Peter R Darke
Dados Biográficos
| ID | 109461 |
|---|---|
| NOME | Peter R Darke |
| PRENOMES | Peter R |
| SOBRENOME | Darke |
| ASSINATURA | DARKE P R |
| AFILIAÇÕES | University of British Columbia |
| ORCID | 0000-0002-8331-8801 |
| VERIFICADO | Sim |
| TOTAL DE OBRAS | 17 |
| TOTAL DE CITAÇÕES | 88 |
| TOTAL COMO AUTOR | 10 |
| TOTAL COMO EDITOR | 7 |
| PRIMEIRO ANO DE PUBLICAÇÃO | 1997 |
| ANO MAIS RECENTE DE PUBLICAÇÃO | 2025 |
| ÍNDICE H | 6 |
Painful Prices
Consumers’ responses to seller’s prices, including perceptions of price fairness (PPF) and unfairness, are a crucial aspect of the marketplace. Although past literature has uncovered a variety of factors that influence PPF, the lack of an overarching conceptual framework has constrained understanding of when and why consumers are more likely to perceive prices as fair or unfair. The authors develop a conceptual model of PPF as moral judgments and…
Winning the Battle but Losing the War
Misleading information pervades marketing communications, and is a long-standing issue in business ethics. Regulators place a heavy burden on consumers to detect misleading information, and a number of studies have shown training can improve their ability to do so. However, the possible side effects have largely gone unexamined. We provide evidence for one such side-effect, whereby training consumers to detect a specific tactic (illegitimate endo…
Banking Happiness
Merely anticipating a future sad event motivates consumers to 'accumulate happiness' in order to enhance their ability to cope with the anticipated sadness later-a phenomenon that we call banking happiness. To bank happiness, consumers not only choose positive stimuli over non-positive stimuli when given the choice, but even when such a choice does not exist, tend to recall more positive memories. Consumers bank happiness because of the lay theor…
Understanding the effects of counterfeit quality on consumer attitudes toward genuine brands
Using an associative judgment framework, the authors examine the implications that negative feedback about counterfeit performance can have on subsequent evaluations for both the imitated genuine brand and competing genuine brands. Findings from two studies suggest that poor–quality counterfeits can carry over to produce negative evaluations for the target brand and closely associated competitors, but not to weakly associated competitors. These n…
Language and Consumer Dishonesty
How does foreign language influence consumer dishonesty? We propose a self-diagnosticity theory arguing that compared to one's native language, using a foreign language makes lying appear less self-diagnostic, thereby increasing or decreasing lying depending on which aspect of the self is salient. In situations where lying reflects an undesirable, dishonest self, using a foreign language increases lying. In contrast, in situations where lying pri…
Congruence and Incongruence in Thematic Advertisement–Medium Combinations
We suggest that thematic ad–medium congruency versus incongruency evokes distinct effects on consumer evaluations through different underlying mechanisms. Specifically, we propose congruency largely has positive effects on consumer evaluations due to a relatively automatic fluency process, whereas incongruency evokes a more conscious and negative persuasion knowledge (PK) process that leads to negative evaluations. Study 1 showed that consumers w…
Promotional Games Increase Consumer Conversion Rates and Spending
Promotional games are used frequently in retail stores and online. While prior literature has focused on antecedents of promotional games, such as how individual differences induce game participation, little is known about post-winning decision making or its underlying processes. This study offers findings from seven studies to provide a detailed perspective on how promotional games increase consumer conversion rates and spending. The effect of w…
The Smartphone as a Pacifying Technology
In light of consumers' growing dependence on their smartphones, this article investigates the nature of the relationship that consumers form with their smartphone and its underlying mechanisms. We propose that in addition to obvious functional benefits, consumers in fact derive emotional benefits from their smartphone-in particular, feelings of psychological comfort and, if needed, actual stress relief. In other words, in a sense, smartphones are…
Deception Memory
Consumers tell many lies. While engaging in deception can provide a variety of benefits, a potential danger when lying is that the consumer may subsequently forget aspects of the lie told. To ensure the deception is not inadvertently revealed later, the consumer must remember the content of the lie. In this research, we introduce the notion of deception memory—which we define as memory for the content of a previously communicated lie—and examine …
Delicate Snowflakes and Broken Bonds
When do consumers experience offense due to another individual’s choice, use, display, gifting, sharing, or disposal of a product? Why do they experience offense, and does it matter if they do? In this article, we first draw from past work in multiple disciplines to offer a unique conceptualization of consumption-based offense. We then develop a framework of types of violations that may generate consumption-based offense and propose a set of affe…
The Optimistic Trust Effect
In a process the authors term just world coping, some consumers use positive beliefs concerning the general benevolence of the world as a resource to cope with marketplace threat. This belief buffers or even, ironically, enhances trust judgments in the face of threat. Three experiments and one replication show that, whereas consumers who do not hold this belief respond to decision-generated threat with distrust, trust is significantly higher for …
The Defensive Consumer
The authors show that deceptive advertising engenders distrust, which negatively affects people's responses to subsequent advertising from both the same source and second-party sources. This negative bias operates through a process of defensive stereotyping, in which the initial deception induces negative beliefs about advertising and marketing in general, thus undermining the credibility of further advertising.
