recently, conversation on diversity and inclusion has been at the forefront in the media as well as the workplace. Though research has examined how diversity impacts organizational culture and decision-making, little attention has been given to how corporate diversity impacts consumers' responses to the firm. This article establishes a link between diversity and the perceived morality of market actors. A series of studies demonstrate that greater…
How Do Consumers React to Company Moral Transgressions? The Role of Power Distance Belief and Empathy for Victims
This research proposes that consumers vary in their response to company moral transgressions as a function of power distance belief (PDB), which is the extent that consumers accept inequality (a prominent moral principle). Specifically, consumers with lower PDB tend to feel more empathy for victims, which in turn heightens harm perceptions and negative moral emotions, leading to less favorable reactions toward the transgressing company. A series …
Social Class Shapes Donation Allocation Preferences
When considering a charitable act, consumers must often decide on how to allocate their resources across a multitude of possible causes. This article assesses how the relative 'urgency' of the causes under consideration (i.e., how critical to human survival the causes are) shapes preferences for specific causes among higher and lower social class consumers. Across a series of studies in a highly unequal socioeconomic environment (Rio de Janeiro, …
Why My Mother Never Threw Anything Out: The Effect of Product Freshness on Consumption
This research focuses on a pervasive but largely unexamined product attribute-freshness date-to shed light on how and why its influence on the consumption of perishable products changes with product ownership. Drawing on recent research on the endowment effect, we demonstrate that even when the differential costs implicit in ownership are controlled for, consumers are more likely to actually consume a product past its freshness date when they own…
Knowledge, Information Mode, and the Attraction Effect
This article focuses on the complex role of category knowledge in context effects by examining how knowledge interacts with the mode of information presentation (verbal vs. numerical) to moderate the magnitude of the attraction effect. On the basis of Chakravarti and Lynch's framework for understanding context effects and prior research on consumer knowledge we delineate two distinct influences of knowledge on the choice process and demonstrate t…
Distance and Alternative Signals of Status: A Unifying Framework
In the past decades, as traditional luxury goods and conspicuous consumption have become more mainstream and lost some of their signaling value, new alternative signals of status (e.g., vintage, inconspicuous consumption, sustainable luxury) have progressively emerged. This research applies the grounded theory method to establish a novel framework that systematically unifies existing conceptualizations, findings, and observations on alternative s…
Consumer Responses to Corporate Social Responsibility (CSR) Contribution Type
While companies contribute in different ways to the corporate social responsibility (CSR) issues they support, little is known about the effects of varying CSR contribution types on consumers’ evaluations of the contributing company. This article examines consumer reactions to two basic contribution types—money versus in-kind—in the CSR domain of disaster relief to demonstrate through five studies that while consumers evaluate a company more favo…
Your Cheatin' Heart: How Emotional Intelligence and Selfishness Impact the Incidence of Consumer Fraud
Consumers routinely engage in fraudulent behaviors toward companies including returning products under false pretenses, lying when making insurance claims, and committing petty theft. However, research has been relatively limited in examining the psychological mechanisms that contribute to such behavior. Based on dual-processing models of morality, differences in an individual's emotional intelligence and selfishness are predicted to impact the l…
You Like What I Like, but I Don't Like What You Like: Uniqueness Motivations in Product Preferences
Consumers often gauge their own and others’ preferences for products through social comparisons. This research examines the role of consumers’ need for uniqueness (CNFU) in two common social comparisons: projection and introjection. Consumers project (i.e., rely on their own preferences to estimate those of others), regardless of their CNFU. However, high-CNFU consumers are less likely than low-CNFU ones to introject (i.e., rely on estimates of o…
Exploring the Social and Business Returns of a Corporate Oral Health Initiative Aimed at Disadvantaged Hispanic Families
This research investigates the impact of a corporate oral health initiative aimed at disadvantaged Hispanic families, especially the children. We find that the initiative promotes oral health behaviors only among less acculturated families. Moreover, it does so by both enhancing participant children's beliefs about the physical and psychosocial benefits of oral health behaviors and strengthening the link between the psychosocial beliefs and behav…
Heroin Trafficking in the Golden Crescent
Heroin Trafficking in the Golden Crescent
Decentralised Planning and Panchayati Raj
Mere-Possession Effects without Possession in Consumer Choice
