Joseph K Goodman
Biographic Data
| ID | 76284 |
|---|---|
| NAME | Joseph K Goodman |
| GIVEN NAMES | Joseph K |
| FAMILY NAME | Goodman |
| SIGNATURE | GOODMAN J K |
| AFFILIATIONS | The Ohio State University |
| ORCID | 0000-0002-0525-5219 |
| VERIFIED | Yes |
| TOTAL WORKS | 14 |
| TOTAL CITATIONS | 345 |
| AUTHOR COUNT | 14 |
| EDITOR COUNT | 0 |
| FIRST PUBLICATION YEAR | 1971 |
| LATEST PUBLICATION YEAR | 2026 |
| H-INDEX | 6 |
Are Critics More Credible? When Positivity Is Expected, Negative Reviewers Are Perceived to Be Less Credible
When writing a review, influencers market their credibility–a critical antecedent to consumers’ attitudes towards reviewers, reviews, and brands. This research examines how consumer reviews shape source credibility and subsequent word-of-mouth (WOM) of influencers. Nineteen studies (N = 7,330), across several product categories and situations, find that consumers perceive negative reviewers as less credible than positive reviewers due to an expec…
Subjective Well-Being Enhances Experiential Perceptions
The experiential advantage refers to the well-being people derive from experiences over material goods. This research took a psychological needs approach and tested whether well-being predicts seeing purchases and products as being able to offer experiences. Five studies, using trait and state measures of well-being and sampling people in Asia and North America, supported this hypothesis. Controlled studies found that people higher in trait well-…
The Threshold-Crossing Effect: Just-Below Pricing Discourages Consumers to Upgrade
Managers often set prices just-below a round number (e.g., $39)-a strategy that lowers price perceptions and increases sales. The authors question this conventional wisdom in a common consumer context: upgrade decisions (e.g., whether to upgrade a rental car or hotel room). Seven studies-including one field study-provide empirical evidence for a threshold-crossing effect. When a base product is priced at or just-above a threshold, consumers are m…
Choosing what to choose from: Preference for inclusion over exclusion when constructing consideration sets from large choice sets
Decision making is a two‐stage process, consisting of, first, consideration set construction and then final choice. Decision makers can form a consideration set from a choice set using one of two strategies: including the options they wish to further consider or excluding those they do not wish to further consider. The authors propose that decision makers have a relative preference for an inclusion (vs. exclusion) strategy when choosing from larg…
Re-examining the Experiential Advantage in Consumption: A Meta-Analysis and Review
A wealth of consumer research has proposed an experiential advantage: consumers yield greater happiness from purchasing experiences compared to material possessions. While this research stream has undoubtedly influenced consumer research, few have questioned its limitations, explored moderators, or investigated filedrawer effects. This has left marketing managers, consumers, and researchers questioning the relevance of the experiential advantage.…
The Material-Experiential Asymmetry in Discounting: When Experiential Purchases Lead to More Impatience
Consumers routinely make decisions about the timing of their consumption, making tradeoffs between consuming now or later. Most of the literature examining impatience considers monetary outcomes (i.e., delaying dollars), implicitly assuming that how the money is spent does not systematically alter impatience levels and patterns. The authors propose an impatience asymmetry for material and experiential purchases based on utility duration. Five stu…
When Consumers Prefer to Give Material Gifts Instead of Experiences: The Role of Social Distance
Although previous research suggests that there are hedonic and interpersonal benefits to gifting experiences, consumers often give material gifts rather than experiential gifts. Exploring this mismatch, the current research examines when and why consumers prefer to give material versus experiential gifts. The authors propose that gift givers are more likely to give experiential gifts to socially close recipients than socially distant recipients. …
Crowdsourcing Consumer Research
Data collection in consumer research has progressively moved away from traditional samples (e.g., university undergraduates) and toward Internet samples. In the last complete volume of the Journal of Consumer Research (June 2015-April 2016), 43% of behavioral studies were conducted on the crowdsourcing website Amazon Mechanical Turk (MTurk). The option to crowdsource empirical investigations has great efficiency benefits for both individual resea…
Choice overload: A conceptual review and meta‐analysis
Data Collection in a Flat World: The Strengths and Weaknesses of Mechanical Turk Samples
