Mary Frances Luce
Dados Biográficos
| ID | 83413 |
|---|---|
| NOME | Mary Frances Luce |
| PRENOMES | Mary Frances |
| SOBRENOME | Luce |
| ASSINATURA | LUCE M F |
| AFILIAÇÕES | Duke University |
| VERIFICADO | Não |
| TOTAL DE OBRAS | 22 |
| TOTAL DE CITAÇÕES | 135 |
| TOTAL COMO AUTOR | 16 |
| TOTAL COMO EDITOR | 6 |
| PRIMEIRO ANO DE PUBLICAÇÃO | 1998 |
| ANO MAIS RECENTE DE PUBLICAÇÃO | 2021 |
| ÍNDICE H | 6 |
The Preference for Moderation Scale
We propose that individual differences in the value placed on the principle of moderation exist and influence many aspects of consumer decision-making. The idea that moderation is an important guiding norm of human behavior is prevalent throughout history and an explicit theme in many philosophies, religions, and cultures. Yet, moderation has not been studied as an individual-level determinant of consumer behavior. We develop a scale that measure…
Bidding Frenzy
This research examines how the intensity of the dynamic competitive interaction with other bidders in ascending auctions influences consumers’ willingness to pay (WTP) for auctioned products. It focuses on one important aspect of this interaction: the speed of competitor reaction. The key hypothesis is that having one’s own bids reciprocated by competing bidders more quickly increases one’s WTP in an auction. Evidence from five experiments demons…
Seeking and Avoiding Choice Closure to Enhance Outcome Satisfaction
Consumers gain choice closure when they perceive a sense of finality over a past decision and limit comparisons between the selected and the forgone options. We investigate consumers’ ability to make strategic use of choice closure to enhance outcome satisfaction. Seven studies show that consumers experience greater satisfaction when they achieve choice closure with an inferior outcome and when they do not achieve choice closure with a superior o…
Affective Boundaries of Scope Insensitivity
People can be surprisingly insensitive to quantities in valuation judgments—a phenomenon called scope insensitivity, which is generally attributed to the operation of affective processes in judgment. Building on research showing that affect is inherently a decision-making system of the present, we propose that scope insensitivity is more likely to be observed in decisions that are psychologically proximate to the immediate self. Consistent with t…
In-Store Spending Dynamics
The authors conduct four controlled lab experiments and one field study in a brick-and-mortar grocery store to demonstrate that relative spending-the price of the purchased item relative to the mean price of the product category-evolves nonlinearly and distinctly for budget and nonbudget shoppers. While the relative spending of budget shoppers evolves in a concave manner, the relative spending of nonbudget shoppers evolves inversely in a convex m…
That's Not How I Remember It
This research documents a systematic bias in memory for ethical attribute information: consumers have better memory for an ethical attribute when a product performs well on the attribute versus when a product performs poorly on the attribute. Because consumers want to avoid emotionally difficult ethical information (e.g., child labor) but believe they should remember it in order to do the right thing, the presence of negative ethical information …
How Long Did I Wait? The Effect of Construal Levels on Consumers' Wait Duration Judgments
We examine how construal levels affect wait duration judgments through two different routes: one based on consumers' subjective feelings (an affective route) and the other based on mental markers (a cognitive route). We further identify the conditions under which the affective versus the cognitive route operates. We theorize that low-level construal people generate more wait-unrelated thoughts during the wait than high-level construal people. Thi…
Feeling Love and Doing More for Distant Others
Marketers often employ a variety of positive emotions to encourage consumption or promote a particular behavior (e.g., buying, donating, recycling) to benefit an organization or cause. The authors show that specific positive emotions do not universally increase prosocial behavior but, rather, encourage different types of prosocial behavior. Four studies show that whereas positive emotions (i.e., love, hope, pride, and compassion) all induce proso…
Building Bridges for an Interconnected Field of Consumer Research
We finalize this editorial as the new team of editors has been announced and our editorial term is winding down. First and foremost, we extend our sincere congratulations to Darren Dahl, Eileen Fischer, Gita Johar, and Vicki Morwitz. Below, we share our observations on the consumer research field. This is the last of a triptych of editorials authored by our team. The first described our desired compact with the field and was therefore forward loo…
Introduction
JCR Research Curations are virtual collections of recently published JCR articles selected to highlight an important consumer research topic. Articles are curated by domain experts who identify links between JCR articles and assemble subject-related collections. The goal of these curated collections is to allow readers to explore a particular issue in depth and garner a deeper understanding of key consumer research topics. We hope the JCR communi…