In this article we examine whether and why preference for a good produced by its mere and arbitrary possession (i.e., a mere-possession effect) occurs even in the absence of actual possession. In two experiments, we demonstrate that merely possessing a coupon for a product, as opposed to the actual product, can increase consumers' preference for that option over its competitors' in real choices from meaningfully comparable choice sets. In additio…
Knowledge, Information Mode, and the Attraction Effect
This article focuses on the complex role of category knowledge in context effects by examining how knowledge interacts with the mode of information presentation (verbal vs. numerical) to moderate the magnitude of the attraction effect. On the basis of Chakravarti and Lynch's framework for understanding context effects and prior research on consumer knowledge we delineate two distinct influences of knowledge on the choice process and demonstrate t…
Does Doing Good Always Lead to Doing Better? Consumer Reactions to Corporate Social Responsibility
In the face of marketplace polls that attest to the increasing influence of corporate social responsibility (CSR) on consumers' purchase behavior, this article examines when, how, and for whom specific CSR initiatives work. The findings implicate both company-specific factors, such as the CSR issues a company chooses to focus on and the quality of its products, and individual-specific factors, such as consumers' personal support for the CSR issue…
Withholding Consumption: A Social Dilemma Perspective on Consumer Boycotts
This article draws on social dilemma theory and reference group theory to understand the individual boycott decision and tests the predictions stemming from this conceptualization in two experiments. Consistent with our predictions, consumers' likelihood of participating in both economic and social-issue boycotts is jointly determined by their perceptions of the boycott's likelihood of success, their susceptibility to normative social influences,…
Consumer–Company Identification: A Framework for Understanding Consumers’ Relationships with Companies
In this article, the authors try to determine why and under what conditions consumers enter into strong, committed, and meaningful relationships with certain companies, becoming champions of these companies and their products. Drawing on theories of social identity and organizational identification, the authors propose that strong consumer–company relationships often result from consumers’ identification with those companies, which helps them sat…
Doing Better at Doing Good: When, Why, and How Consumers Respond to Corporate Social Initiatives
Although companies are devoting significant resources to corporate social responsibility (CSR) initiatives, insights into the optimal formulation, implementation, and effectiveness estimation of CSR strategies are currently scarce. This article takes an indepth look at when, why, and how CSR works from a consumer's perspective. In contrast to the simple, monotonie relationships between CSR and consumer purchase behavior evident in marketplace pol…
The Role of Corporate Social Responsibility in Strengthening Multiple Stakeholder Relationships: A Field Experiment
Reaping relational rewards from corporate social responsibility: The role of competitive positioning
Exploring the Social and Business Returns of a Corporate Oral Health Initiative Aimed at Disadvantaged Hispanic Families
This research investigates the impact of a corporate oral health initiative aimed at disadvantaged Hispanic families, especially the children. We find that the initiative promotes oral health behaviors only among less acculturated families. Moreover, it does so by both enhancing participant children's beliefs about the physical and psychosocial benefits of oral health behaviors and strengthening the link between the psychosocial beliefs and behav…
Why My Mother Never Threw Anything Out: The Effect of Product Freshness on Consumption
This research focuses on a pervasive but largely unexamined product attribute-freshness date-to shed light on how and why its influence on the consumption of perishable products changes with product ownership. Drawing on recent research on the endowment effect, we demonstrate that even when the differential costs implicit in ownership are controlled for, consumers are more likely to actually consume a product past its freshness date when they own…
Maximizing Business Returns to Corporate Social Responsibility (CSR): The Role of CSR Communication
By engaging in corporate social responsibility (CSR) activities, companies can not only generate favorable stakeholder attitudes and better support behaviors (e.g. purchase, seeking employment, investing in the company), but also, over the long run, build corporate image, strengthen stakeholder–company relationships, and enhance stakeholders' advocacy behaviors. However, stakeholders' low awareness of and unfavorable attributions towards companie…
You Like What I Like, but I Don't Like What You Like: Uniqueness Motivations in Product Preferences
Consumers often gauge their own and others’ preferences for products through social comparisons. This research examines the role of consumers’ need for uniqueness (CNFU) in two common social comparisons: projection and introjection. Consumers project (i.e., rely on their own preferences to estimate those of others), regardless of their CNFU. However, high-CNFU consumers are less likely than low-CNFU ones to introject (i.e., rely on estimates of o…
Indulgence or Self-Control: A Dual Process Model of the Effect of Incidental Pride on Indulgent Choice