Mechanical Turk (MTurk), an online labor system run by Amazon.com, provides quick, easy, and inexpensive access to online research participants. As use of MTurk has grown, so have questions from behavioral researchers about its participants, reliability, and low compensation. In this article, we review recent research about MTurk and compare MTurk participants with community and student samples on a set of personality dimensions and classic decis…
Choosing Here and Now versus There and Later: The Moderating Role of Psychological Distance on Assortment Size Preferences
Consumers prefer larger assortments, despite the negative consequences associated with choosing from these sets. This article examines the role of psychological distance (temporal and geographical) in consumers' assortment size decisions and rectifies contradicting hypotheses produced by construal level theory. Six studies demonstrate that while consumers prefer larger assortments when the choice takes place in the here and now, they are more lik…
Commentary on Scheibehenne, Greifeneder, and Todd Choice Overload: Is There Anything to It
Can there ever be too many options? We argue that because choice overload has multiple antecedents, simply searching for a main effect across all conditions and a single "sufficient" condition that is likely to solely predict this effect is not informative. Moreover, because prior research has documented multiple instances in which an abundance of options leads to choice overload, the interesting question is not whether choice overload occurs but…
Happiness for Sale: Do Experiential Purchases Make Consumers Happier than Material Purchases
Previous theories have suggested that consumers will be happier if they spend their money on experiences such as travel as opposed to material possessions such as automobiles. We test this experience recommendation and show that it may be misleading in its general form. Valence of the outcome significantly moderates differences in respondents’ reported retrospective happiness with material versus experiential purchases. For purchases that turned …
Training impulsive children to talk to themselves: A means of developing self-control.
A variety of tasks was employed to train the child to use self-instructions to control his nonverbal behavior. The tasks varied along a dimension from simple sensorimotor abilities to more complex problem-solving abilities. The difficulty level of the training tasks was increased over the four training sessions requiring more cognitively demanding activities. One can imagine a similar training sequence in the learning of a new motor skill such as…
Data Collection in a Flat World: The Strengths and Weaknesses of Mechanical Turk Samples
Mechanical Turk (MTurk), an online labor system run by Amazon.com, provides quick, easy, and inexpensive access to online research participants. As use of MTurk has grown, so have questions from behavioral researchers about its participants, reliability, and low compensation. In this article, we review recent research about MTurk and compare MTurk participants with community and student samples on a set of personality dimensions and classic decis…
Happiness for Sale: Do Experiential Purchases Make Consumers Happier than Material Purchases
Previous theories have suggested that consumers will be happier if they spend their money on experiences such as travel as opposed to material possessions such as automobiles. We test this experience recommendation and show that it may be misleading in its general form. Valence of the outcome significantly moderates differences in respondents’ reported retrospective happiness with material versus experiential purchases. For purchases that turned …
Crowdsourcing Consumer Research
Data collection in consumer research has progressively moved away from traditional samples (e.g., university undergraduates) and toward Internet samples. In the last complete volume of the Journal of Consumer Research (June 2015-April 2016), 43% of behavioral studies were conducted on the crowdsourcing website Amazon Mechanical Turk (MTurk). The option to crowdsource empirical investigations has great efficiency benefits for both individual resea…
Choosing Here and Now versus There and Later: The Moderating Role of Psychological Distance on Assortment Size Preferences
Consumers prefer larger assortments, despite the negative consequences associated with choosing from these sets. This article examines the role of psychological distance (temporal and geographical) in consumers' assortment size decisions and rectifies contradicting hypotheses produced by construal level theory. Six studies demonstrate that while consumers prefer larger assortments when the choice takes place in the here and now, they are more lik…
Re-examining the Experiential Advantage in Consumption: A Meta-Analysis and Review
A wealth of consumer research has proposed an experiential advantage: consumers yield greater happiness from purchasing experiences compared to material possessions. While this research stream has undoubtedly influenced consumer research, few have questioned its limitations, explored moderators, or investigated filedrawer effects. This has left marketing managers, consumers, and researchers questioning the relevance of the experiential advantage.…
