Grant Packard
Biographic Data
| ID | 84865 |
|---|---|
| NAME | Grant Packard |
| GIVEN NAMES | Grant |
| FAMILY NAME | Packard |
| SIGNATURE | PACKARD G |
| AFFILIATIONS | York University |
| ORCID | 0000-0002-8765-1994 |
| VERIFIED | Yes |
| TOTAL WORKS | 9 |
| TOTAL CITATIONS | 163 |
| AUTHOR COUNT | 8 |
| EDITOR COUNT | 1 |
| FIRST PUBLICATION YEAR | 2014 |
| LATEST PUBLICATION YEAR | 2024 |
| H-INDEX | 4 |
When Language Matters
Text analysis is increasingly used for consumer and marketing insight. But while work has shed light on what firms should say to customers, when to say those things (e.g., within an advertisement or sales interaction) is less clear. Service employees, for example, could adopt a certain speaking style at a conversation's start, end, or throughout. When might specific language features be beneficial? This article introduces a novel approach to addr…
Beyond Scarcity: A Social Value-Based Lens for NFT Pricing
Over the last half-century, consumer research has often depicted scarcity as a dominant factor increasing price. But should we assume that scarcity's upward pressure on price remains intact, in a world where novel forms of digital products proliferate? In this article, we propose that blockchain-encrypted digital goods, in particular, non-fungible tokens (NFTs), offer good reason to revisit this assumption. In this context, we argue and find that…
The Emergence and Evolution of Consumer Language Research
Over the last 50+ years, there has been a huge rise in interest in consumer language research. This article spotlights the emergence and evolution of this area, identifying key themes and trends and highlighting topics for future research. Work has evolved from exploration of broad language concepts (e.g., rhetorics) to specific linguistic features (e.g., phonemes) and from monologues (e.g., advertiser to consumer) to two-way dialogues (e.g., con…
How Verb Tense Shapes Persuasion
When sharing information and opinions about products, services, and experiences, communicators often use either past or present tense (e.g., 'That restaurant was great' or 'That restaurant is great'). Might such differences in verb tense shape communication's impact, and if so, how? A multimethod investigation, including eight studies conducted in the field and lab, demonstrates that using present (vs. past) tense can increase persuasion. Natural…
Expression Modalities: How Speaking Versus Writing Shapes Word of Mouth
Consumers often communicate their attitudes and opinions with others, and such word of mouth has an important impact on what others think, buy, and do. But might the way consumers communicate their attitudes (i.e., through speaking or writing) shape the attitudes they express? And, as a result, the impact of what they share? While a great deal of research has begun to examine drivers of word of mouth, there has been less attention to how communic…
How Concrete Language Shapes Customer Satisfaction
Consumers are often frustrated by customer service. But could a simple shift in language help improve customer satisfaction? We suggest that linguistic concreteness-the tangibility, specificity, or imaginability of words employees use when speaking to customers-can shape consumer attitudes and behaviors. Five studies, including text analysis of over 1,000 real consumer-employee interactions in two different field contexts, demonstrate that custom…
When Boastful Word of Mouth Helps versus Hurts Social Perceptions and Persuasion
Although self-enhancement has recently been established as a central motive for sharing word-of-mouth information, little is known about the impact of self-enhancing assertions (e.g., boasting) on persuasion. We theorize, and demonstrate in three studies, that although boasting is perceived negatively, such immodest self-presentations can either impede or enhance social perceptions and persuasion. The valence of the persuasion outcome depends hea…
Investigating Variation in Replicability: A “Many Labs” Replication Project
Although replication is a central tenet of science, direct replications are rare in psychology. This research tested variation in the replicability of 13 classic and contemporary effects across 36 independent samples totaling 6,344 participants. In the aggregate, 10 effects replicated consistently. One effect – imagined contact reducing prejudice – showed weak support for replicability. And two effects – flag priming influencing conservatism and …
Commentaries and Rejoinder on
While direct replications such as the “Many Labs” project are extremely valuable in testing the reliability of published findings across laboratories, they reflect the common reliance in psychology on single vignettes or stimuli, which limits the scope of the conclusions that can be reached. New experimental tools and statistical techniques make it easier to routinely sample stimuli, and to appropriately treat them as random factors. We encourage…