Promoting an Environment of Scientific Integrity
Concerns about the integrity of scientific investigations have increased sharply in the wake of recent high profile reports of scientific misconduct in the social, physical, and clinical sciences; some of these concerns affect the Journal of Consumer Research directly. Many current discussions about scientific discovery have shifted from trying to understand how new findings might reshape conceptual understanding to questioning whether new findin…
Hope, pride, and processing during optimal and nonoptimal times of day
We examine the conditions under which the distinct positive emotions of hope versus pride facilitate more or less fluid cognitive processing. Using individuals' naturally occurring time of day preferences (i.e., morning vs. evening hours), we show that specific positive emotions can differentially influence processing resources. We argue that specific positive emotions are more likely to influence processing and behavior during nonoptimal times o…
Solidarity of Purpose
We are honored to have been given the opportunity to serve as coeditors of the Journal of Consumer Research ( JCR ) and are inspired by this responsibility. Our overarching goal is to continue to publish the best scholarly research through an editorial process that respects the vision of authors while deploying the talents of a devoted and skilled team of associate editors and reviewers. We are committed to building a coherent understanding of co…
Challenges in Measuring a New Construct
RELIABLE AND VALID MEASURES OF RELEVANT constructs are critical in the developing field of the empirical study of research ethics. The early phases of scale development for such constructs can be complex. We describe the methodological challenges of construct definition and operationalization and how we addressed them in our study to develop a measure of perception of voluntariness. We also briefly present our conceptual approach to the construct…
When Does Choice Reveal Preference? Moderators of Heuristic versus Goal-Based Choice
Heuristic use is a central topic in consumer research, but the factors that determine when consumers will settle for shortcut solutions to choice problems (e.g., compromise) versus rely on “true” preferences (e.g., self-goals) remain unclear. We propose that both motivation to use self-goals, as indexed by need for cognition (NFC), and cognitive ability, manipulated through cognitive load, influence the use of the compromise heuristic. Three stud…
Consumer Wait Management Strategies for Negative Service Events
In negative service environments, waiting time can serve to facilitate consumer coping. Consequently, the very wait management strategies (such as providing duration information or shortening the wait) that mitigate wait-based stress for nonnegative services may interfere with consumers' efforts to cope with an upcoming negative event. We show that the effectiveness of wait management strategies is moderated by event valence and, further, by the …
Debiasing Insights from Process Tests
Most of the articles appearing in JCR that are characterized as behavioral decision theory (BDT) address some kind of bias or deviation from normative decision making. In addition to pointing out biases, these articles often examine underlying decision processes. We leverage approaches that researchers have used to understand process for insights into when and how biases can be corrected. We argue that some of these biases can be corrected by dir…
Understanding the Effects of Process-Focused versus Outcome-Focused Thought in Response to Advertising
Research on mental simulation finds differential effects for process versus outcome focus. We manipulate the focus of participants' thoughts while viewing advertisements and find that under low to moderate involvement, argument strength has a greater effect on behavioral intentions when participants focus on the process versus the outcome of product use. This differential advantage of process-focused thought reverses under conditions of high invo…
The Rationalizing Effects of Cognitive Load on Emotion-Based Trade-off Avoidance
Consumers often face emotion-laden choices involving conflicting goals of personal importance (e.g., safety). Research suggests that consumers cope with the negative emotion associated with these choices by avoiding certain behaviors, in particular attribute trade-off making. This research investigates a factor that moderates these coping effects. Four experiments show that simple cognitive load can make consumers less averse to making attribute …
How Much Do You Like It? Within-Alternative Conflict and Subjective Confidence in Consumer Judgments
We seek to reinforce the importance of the notion of within-alternative conflict for consumer research. We replicate our own earlier findings that conflict associated with integrating an alternative's pros and cons influences responses to a judgment task. In the earlier work, we focused on test-retest reliability in judgment; here we extend the work by developing a measure of explicit preference uncertainty using subjective confidence intervals p…