Commentary on Scheibehenne, Greifeneder, and Todd Choice Overload: Is There Anything to It
Can there ever be too many options? We argue that because choice overload has multiple antecedents, simply searching for a main effect across all conditions and a single "sufficient" condition that is likely to solely predict this effect is not informative. Moreover, because prior research has documented multiple instances in which an abundance of options leads to choice overload, the interesting question is not whether choice overload occurs but…
When Consumers Prefer to Give Material Gifts Instead of Experiences: The Role of Social Distance
Although previous research suggests that there are hedonic and interpersonal benefits to gifting experiences, consumers often give material gifts rather than experiential gifts. Exploring this mismatch, the current research examines when and why consumers prefer to give material versus experiential gifts. The authors propose that gift givers are more likely to give experiential gifts to socially close recipients than socially distant recipients. …
The Threshold-Crossing Effect: Just-Below Pricing Discourages Consumers to Upgrade
Managers often set prices just-below a round number (e.g., $39)-a strategy that lowers price perceptions and increases sales. The authors question this conventional wisdom in a common consumer context: upgrade decisions (e.g., whether to upgrade a rental car or hotel room). Seven studies-including one field study-provide empirical evidence for a threshold-crossing effect. When a base product is priced at or just-above a threshold, consumers are m…
The Material-Experiential Asymmetry in Discounting: When Experiential Purchases Lead to More Impatience
Consumers routinely make decisions about the timing of their consumption, making tradeoffs between consuming now or later. Most of the literature examining impatience considers monetary outcomes (i.e., delaying dollars), implicitly assuming that how the money is spent does not systematically alter impatience levels and patterns. The authors propose an impatience asymmetry for material and experiential purchases based on utility duration. Five stu…
Choosing what to choose from: Preference for inclusion over exclusion when constructing consideration sets from large choice sets
Decision making is a two‐stage process, consisting of, first, consideration set construction and then final choice. Decision makers can form a consideration set from a choice set using one of two strategies: including the options they wish to further consider or excluding those they do not wish to further consider. The authors propose that decision makers have a relative preference for an inclusion (vs. exclusion) strategy when choosing from larg…
Training impulsive children to talk to themselves: A means of developing self-control.
A variety of tasks was employed to train the child to use self-instructions to control his nonverbal behavior. The tasks varied along a dimension from simple sensorimotor abilities to more complex problem-solving abilities. The difficulty level of the training tasks was increased over the four training sessions requiring more cognitively demanding activities. One can imagine a similar training sequence in the learning of a new motor skill such as…
Happiness for Sale: Do Experiential Purchases Make Consumers Happier than Material Purchases
Previous theories have suggested that consumers will be happier if they spend their money on experiences such as travel as opposed to material possessions such as automobiles. We test this experience recommendation and show that it may be misleading in its general form. Valence of the outcome significantly moderates differences in respondents’ reported retrospective happiness with material versus experiential purchases. For purchases that turned …
Commentary on Scheibehenne, Greifeneder, and Todd Choice Overload: Is There Anything to It
Can there ever be too many options? We argue that because choice overload has multiple antecedents, simply searching for a main effect across all conditions and a single "sufficient" condition that is likely to solely predict this effect is not informative. Moreover, because prior research has documented multiple instances in which an abundance of options leads to choice overload, the interesting question is not whether choice overload occurs but…
Data Collection in a Flat World: The Strengths and Weaknesses of Mechanical Turk Samples
Mechanical Turk (MTurk), an online labor system run by Amazon.com, provides quick, easy, and inexpensive access to online research participants. As use of MTurk has grown, so have questions from behavioral researchers about its participants, reliability, and low compensation. In this article, we review recent research about MTurk and compare MTurk participants with community and student samples on a set of personality dimensions and classic decis…
Choosing Here and Now versus There and Later: The Moderating Role of Psychological Distance on Assortment Size Preferences
