Jennifer L Aaker
Biographic Data
| ID | 87935 |
|---|---|
| NAME | Jennifer L Aaker |
| GIVEN NAMES | Jennifer L |
| FAMILY NAME | Aaker |
| SIGNATURE | AAKER J L |
| AFFILIATIONS | Anderson School of Management, UCLA |
| VERIFIED | No |
| TOTAL WORKS | 12 |
| TOTAL CITATIONS | 407 |
| AUTHOR COUNT | 12 |
| EDITOR COUNT | 0 |
| FIRST PUBLICATION YEAR | 1997 |
| LATEST PUBLICATION YEAR | 2013 |
| H-INDEX | 8 |
Some key differences between a happy life and a meaningful life
Time Will Tell: The Distant Appeal of Promotion and Imminent Appeal of Prevention: Table 1
What types of products are preferred when the purchase is immediate versus off in the distant future? Three experiments address this question by examining the influence of temporal perspective on evaluations of regulatory-framed products. The results reveal that when a purchase is about to be made, consumers prefer prevention- (vs. promotion-) framed products—an effect that is driven by the pain anticipated from potentially failing one's looming …
Bringing the Frame Into Focus: The Influence of Regulatory Fit on Processing Fluency and Persuasion
This research demonstrates that people's goals associated with regulatory focus moderate the effect of message framing on persuasion. The results of 6 experiments show that appeals presented in gain frames are more persuasive when the message is promotion focused, whereas loss-framed appeals are more persuasive when the message is prevention focused. These regulatory focus effects suggesting heightened vigilance against negative outcomes and heig…
Can Mixed Emotions Peacefully Coexist
This research sheds insight on the psychological impact of mixed emotions on attitudes. In three experiments, we show that persuasion appeals that highlight conflicting emotions (e.g., both happiness and sadness) lead to less favorable attitudes for individuals with a lower propensity to accept duality (e.g., Anglo Americans, younger adults) relative to those with a higher propensity (e.g., Asian Americans, older adults). The effect appears to be…
I" Seek Pleasures and "We" Avoid Pains: The Role of Self-Regulatory Goals in Information Processing and Persuasion
In four experiments, we show that goals associated with approach and avoidance needs influence persuasion and that the accessibility of distinct self-views moderates these effects. Specifically, individuals with an accessible independent self-view are more persuaded by promotion-focused information that is consistent with an approach goal. In contrast, individuals whose interdependent self-view is more accessible are more persuaded by prevention …
The pleasures and pains of distinct self-construals: The role of interdependence in regulatory focus
Regulatory focus theory distinguishes between self-regulatory processes that focus on promotion and prevention strategies for goal pursuit. Five studies provide support for the hypothesis that these strategies differ for individuals with distinct self-construals. Specifically, individuals with a dominant independent self-construal were predicted to place more emphasis on promotion-focused information, and those with a dominant interdependent self…
Accessibility Or Diagnosticity? Disentangling the Influence of Culture on Persuasion Processes and Attitudes
This research explores the extent to which differences in perceived diagnosticity as compared with differences in the accessibility of associations embedded in persuasion appeals better account for the attitudinal differences found in the culture and persuasion literature. Experiment 1 replicates basic findings showing that high culture-distinct associations lead to more favorable attitudes for individuals in the target culture relative to a nont…
The Malleable Self: The Role of Self-Expression in Persuasion
Considerable research in consumer experimental psychology has examined the self-expressive role of brands but has found little support for the premise that the interaction of the personality traits associated with a brand and those associated with an individual's self-concept influence attitudes. The current research focuses on the influence of the malleable self-concept on consumer attitudes toward a brand, based on the its personality associati…
Empathy Versus Pride: The Influence of Emotional Appeals Across Cultures
This research examines the persuasive effect of emotional appeals on members of collectivist versus individualist cultures. The results of two experiments demonstrate that ego-focused (e.g., pride, happiness) versus other-focused (e.g., empathy, peacefulness) emotional appeals lead to more favorable attitudes for members of a collectivist culture, while other-focused versus ego-focused emotional appeals lead to more favorable attitudes for member…
Dimensions of Brand Personality
Although a considerable amount of research in personality psychology has been done to conceptualize human personality, identify the “Big Five” dimensions, and explore the meaning of each dimension, no parallel research has been conducted in consumer behavior on brand personality. Consequently, an understanding of the symbolic use of brands has been limited in the consumer behavior literature. In this research, the author develops a theoretical fr…
Dimensions of Brand Personality
Although a considerable amount of research in personality psychology has been done to conceptualize human personality, identify the “Big Five” dimensions, and explore the meaning of each dimension,...