Avoidance Or Vigilance? the Psychology of False-Positive Test Results
The influence of false-positive results on consumers' decisions to get retested in high-stakes domains is examined. Findings across four laboratory experiments indicate that a false-positive outcome increases perceptions of vulnerability and test inaccuracy, even holding constant test-error base rates. Increased perceived vulnerability appears to be directly related to the testing event, as the effects are not replicated by simply asking subjects…
Choosing to Avoid
Journal Article Choosing to Avoid: Coping with Negatively Emotion-Laden Consumer Decisions Get access Mary Frances Luce Mary Frances Luce Search for other works by this author on: Oxford Academic PubMed Google Scholar Journal of Consumer Research, Volume 24, Issue 4, March 1998, Pages 409–433, https://doi.org/10.1086/209518 Published: 01 March 1998 Article history Received: 01 January 1996 Revision received: 01 June 1997 Published: 01 March 1998
Choosing to Avoid
Journal Article Choosing to Avoid: Coping with Negatively Emotion-Laden Consumer Decisions Get access Mary Frances Luce Mary Frances Luce Search for other works by this author on: Oxford Academic PubMed Google Scholar Journal of Consumer Research, Volume 24, Issue 4, March 1998, Pages 409–433, https://doi.org/10.1086/209518 Published: 01 March 1998 Article history Received: 01 January 1996 Revision received: 01 June 1997 Published: 01 March 1998
The Rationalizing Effects of Cognitive Load on Emotion-Based Trade-off Avoidance
Consumers often face emotion-laden choices involving conflicting goals of personal importance (e.g., safety). Research suggests that consumers cope with the negative emotion associated with these choices by avoiding certain behaviors, in particular attribute trade-off making. This research investigates a factor that moderates these coping effects. Four experiments show that simple cognitive load can make consumers less averse to making attribute …
Understanding the Effects of Process-Focused versus Outcome-Focused Thought in Response to Advertising
Research on mental simulation finds differential effects for process versus outcome focus. We manipulate the focus of participants' thoughts while viewing advertisements and find that under low to moderate involvement, argument strength has a greater effect on behavioral intentions when participants focus on the process versus the outcome of product use. This differential advantage of process-focused thought reverses under conditions of high invo…
Avoidance Or Vigilance? the Psychology of False-Positive Test Results
The influence of false-positive results on consumers' decisions to get retested in high-stakes domains is examined. Findings across four laboratory experiments indicate that a false-positive outcome increases perceptions of vulnerability and test inaccuracy, even holding constant test-error base rates. Increased perceived vulnerability appears to be directly related to the testing event, as the effects are not replicated by simply asking subjects…
In-Store Spending Dynamics
The authors conduct four controlled lab experiments and one field study in a brick-and-mortar grocery store to demonstrate that relative spending-the price of the purchased item relative to the mean price of the product category-evolves nonlinearly and distinctly for budget and nonbudget shoppers. While the relative spending of budget shoppers evolves in a concave manner, the relative spending of nonbudget shoppers evolves inversely in a convex m…
That's Not How I Remember It
This research documents a systematic bias in memory for ethical attribute information: consumers have better memory for an ethical attribute when a product performs well on the attribute versus when a product performs poorly on the attribute. Because consumers want to avoid emotionally difficult ethical information (e.g., child labor) but believe they should remember it in order to do the right thing, the presence of negative ethical information …
Debiasing Insights from Process Tests
Most of the articles appearing in JCR that are characterized as behavioral decision theory (BDT) address some kind of bias or deviation from normative decision making. In addition to pointing out biases, these articles often examine underlying decision processes. We leverage approaches that researchers have used to understand process for insights into when and how biases can be corrected. We argue that some of these biases can be corrected by dir…
The Preference for Moderation Scale
We propose that individual differences in the value placed on the principle of moderation exist and influence many aspects of consumer decision-making. The idea that moderation is an important guiding norm of human behavior is prevalent throughout history and an explicit theme in many philosophies, religions, and cultures. Yet, moderation has not been studied as an individual-level determinant of consumer behavior. We develop a scale that measure…
Solidarity of Purpose