Investigating Variation in Replicability: A “Many Labs” Replication Project
Although replication is a central tenet of science, direct replications are rare in psychology. This research tested variation in the replicability of 13 classic and contemporary effects across 36 independent samples totaling 6,344 participants. In the aggregate, 10 effects replicated consistently. One effect – imagined contact reducing prejudice – showed weak support for replicability. And two effects – flag priming influencing conservatism and …
How Concrete Language Shapes Customer Satisfaction
Consumers are often frustrated by customer service. But could a simple shift in language help improve customer satisfaction? We suggest that linguistic concreteness-the tangibility, specificity, or imaginability of words employees use when speaking to customers-can shape consumer attitudes and behaviors. Five studies, including text analysis of over 1,000 real consumer-employee interactions in two different field contexts, demonstrate that custom…
Commentaries and Rejoinder on
While direct replications such as the “Many Labs” project are extremely valuable in testing the reliability of published findings across laboratories, they reflect the common reliance in psychology on single vignettes or stimuli, which limits the scope of the conclusions that can be reached. New experimental tools and statistical techniques make it easier to routinely sample stimuli, and to appropriately treat them as random factors. We encourage…
The Emergence and Evolution of Consumer Language Research
Over the last 50+ years, there has been a huge rise in interest in consumer language research. This article spotlights the emergence and evolution of this area, identifying key themes and trends and highlighting topics for future research. Work has evolved from exploration of broad language concepts (e.g., rhetorics) to specific linguistic features (e.g., phonemes) and from monologues (e.g., advertiser to consumer) to two-way dialogues (e.g., con…
Beyond Scarcity: A Social Value-Based Lens for NFT Pricing
Over the last half-century, consumer research has often depicted scarcity as a dominant factor increasing price. But should we assume that scarcity's upward pressure on price remains intact, in a world where novel forms of digital products proliferate? In this article, we propose that blockchain-encrypted digital goods, in particular, non-fungible tokens (NFTs), offer good reason to revisit this assumption. In this context, we argue and find that…
Expression Modalities: How Speaking Versus Writing Shapes Word of Mouth
Consumers often communicate their attitudes and opinions with others, and such word of mouth has an important impact on what others think, buy, and do. But might the way consumers communicate their attitudes (i.e., through speaking or writing) shape the attitudes they express? And, as a result, the impact of what they share? While a great deal of research has begun to examine drivers of word of mouth, there has been less attention to how communic…
When Boastful Word of Mouth Helps versus Hurts Social Perceptions and Persuasion
Although self-enhancement has recently been established as a central motive for sharing word-of-mouth information, little is known about the impact of self-enhancing assertions (e.g., boasting) on persuasion. We theorize, and demonstrate in three studies, that although boasting is perceived negatively, such immodest self-presentations can either impede or enhance social perceptions and persuasion. The valence of the persuasion outcome depends hea…
How Verb Tense Shapes Persuasion
When sharing information and opinions about products, services, and experiences, communicators often use either past or present tense (e.g., 'That restaurant was great' or 'That restaurant is great'). Might such differences in verb tense shape communication's impact, and if so, how? A multimethod investigation, including eight studies conducted in the field and lab, demonstrates that using present (vs. past) tense can increase persuasion. Natural…
When Language Matters
Text analysis is increasingly used for consumer and marketing insight. But while work has shed light on what firms should say to customers, when to say those things (e.g., within an advertisement or sales interaction) is less clear. Service employees, for example, could adopt a certain speaking style at a conversation's start, end, or throughout. When might specific language features be beneficial? This article introduces a novel approach to addr…
Investigating Variation in Replicability: A “Many Labs” Replication Project