The Effect of Cultural Orientation on Persuasion
The objective of this research is to assess the cross-cultural generalizability of persuasion effects predicted by dual process models. In two experiments, the impact of motivation, congruity of persuasive communication and the diagnosticity of heuristic cues on the processing strategies and product evaluations of members of a collectivist culture were compared with findings documented in past research in individualist cultures. This research sup…
Bringing the Frame Into Focus: The Influence of Regulatory Fit on Processing Fluency and Persuasion
This research demonstrates that people's goals associated with regulatory focus moderate the effect of message framing on persuasion. The results of 6 experiments show that appeals presented in gain frames are more persuasive when the message is promotion focused, whereas loss-framed appeals are more persuasive when the message is prevention focused. These regulatory focus effects suggesting heightened vigilance against negative outcomes and heig…
The pleasures and pains of distinct self-construals: The role of interdependence in regulatory focus
Regulatory focus theory distinguishes between self-regulatory processes that focus on promotion and prevention strategies for goal pursuit. Five studies provide support for the hypothesis that these strategies differ for individuals with distinct self-construals. Specifically, individuals with a dominant independent self-construal were predicted to place more emphasis on promotion-focused information, and those with a dominant interdependent self…
I" Seek Pleasures and "We" Avoid Pains: The Role of Self-Regulatory Goals in Information Processing and Persuasion
In four experiments, we show that goals associated with approach and avoidance needs influence persuasion and that the accessibility of distinct self-views moderates these effects. Specifically, individuals with an accessible independent self-view are more persuaded by promotion-focused information that is consistent with an approach goal. In contrast, individuals whose interdependent self-view is more accessible are more persuaded by prevention …
Can Mixed Emotions Peacefully Coexist
This research sheds insight on the psychological impact of mixed emotions on attitudes. In three experiments, we show that persuasion appeals that highlight conflicting emotions (e.g., both happiness and sadness) lead to less favorable attitudes for individuals with a lower propensity to accept duality (e.g., Anglo Americans, younger adults) relative to those with a higher propensity (e.g., Asian Americans, older adults). The effect appears to be…
Empathy Versus Pride: The Influence of Emotional Appeals Across Cultures
This research examines the persuasive effect of emotional appeals on members of collectivist versus individualist cultures. The results of two experiments demonstrate that ego-focused (e.g., pride, happiness) versus other-focused (e.g., empathy, peacefulness) emotional appeals lead to more favorable attitudes for members of a collectivist culture, while other-focused versus ego-focused emotional appeals lead to more favorable attitudes for member…
The Effect of Cultural Orientation on Persuasion
The objective of this research is to assess the cross-cultural generalizability of persuasion effects predicted by dual process models. In two experiments, the impact of motivation, congruity of persuasive communication and the diagnosticity of heuristic cues on the processing strategies and product evaluations of members of a collectivist culture were compared with findings documented in past research in individualist cultures. This research sup…
Time Will Tell: The Distant Appeal of Promotion and Imminent Appeal of Prevention: Table 1
What types of products are preferred when the purchase is immediate versus off in the distant future? Three experiments address this question by examining the influence of temporal perspective on evaluations of regulatory-framed products. The results reveal that when a purchase is about to be made, consumers prefer prevention- (vs. promotion-) framed products—an effect that is driven by the pain anticipated from potentially failing one's looming …
Accessibility Or Diagnosticity? Disentangling the Influence of Culture on Persuasion Processes and Attitudes
This research explores the extent to which differences in perceived diagnosticity as compared with differences in the accessibility of associations embedded in persuasion appeals better account for the attitudinal differences found in the culture and persuasion literature. Experiment 1 replicates basic findings showing that high culture-distinct associations lead to more favorable attitudes for individuals in the target culture relative to a nont…
Dimensions of Brand Personality
Although a considerable amount of research in personality psychology has been done to conceptualize human personality, identify the “Big Five” dimensions, and explore the meaning of each dimension, no parallel research has been conducted in consumer behavior on brand personality. Consequently, an understanding of the symbolic use of brands has been limited in the consumer behavior literature. In this research, the author develops a theoretical fr…
Dimensions of Brand Personality
Although a considerable amount of research in personality psychology has been done to conceptualize human personality, identify the “Big Five” dimensions, and explore the meaning of each dimension,...