We are honored to have been given the opportunity to serve as coeditors of the Journal of Consumer Research ( JCR ) and are inspired by this responsibility. Our overarching goal is to continue to publish the best scholarly research through an editorial process that respects the vision of authors while deploying the talents of a devoted and skilled team of associate editors and reviewers. We are committed to building a coherent understanding of co…
When Does Choice Reveal Preference? Moderators of Heuristic versus Goal-Based Choice
Heuristic use is a central topic in consumer research, but the factors that determine when consumers will settle for shortcut solutions to choice problems (e.g., compromise) versus rely on “true” preferences (e.g., self-goals) remain unclear. We propose that both motivation to use self-goals, as indexed by need for cognition (NFC), and cognitive ability, manipulated through cognitive load, influence the use of the compromise heuristic. Three stud…
How Much Do You Like It? Within-Alternative Conflict and Subjective Confidence in Consumer Judgments
We seek to reinforce the importance of the notion of within-alternative conflict for consumer research. We replicate our own earlier findings that conflict associated with integrating an alternative's pros and cons influences responses to a judgment task. In the earlier work, we focused on test-retest reliability in judgment; here we extend the work by developing a measure of explicit preference uncertainty using subjective confidence intervals p…
Affective Boundaries of Scope Insensitivity
People can be surprisingly insensitive to quantities in valuation judgments—a phenomenon called scope insensitivity, which is generally attributed to the operation of affective processes in judgment. Building on research showing that affect is inherently a decision-making system of the present, we propose that scope insensitivity is more likely to be observed in decisions that are psychologically proximate to the immediate self. Consistent with t…
How Long Did I Wait? The Effect of Construal Levels on Consumers' Wait Duration Judgments
We examine how construal levels affect wait duration judgments through two different routes: one based on consumers' subjective feelings (an affective route) and the other based on mental markers (a cognitive route). We further identify the conditions under which the affective versus the cognitive route operates. We theorize that low-level construal people generate more wait-unrelated thoughts during the wait than high-level construal people. Thi…
Consumer Wait Management Strategies for Negative Service Events
In negative service environments, waiting time can serve to facilitate consumer coping. Consequently, the very wait management strategies (such as providing duration information or shortening the wait) that mitigate wait-based stress for nonnegative services may interfere with consumers' efforts to cope with an upcoming negative event. We show that the effectiveness of wait management strategies is moderated by event valence and, further, by the …
Bidding Frenzy
This research examines how the intensity of the dynamic competitive interaction with other bidders in ascending auctions influences consumers’ willingness to pay (WTP) for auctioned products. It focuses on one important aspect of this interaction: the speed of competitor reaction. The key hypothesis is that having one’s own bids reciprocated by competing bidders more quickly increases one’s WTP in an auction. Evidence from five experiments demons…
Seeking and Avoiding Choice Closure to Enhance Outcome Satisfaction
Consumers gain choice closure when they perceive a sense of finality over a past decision and limit comparisons between the selected and the forgone options. We investigate consumers’ ability to make strategic use of choice closure to enhance outcome satisfaction. Seven studies show that consumers experience greater satisfaction when they achieve choice closure with an inferior outcome and when they do not achieve choice closure with a superior o…
Building Bridges for an Interconnected Field of Consumer Research
We finalize this editorial as the new team of editors has been announced and our editorial term is winding down. First and foremost, we extend our sincere congratulations to Darren Dahl, Eileen Fischer, Gita Johar, and Vicki Morwitz. Below, we share our observations on the consumer research field. This is the last of a triptych of editorials authored by our team. The first described our desired compact with the field and was therefore forward loo…
Challenges in Measuring a New Construct
RELIABLE AND VALID MEASURES OF RELEVANT constructs are critical in the developing field of the empirical study of research ethics. The early phases of scale development for such constructs can be complex. We describe the methodological challenges of construct definition and operationalization and how we addressed them in our study to develop a measure of perception of voluntariness. We also briefly present our conceptual approach to the construct…
Choosing to Avoid
