Shailendra Pratap Jain
Biographic Data
| ID | 3793191 |
|---|---|
| NAME | Shailendra Pratap Jain |
| GIVEN NAMES | Shailendra Pratap |
| FAMILY NAME | Jain |
| SIGNATURE | JAIN S P |
| AFFILIATIONS | University of Washington |
| ORCID | 0000-0003-0916-5162 |
| VERIFIED | Yes |
| TOTAL WORKS | 12 |
| TOTAL CITATIONS | 60 |
| AUTHOR COUNT | 12 |
| EDITOR COUNT | 0 |
| FIRST PUBLICATION YEAR | 2000 |
| LATEST PUBLICATION YEAR | 2026 |
| H-INDEX | 5 |
Invisible Rankings
Consumers frequently use lists that were created by marketers, experts, or media platforms, such as a list of favorite restaurants. The authors refer to such lists as curated lists because they include items that appear to be endorsed or recommended by the list maker. Although these lists are typically ranked and numbered, marketers sometimes create lists that are not numbered, making it unclear whether the items have been ranked. Twelve studies …
Sustaining Livelihoods or Saving Lives? Economic System Justification in the Time of Covid-19
Preference for imperfect produce
Food waste is a critical global issue, posing substantial environmental, social, and financial challenges, even as millions continue to face uncertainty regarding their next meal source. The seriousness of this problem necessitates a closer look into ways to reduce food waste. In this investigation, we identify a key factor which contributes to food waste-imperfect fruits and vegetables (FaVs), defined as foods that are non-uniform in shape, colo…
Tourists and AI
Covid-19 Charity Advertising
We investigate the interactive effect of donors' self-construal and frame of a persuasive message (emphasizing statistical or identifiable victims affected by COVID-19) on donation intent. Three studies featuring 1,104 participants document a positive effect of the identifiable victim (vs. statistical victims) frame on donation intent, but only for interdependent respondents and not for independent ones (study 1). This conditional positive effect…
Stimulating or Intimidating
Artificial intelligence (AI) has penetrated the marketing landscape and is having a profound impact on businesses’ communication strategies. With AI coming under the spotlight, we know surprisingly little about its impact on consumers’ patronage likelihood. This research attempts to address this void by investigating the “just-walk-out” retail technology in cohort with in-store communication. Across three studies, conducted online and in the fiel…
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…
On assuaging positive bias in environmental value elicitation
The Influence of Chronic and Situational Self-Construal on Categorization
Four studies, using chronic and situational self-construal, supported the proposition that individualists (collectivists) focus on within-category richness (between-category differentiation). Collectivists judged paired products as less similar than individualists did, but only at the higher level of a category hierarchy (studies 1 and 2). Further, collectivists were more context driven in product ratings in a categorization task (study 3). Study…
For Better or For Worse? Valenced Comparative Frames and Regulatory Focus
Three experiments examine how prevention-focused and promotion-focused consumers evaluate the comparison brand and what information they anchor on in direct comparative ads framed positively or negatively. Negative (vs. positive) frames lead prevention-focused respondents to exhibit higher evaluations for the advertised brand and lower evaluations for the comparison brand. Under promotion focus, positive (vs. negative) frames lead to more favorab…
When More May Be Less
We examined the consequences of regulatory focus on exposure to two types of comparative advertising frames—a maximal claim (“brand A is superior to brand B”) and a minimal claim (“brand A is equivalent or similar to brand B”)—in three experiments. In experiment 1, we manipulated these frames, basing the sponsor brand's claim on comparison with an existing brand. In experiment 2, we operationalized the frames using a comparison featuring a sponso…
Motivated Reasoning
We show how motivation affects reasoning through reliance on a biased set of cognitive processes. We manipulate the level of brand preference experimentally and expose subjects to a message that is either consistent or inconsistent with their manipulated preference. Further, the message contains either strong or weak arguments. In two experiments, we find that preference-inconsistent information is processed more systematically and is counterargu…
Motivated Reasoning
We show how motivation affects reasoning through reliance on a biased set of cognitive processes. We manipulate the level of brand preference experimentally and expose subjects to a message that is either consistent or inconsistent with their manipulated preference. Further, the message contains either strong or weak arguments. In two experiments, we find that preference-inconsistent information is processed more systematically and is counterargu…
Tourists and AI
For Better or For Worse? Valenced Comparative Frames and Regulatory Focus
Three experiments examine how prevention-focused and promotion-focused consumers evaluate the comparison brand and what information they anchor on in direct comparative ads framed positively or negatively. Negative (vs. positive) frames lead prevention-focused respondents to exhibit higher evaluations for the advertised brand and lower evaluations for the comparison brand. Under promotion focus, positive (vs. negative) frames lead to more favorab…