Although replication is a central tenet of science, direct replications are rare in psychology. This research tested variation in the replicability of 13 classic and contemporary effects across 36 independent samples totaling 6,344 participants. In the aggregate, 10 effects replicated consistently. One effect – imagined contact reducing prejudice – showed weak support for replicability. And two effects – flag priming influencing conservatism and …
Commentaries and Rejoinder on
While direct replications such as the “Many Labs” project are extremely valuable in testing the reliability of published findings across laboratories, they reflect the common reliance in psychology on single vignettes or stimuli, which limits the scope of the conclusions that can be reached. New experimental tools and statistical techniques make it easier to routinely sample stimuli, and to appropriately treat them as random factors. We encourage…
When Boastful Word of Mouth Helps versus Hurts Social Perceptions and Persuasion
Although self-enhancement has recently been established as a central motive for sharing word-of-mouth information, little is known about the impact of self-enhancing assertions (e.g., boasting) on persuasion. We theorize, and demonstrate in three studies, that although boasting is perceived negatively, such immodest self-presentations can either impede or enhance social perceptions and persuasion. The valence of the persuasion outcome depends hea…
How Concrete Language Shapes Customer Satisfaction
Consumers are often frustrated by customer service. But could a simple shift in language help improve customer satisfaction? We suggest that linguistic concreteness-the tangibility, specificity, or imaginability of words employees use when speaking to customers-can shape consumer attitudes and behaviors. Five studies, including text analysis of over 1,000 real consumer-employee interactions in two different field contexts, demonstrate that custom…
Expression Modalities: How Speaking Versus Writing Shapes Word of Mouth
Consumers often communicate their attitudes and opinions with others, and such word of mouth has an important impact on what others think, buy, and do. But might the way consumers communicate their attitudes (i.e., through speaking or writing) shape the attitudes they express? And, as a result, the impact of what they share? While a great deal of research has begun to examine drivers of word of mouth, there has been less attention to how communic…
How Verb Tense Shapes Persuasion
When sharing information and opinions about products, services, and experiences, communicators often use either past or present tense (e.g., 'That restaurant was great' or 'That restaurant is great'). Might such differences in verb tense shape communication's impact, and if so, how? A multimethod investigation, including eight studies conducted in the field and lab, demonstrates that using present (vs. past) tense can increase persuasion. Natural…
When Language Matters
Text analysis is increasingly used for consumer and marketing insight. But while work has shed light on what firms should say to customers, when to say those things (e.g., within an advertisement or sales interaction) is less clear. Service employees, for example, could adopt a certain speaking style at a conversation's start, end, or throughout. When might specific language features be beneficial? This article introduces a novel approach to addr…
Beyond Scarcity: A Social Value-Based Lens for NFT Pricing
Over the last half-century, consumer research has often depicted scarcity as a dominant factor increasing price. But should we assume that scarcity's upward pressure on price remains intact, in a world where novel forms of digital products proliferate? In this article, we propose that blockchain-encrypted digital goods, in particular, non-fungible tokens (NFTs), offer good reason to revisit this assumption. In this context, we argue and find that…
The Emergence and Evolution of Consumer Language Research
Over the last 50+ years, there has been a huge rise in interest in consumer language research. This article spotlights the emergence and evolution of this area, identifying key themes and trends and highlighting topics for future research. Work has evolved from exploration of broad language concepts (e.g., rhetorics) to specific linguistic features (e.g., phonemes) and from monologues (e.g., advertiser to consumer) to two-way dialogues (e.g., con…
Psychology (8 works) · Social Psychology (6 works) · Cognitive psychology (5 works) · Business (4 works) · Computer Science (4 works) · Digital Communication and Language (4 works) · Advertising (3 works) · Consumer Behavior in Brand Consumption and Identification (3 works) · Digital Marketing and Social Media (3 works) · Linguistics (3 works)