The Importance and Functional Significance of Affective Cues in Consumer Choice
Existing evidence for affect's influence on information processing and choice under high elaboration is mixed. In addition, affective choice is often viewed as erroneous in that it is assumed to lead to regret. We show that affect has a reliable impact on choice under high elaboration, which occurs through a combination of heuristic and systematic processing. Furthermore, consumers were able to correct for the impact irrelevant affect had on syst…
The pursuit of self-interest
Self-interest affected the direction of attitudes in 4 studies exploring attitude judgment and persuasion. Experiment 1 showed that both self-interest and symbolic concerns predicted attitudes. The biasing role of self-interest in producing the well-known persuasion effects of personal relevance and argument strength was examined by disentangling the competing effects of personal costs and benefits. Experiment 2 used a standard personal relevance…
Solomon, Reuben
West, Cedric
The Belief in Good Luck Scale
The pursuit of self-interest
Self-interest affected the direction of attitudes in 4 studies exploring attitude judgment and persuasion. Experiment 1 showed that both self-interest and symbolic concerns predicted attitudes. The biasing role of self-interest in producing the well-known persuasion effects of personal relevance and argument strength was examined by disentangling the competing effects of personal costs and benefits. Experiment 2 used a standard personal relevance…
The Belief in Good Luck Scale
The Smartphone as a Pacifying Technology
In light of consumers' growing dependence on their smartphones, this article investigates the nature of the relationship that consumers form with their smartphone and its underlying mechanisms. We propose that in addition to obvious functional benefits, consumers in fact derive emotional benefits from their smartphone-in particular, feelings of psychological comfort and, if needed, actual stress relief. In other words, in a sense, smartphones are…
Language and Consumer Dishonesty
How does foreign language influence consumer dishonesty? We propose a self-diagnosticity theory arguing that compared to one's native language, using a foreign language makes lying appear less self-diagnostic, thereby increasing or decreasing lying depending on which aspect of the self is salient. In situations where lying reflects an undesirable, dishonest self, using a foreign language increases lying. In contrast, in situations where lying pri…
The Optimistic Trust Effect
In a process the authors term just world coping, some consumers use positive beliefs concerning the general benevolence of the world as a resource to cope with marketplace threat. This belief buffers or even, ironically, enhances trust judgments in the face of threat. Three experiments and one replication show that, whereas consumers who do not hold this belief respond to decision-generated threat with distrust, trust is significantly higher for …
The Importance and Functional Significance of Affective Cues in Consumer Choice
Existing evidence for affect's influence on information processing and choice under high elaboration is mixed. In addition, affective choice is often viewed as erroneous in that it is assumed to lead to regret. We show that affect has a reliable impact on choice under high elaboration, which occurs through a combination of heuristic and systematic processing. Furthermore, consumers were able to correct for the impact irrelevant affect had on syst…
Promotional Games Increase Consumer Conversion Rates and Spending
Promotional games are used frequently in retail stores and online. While prior literature has focused on antecedents of promotional games, such as how individual differences induce game participation, little is known about post-winning decision making or its underlying processes. This study offers findings from seven studies to provide a detailed perspective on how promotional games increase consumer conversion rates and spending. The effect of w…
Delicate Snowflakes and Broken Bonds
When do consumers experience offense due to another individual’s choice, use, display, gifting, sharing, or disposal of a product? Why do they experience offense, and does it matter if they do? In this article, we first draw from past work in multiple disciplines to offer a unique conceptualization of consumption-based offense. We then develop a framework of types of violations that may generate consumption-based offense and propose a set of affe…
Banking Happiness
Merely anticipating a future sad event motivates consumers to 'accumulate happiness' in order to enhance their ability to cope with the anticipated sadness later-a phenomenon that we call banking happiness. To bank happiness, consumers not only choose positive stimuli over non-positive stimuli when given the choice, but even when such a choice does not exist, tend to recall more positive memories. Consumers bank happiness because of the lay theor…
Deception Memory
Consumers tell many lies. While engaging in deception can provide a variety of benefits, a potential danger when lying is that the consumer may subsequently forget aspects of the lie told. To ensure the deception is not inadvertently revealed later, the consumer must remember the content of the lie. In this research, we introduce the notion of deception memory—which we define as memory for the content of a previously communicated lie—and examine …
The Belief in Good Luck Scale
Solomon, Reuben
West, Cedric
The pursuit of self-interest
Self-interest affected the direction of attitudes in 4 studies exploring attitude judgment and persuasion. Experiment 1 showed that both self-interest and symbolic concerns predicted attitudes. The biasing role of self-interest in producing the well-known persuasion effects of personal relevance and argument strength was examined by disentangling the competing effects of personal costs and benefits. Experiment 2 used a standard personal relevance…
The Importance and Functional Significance of Affective Cues in Consumer Choice
Existing evidence for affect's influence on information processing and choice under high elaboration is mixed. In addition, affective choice is often viewed as erroneous in that it is assumed to lead to regret. We show that affect has a reliable impact on choice under high elaboration, which occurs through a combination of heuristic and systematic processing. Furthermore, consumers were able to correct for the impact irrelevant affect had on syst…
The Defensive Consumer
The authors show that deceptive advertising engenders distrust, which negatively affects people's responses to subsequent advertising from both the same source and second-party sources. This negative bias operates through a process of defensive stereotyping, in which the initial deception induces negative beliefs about advertising and marketing in general, thus undermining the credibility of further advertising.