This research examines the largely unexamined effect of incidental pride on consumer self-control. The results demonstrate that incidental pride influences long-term goal pursuit through dual processes that result in conflicting outcomes for consumer decisions: indulgent choices when promoting a sense of achievement and virtuous choices when promoting self-awareness. A series of four experiments in the money and health domains shows that the rela…
Drivers of consumer–brand identification
Consumer Responses to Corporate Social Responsibility (CSR) Contribution Type
While companies contribute in different ways to the corporate social responsibility (CSR) issues they support, little is known about the effects of varying CSR contribution types on consumers’ evaluations of the contributing company. This article examines consumer reactions to two basic contribution types—money versus in-kind—in the CSR domain of disaster relief to demonstrate through five studies that while consumers evaluate a company more favo…
How Do Consumers React to Company Moral Transgressions? The Role of Power Distance Belief and Empathy for Victims
This research proposes that consumers vary in their response to company moral transgressions as a function of power distance belief (PDB), which is the extent that consumers accept inequality (a prominent moral principle). Specifically, consumers with lower PDB tend to feel more empathy for victims, which in turn heightens harm perceptions and negative moral emotions, leading to less favorable reactions toward the transgressing company. A series …
It's Good to Be Different: How Diversity Impacts Judgments of Moral Behavior
Recently, conversation on diversity and inclusion has been at the forefront in the media as well as the workplace. Though research has examined how diversity impacts organizational culture and decision-making, little attention has been given to how corporate diversity impacts consumers' responses to the firm. This article establishes a link between diversity and the perceived morality of market actors. A series of studies demonstrate that greater…
Your Cheatin' Heart: How Emotional Intelligence and Selfishness Impact the Incidence of Consumer Fraud
Consumers routinely engage in fraudulent behaviors toward companies including returning products under false pretenses, lying when making insurance claims, and committing petty theft. However, research has been relatively limited in examining the psychological mechanisms that contribute to such behavior. Based on dual-processing models of morality, differences in an individual's emotional intelligence and selfishness are predicted to impact the l…
Social Class Shapes Donation Allocation Preferences
When considering a charitable act, consumers must often decide on how to allocate their resources across a multitude of possible causes. This article assesses how the relative 'urgency' of the causes under consideration (i.e., how critical to human survival the causes are) shapes preferences for specific causes among higher and lower social class consumers. Across a series of studies in a highly unequal socioeconomic environment (Rio de Janeiro, …
Corporate Purpose and Employee Sustainability Behaviors
This paper examines the effects of employees’ sense that they work for a purpose-driven company on their workplace sustainability behaviors. Conceptualizing corporate purpose as an overarching, relevant, shared ethical vision of why a company exists and where it needs to go, we argue that it is particularly suited for driving employee sustainability behaviors, which are more ethically complex than the types of employee ethical behaviors typically…
Beyond Numbers: An Ambiguity–Accessibility–Applicability Framework to Explain the Attraction Effect
The attraction effect (AE) occurs when the addition of an inferior alternative (i.e., a decoy) to a choice set increases the choice share of the alternative to which it is most similar (i.e., a target), a phenomenon that violates the regularity principle. The AE occurs reliably when the attribute values are represented numerically, but not when the stimuli are perceptual. Such conceptual replication failures indicate a lack of clarity about the m…
Distance and Alternative Signals of Status: A Unifying Framework
In the past decades, as traditional luxury goods and conspicuous consumption have become more mainstream and lost some of their signaling value, new alternative signals of status (e.g., vintage, inconspicuous consumption, sustainable luxury) have progressively emerged. This research applies the grounded theory method to establish a novel framework that systematically unifies existing conceptualizations, findings, and observations on alternative s…
Best Practice Democratic Policing in Papua: Activating Development and Security through Community Participation
The implementation of Democratic Policing across various parts of the world demonstrates the interconnectedness of changes in approaches to addressing security issues. This transformation is a result of a systemic shift from operational and managerial police systems. This research seeks to affirm this argument in the policing practices in Mimika, Papua, highlighting changes in the level of community participation in maintaining public safety and …
Political science (18 works) · Psychology (17 works) · Business (16 works) · Social Psychology (12 works) · Marketing (10 works) · Corporate Social Responsibility Reporting (9 works) · Sociology (9 works) · Advertising (8 works) · Computer Science (8 works) · Public relations (8 works)