Consumers prefer larger assortments, despite the negative consequences associated with choosing from these sets. This article examines the role of psychological distance (temporal and geographical) in consumers' assortment size decisions and rectifies contradicting hypotheses produced by construal level theory. Six studies demonstrate that while consumers prefer larger assortments when the choice takes place in the here and now, they are more lik…
Choice overload: A conceptual review and meta‐analysis
Crowdsourcing Consumer Research
Data collection in consumer research has progressively moved away from traditional samples (e.g., university undergraduates) and toward Internet samples. In the last complete volume of the Journal of Consumer Research (June 2015-April 2016), 43% of behavioral studies were conducted on the crowdsourcing website Amazon Mechanical Turk (MTurk). The option to crowdsource empirical investigations has great efficiency benefits for both individual resea…
When Consumers Prefer to Give Material Gifts Instead of Experiences: The Role of Social Distance
Although previous research suggests that there are hedonic and interpersonal benefits to gifting experiences, consumers often give material gifts rather than experiential gifts. Exploring this mismatch, the current research examines when and why consumers prefer to give material versus experiential gifts. The authors propose that gift givers are more likely to give experiential gifts to socially close recipients than socially distant recipients. …
The Material-Experiential Asymmetry in Discounting: When Experiential Purchases Lead to More Impatience
Consumers routinely make decisions about the timing of their consumption, making tradeoffs between consuming now or later. Most of the literature examining impatience considers monetary outcomes (i.e., delaying dollars), implicitly assuming that how the money is spent does not systematically alter impatience levels and patterns. The authors propose an impatience asymmetry for material and experiential purchases based on utility duration. Five stu…
Choosing what to choose from: Preference for inclusion over exclusion when constructing consideration sets from large choice sets
Decision making is a two‐stage process, consisting of, first, consideration set construction and then final choice. Decision makers can form a consideration set from a choice set using one of two strategies: including the options they wish to further consider or excluding those they do not wish to further consider. The authors propose that decision makers have a relative preference for an inclusion (vs. exclusion) strategy when choosing from larg…
Re-examining the Experiential Advantage in Consumption: A Meta-Analysis and Review
A wealth of consumer research has proposed an experiential advantage: consumers yield greater happiness from purchasing experiences compared to material possessions. While this research stream has undoubtedly influenced consumer research, few have questioned its limitations, explored moderators, or investigated filedrawer effects. This has left marketing managers, consumers, and researchers questioning the relevance of the experiential advantage.…
The Threshold-Crossing Effect: Just-Below Pricing Discourages Consumers to Upgrade
Managers often set prices just-below a round number (e.g., $39)-a strategy that lowers price perceptions and increases sales. The authors question this conventional wisdom in a common consumer context: upgrade decisions (e.g., whether to upgrade a rental car or hotel room). Seven studies-including one field study-provide empirical evidence for a threshold-crossing effect. When a base product is priced at or just-above a threshold, consumers are m…
Are Critics More Credible? When Positivity Is Expected, Negative Reviewers Are Perceived to Be Less Credible
When writing a review, influencers market their credibility–a critical antecedent to consumers’ attitudes towards reviewers, reviews, and brands. This research examines how consumer reviews shape source credibility and subsequent word-of-mouth (WOM) of influencers. Nineteen studies (N = 7,330), across several product categories and situations, find that consumers perceive negative reviewers as less credible than positive reviewers due to an expec…
Subjective Well-Being Enhances Experiential Perceptions
The experiential advantage refers to the well-being people derive from experiences over material goods. This research took a psychological needs approach and tested whether well-being predicts seeing purchases and products as being able to offer experiences. Five studies, using trait and state measures of well-being and sampling people in Asia and North America, supported this hypothesis. Controlled studies found that people higher in trait well-…
Psychology (11 works) · Social Psychology (9 works) · Computer Science (8 works) · Decision-Making and Behavioral Economics (7 works) · Behavioral Health and Interventions (6 works) · Business (5 works) · Consumer Behavior in Brand Consumption and Identification (5 works) · Marketing (5 works) · Economics (4 works) · Experiential learning (4 works)