The Optimistic Trust Effect
In a process the authors term just world coping, some consumers use positive beliefs concerning the general benevolence of the world as a resource to cope with marketplace threat. This belief buffers or even, ironically, enhances trust judgments in the face of threat. Three experiments and one replication show that, whereas consumers who do not hold this belief respond to decision-generated threat with distrust, trust is significantly higher for …
Deception Memory
Consumers tell many lies. While engaging in deception can provide a variety of benefits, a potential danger when lying is that the consumer may subsequently forget aspects of the lie told. To ensure the deception is not inadvertently revealed later, the consumer must remember the content of the lie. In this research, we introduce the notion of deception memory—which we define as memory for the content of a previously communicated lie—and examine …
Delicate Snowflakes and Broken Bonds
When do consumers experience offense due to another individual’s choice, use, display, gifting, sharing, or disposal of a product? Why do they experience offense, and does it matter if they do? In this article, we first draw from past work in multiple disciplines to offer a unique conceptualization of consumption-based offense. We then develop a framework of types of violations that may generate consumption-based offense and propose a set of affe…
Congruence and Incongruence in Thematic Advertisement–Medium Combinations
We suggest that thematic ad–medium congruency versus incongruency evokes distinct effects on consumer evaluations through different underlying mechanisms. Specifically, we propose congruency largely has positive effects on consumer evaluations due to a relatively automatic fluency process, whereas incongruency evokes a more conscious and negative persuasion knowledge (PK) process that leads to negative evaluations. Study 1 showed that consumers w…
Promotional Games Increase Consumer Conversion Rates and Spending
Promotional games are used frequently in retail stores and online. While prior literature has focused on antecedents of promotional games, such as how individual differences induce game participation, little is known about post-winning decision making or its underlying processes. This study offers findings from seven studies to provide a detailed perspective on how promotional games increase consumer conversion rates and spending. The effect of w…
The Smartphone as a Pacifying Technology
In light of consumers' growing dependence on their smartphones, this article investigates the nature of the relationship that consumers form with their smartphone and its underlying mechanisms. We propose that in addition to obvious functional benefits, consumers in fact derive emotional benefits from their smartphone-in particular, feelings of psychological comfort and, if needed, actual stress relief. In other words, in a sense, smartphones are…
Understanding the effects of counterfeit quality on consumer attitudes toward genuine brands
Using an associative judgment framework, the authors examine the implications that negative feedback about counterfeit performance can have on subsequent evaluations for both the imitated genuine brand and competing genuine brands. Findings from two studies suggest that poor–quality counterfeits can carry over to produce negative evaluations for the target brand and closely associated competitors, but not to weakly associated competitors. These n…
Language and Consumer Dishonesty
How does foreign language influence consumer dishonesty? We propose a self-diagnosticity theory arguing that compared to one's native language, using a foreign language makes lying appear less self-diagnostic, thereby increasing or decreasing lying depending on which aspect of the self is salient. In situations where lying reflects an undesirable, dishonest self, using a foreign language increases lying. In contrast, in situations where lying pri…
Winning the Battle but Losing the War
Misleading information pervades marketing communications, and is a long-standing issue in business ethics. Regulators place a heavy burden on consumers to detect misleading information, and a number of studies have shown training can improve their ability to do so. However, the possible side effects have largely gone unexamined. We provide evidence for one such side-effect, whereby training consumers to detect a specific tactic (illegitimate endo…
Banking Happiness
Merely anticipating a future sad event motivates consumers to 'accumulate happiness' in order to enhance their ability to cope with the anticipated sadness later-a phenomenon that we call banking happiness. To bank happiness, consumers not only choose positive stimuli over non-positive stimuli when given the choice, but even when such a choice does not exist, tend to recall more positive memories. Consumers bank happiness because of the lay theor…
Painful Prices
Consumers’ responses to seller’s prices, including perceptions of price fairness (PPF) and unfairness, are a crucial aspect of the marketplace. Although past literature has uncovered a variety of factors that influence PPF, the lack of an overarching conceptual framework has constrained understanding of when and why consumers are more likely to perceive prices as fair or unfair. The authors develop a conceptual model of PPF as moral judgments and…
Psychology (15 obras) · Social Psychology (13 obras) · Computer Science (8 obras) · Consumer Behavior in Brand Consumption and Identification (8 obras) · Advertising (7 obras) · Business (7 obras) · Cognitive psychology (6 obras) · Psychology of Moral and Emotional Judgment (5 obras) · Artificial Intelligence (4 obras) · Economics (4 obras)