When More May Be Less
We examined the consequences of regulatory focus on exposure to two types of comparative advertising frames—a maximal claim (“brand A is superior to brand B”) and a minimal claim (“brand A is equivalent or similar to brand B”)—in three experiments. In experiment 1, we manipulated these frames, basing the sponsor brand's claim on comparison with an existing brand. In experiment 2, we operationalized the frames using a comparison featuring a sponso…
The Influence of Chronic and Situational Self-Construal on Categorization
Four studies, using chronic and situational self-construal, supported the proposition that individualists (collectivists) focus on within-category richness (between-category differentiation). Collectivists judged paired products as less similar than individualists did, but only at the higher level of a category hierarchy (studies 1 and 2). Further, collectivists were more context driven in product ratings in a categorization task (study 3). Study…
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…
On assuaging positive bias in environmental value elicitation
Motivated Reasoning
We show how motivation affects reasoning through reliance on a biased set of cognitive processes. We manipulate the level of brand preference experimentally and expose subjects to a message that is either consistent or inconsistent with their manipulated preference. Further, the message contains either strong or weak arguments. In two experiments, we find that preference-inconsistent information is processed more systematically and is counterargu…
When More May Be Less
We examined the consequences of regulatory focus on exposure to two types of comparative advertising frames—a maximal claim (“brand A is superior to brand B”) and a minimal claim (“brand A is equivalent or similar to brand B”)—in three experiments. In experiment 1, we manipulated these frames, basing the sponsor brand's claim on comparison with an existing brand. In experiment 2, we operationalized the frames using a comparison featuring a sponso…
The Influence of Chronic and Situational Self-Construal on Categorization
Four studies, using chronic and situational self-construal, supported the proposition that individualists (collectivists) focus on within-category richness (between-category differentiation). Collectivists judged paired products as less similar than individualists did, but only at the higher level of a category hierarchy (studies 1 and 2). Further, collectivists were more context driven in product ratings in a categorization task (study 3). Study…
For Better or For Worse? Valenced Comparative Frames and Regulatory Focus
Three experiments examine how prevention-focused and promotion-focused consumers evaluate the comparison brand and what information they anchor on in direct comparative ads framed positively or negatively. Negative (vs. positive) frames lead prevention-focused respondents to exhibit higher evaluations for the advertised brand and lower evaluations for the comparison brand. Under promotion focus, positive (vs. negative) frames lead to more favorab…
On assuaging positive bias in environmental value elicitation
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…
Covid-19 Charity Advertising
We investigate the interactive effect of donors' self-construal and frame of a persuasive message (emphasizing statistical or identifiable victims affected by COVID-19) on donation intent. Three studies featuring 1,104 participants document a positive effect of the identifiable victim (vs. statistical victims) frame on donation intent, but only for interdependent respondents and not for independent ones (study 1). This conditional positive effect…
Stimulating or Intimidating
Artificial intelligence (AI) has penetrated the marketing landscape and is having a profound impact on businesses’ communication strategies. With AI coming under the spotlight, we know surprisingly little about its impact on consumers’ patronage likelihood. This research attempts to address this void by investigating the “just-walk-out” retail technology in cohort with in-store communication. Across three studies, conducted online and in the fiel…
Tourists and AI
Sustaining Livelihoods or Saving Lives? Economic System Justification in the Time of Covid-19
Preference for imperfect produce
Food waste is a critical global issue, posing substantial environmental, social, and financial challenges, even as millions continue to face uncertainty regarding their next meal source. The seriousness of this problem necessitates a closer look into ways to reduce food waste. In this investigation, we identify a key factor which contributes to food waste-imperfect fruits and vegetables (FaVs), defined as foods that are non-uniform in shape, colo…
Invisible Rankings
Consumers frequently use lists that were created by marketers, experts, or media platforms, such as a list of favorite restaurants. The authors refer to such lists as curated lists because they include items that appear to be endorsed or recommended by the list maker. Although these lists are typically ranked and numbered, marketers sometimes create lists that are not numbered, making it unclear whether the items have been ranked. Twelve studies …
Psychology (9 works) · Social Psychology (8 works) · Political science (7 works) · Business (6 works) · Advertising (5 works) · Computer Science (5 works) · Consumer Behavior in Brand Consumption and Identification (4 works) · Economics (4 works) · Marketing (4 works) · Social and Intergroup Psychology (4 works)