The Effect of Cultural Orientation on Persuasion
The objective of this research is to assess the cross-cultural generalizability of persuasion effects predicted by dual process models. In two experiments, the impact of motivation, congruity of persuasive communication and the diagnosticity of heuristic cues on the processing strategies and product evaluations of members of a collectivist culture were compared with findings documented in past research in individualist cultures. This research sup…
Empathy Versus Pride: The Influence of Emotional Appeals Across Cultures
This research examines the persuasive effect of emotional appeals on members of collectivist versus individualist cultures. The results of two experiments demonstrate that ego-focused (e.g., pride, happiness) versus other-focused (e.g., empathy, peacefulness) emotional appeals lead to more favorable attitudes for members of a collectivist culture, while other-focused versus ego-focused emotional appeals lead to more favorable attitudes for member…
The Malleable Self: The Role of Self-Expression in Persuasion
Considerable research in consumer experimental psychology has examined the self-expressive role of brands but has found little support for the premise that the interaction of the personality traits associated with a brand and those associated with an individual's self-concept influence attitudes. The current research focuses on the influence of the malleable self-concept on consumer attitudes toward a brand, based on the its personality associati…
The pleasures and pains of distinct self-construals: The role of interdependence in regulatory focus
Regulatory focus theory distinguishes between self-regulatory processes that focus on promotion and prevention strategies for goal pursuit. Five studies provide support for the hypothesis that these strategies differ for individuals with distinct self-construals. Specifically, individuals with a dominant independent self-construal were predicted to place more emphasis on promotion-focused information, and those with a dominant interdependent self…
Accessibility Or Diagnosticity? Disentangling the Influence of Culture on Persuasion Processes and Attitudes
This research explores the extent to which differences in perceived diagnosticity as compared with differences in the accessibility of associations embedded in persuasion appeals better account for the attitudinal differences found in the culture and persuasion literature. Experiment 1 replicates basic findings showing that high culture-distinct associations lead to more favorable attitudes for individuals in the target culture relative to a nont…
I" Seek Pleasures and "We" Avoid Pains: The Role of Self-Regulatory Goals in Information Processing and Persuasion
In four experiments, we show that goals associated with approach and avoidance needs influence persuasion and that the accessibility of distinct self-views moderates these effects. Specifically, individuals with an accessible independent self-view are more persuaded by promotion-focused information that is consistent with an approach goal. In contrast, individuals whose interdependent self-view is more accessible are more persuaded by prevention …
Can Mixed Emotions Peacefully Coexist
This research sheds insight on the psychological impact of mixed emotions on attitudes. In three experiments, we show that persuasion appeals that highlight conflicting emotions (e.g., both happiness and sadness) lead to less favorable attitudes for individuals with a lower propensity to accept duality (e.g., Anglo Americans, younger adults) relative to those with a higher propensity (e.g., Asian Americans, older adults). The effect appears to be…
Bringing the Frame Into Focus: The Influence of Regulatory Fit on Processing Fluency and Persuasion
This research demonstrates that people's goals associated with regulatory focus moderate the effect of message framing on persuasion. The results of 6 experiments show that appeals presented in gain frames are more persuasive when the message is promotion focused, whereas loss-framed appeals are more persuasive when the message is prevention focused. These regulatory focus effects suggesting heightened vigilance against negative outcomes and heig…
Time Will Tell: The Distant Appeal of Promotion and Imminent Appeal of Prevention: Table 1
What types of products are preferred when the purchase is immediate versus off in the distant future? Three experiments address this question by examining the influence of temporal perspective on evaluations of regulatory-framed products. The results reveal that when a purchase is about to be made, consumers prefer prevention- (vs. promotion-) framed products—an effect that is driven by the pain anticipated from potentially failing one's looming …
Some key differences between a happy life and a meaningful life
Psychology (10 works) · Social Psychology (10 works) · Cultural Differences and Values (7 works) · Persuasion (6 works) · Social and Intergroup Psychology (6 works) · Behavioral Health and Interventions (5 works) · Consumer Behavior in Brand Consumption and Identification (5 works) · Regulatory focus theory (4 works) · Cognitive psychology (3 works) · Computer Science (3 works)