Journal Article Choosing to Avoid: Coping with Negatively Emotion-Laden Consumer Decisions Get access Mary Frances Luce Mary Frances Luce Search for other works by this author on: Oxford Academic PubMed Google Scholar Journal of Consumer Research, Volume 24, Issue 4, March 1998, Pages 409–433, https://doi.org/10.1086/209518 Published: 01 March 1998 Article history Received: 01 January 1996 Revision received: 01 June 1997 Published: 01 March 1998
Avoidance Or Vigilance? the Psychology of False-Positive Test Results
The influence of false-positive results on consumers' decisions to get retested in high-stakes domains is examined. Findings across four laboratory experiments indicate that a false-positive outcome increases perceptions of vulnerability and test inaccuracy, even holding constant test-error base rates. Increased perceived vulnerability appears to be directly related to the testing event, as the effects are not replicated by simply asking subjects…
How Much Do You Like It? Within-Alternative Conflict and Subjective Confidence in Consumer Judgments
We seek to reinforce the importance of the notion of within-alternative conflict for consumer research. We replicate our own earlier findings that conflict associated with integrating an alternative's pros and cons influences responses to a judgment task. In the earlier work, we focused on test-retest reliability in judgment; here we extend the work by developing a measure of explicit preference uncertainty using subjective confidence intervals p…
Understanding the Effects of Process-Focused versus Outcome-Focused Thought in Response to Advertising
Research on mental simulation finds differential effects for process versus outcome focus. We manipulate the focus of participants' thoughts while viewing advertisements and find that under low to moderate involvement, argument strength has a greater effect on behavioral intentions when participants focus on the process versus the outcome of product use. This differential advantage of process-focused thought reverses under conditions of high invo…
The Rationalizing Effects of Cognitive Load on Emotion-Based Trade-off Avoidance
Consumers often face emotion-laden choices involving conflicting goals of personal importance (e.g., safety). Research suggests that consumers cope with the negative emotion associated with these choices by avoiding certain behaviors, in particular attribute trade-off making. This research investigates a factor that moderates these coping effects. Four experiments show that simple cognitive load can make consumers less averse to making attribute …
Debiasing Insights from Process Tests
Most of the articles appearing in JCR that are characterized as behavioral decision theory (BDT) address some kind of bias or deviation from normative decision making. In addition to pointing out biases, these articles often examine underlying decision processes. We leverage approaches that researchers have used to understand process for insights into when and how biases can be corrected. We argue that some of these biases can be corrected by dir…
Consumer Wait Management Strategies for Negative Service Events
In negative service environments, waiting time can serve to facilitate consumer coping. Consequently, the very wait management strategies (such as providing duration information or shortening the wait) that mitigate wait-based stress for nonnegative services may interfere with consumers' efforts to cope with an upcoming negative event. We show that the effectiveness of wait management strategies is moderated by event valence and, further, by the …
Challenges in Measuring a New Construct
RELIABLE AND VALID MEASURES OF RELEVANT constructs are critical in the developing field of the empirical study of research ethics. The early phases of scale development for such constructs can be complex. We describe the methodological challenges of construct definition and operationalization and how we addressed them in our study to develop a measure of perception of voluntariness. We also briefly present our conceptual approach to the construct…
When Does Choice Reveal Preference? Moderators of Heuristic versus Goal-Based Choice
Heuristic use is a central topic in consumer research, but the factors that determine when consumers will settle for shortcut solutions to choice problems (e.g., compromise) versus rely on “true” preferences (e.g., self-goals) remain unclear. We propose that both motivation to use self-goals, as indexed by need for cognition (NFC), and cognitive ability, manipulated through cognitive load, influence the use of the compromise heuristic. Three stud…
Hope, pride, and processing during optimal and nonoptimal times of day
We examine the conditions under which the distinct positive emotions of hope versus pride facilitate more or less fluid cognitive processing. Using individuals' naturally occurring time of day preferences (i.e., morning vs. evening hours), we show that specific positive emotions can differentially influence processing resources. We argue that specific positive emotions are more likely to influence processing and behavior during nonoptimal times o…
Solidarity of Purpose
We are honored to have been given the opportunity to serve as coeditors of the Journal of Consumer Research ( JCR ) and are inspired by this responsibility. Our overarching goal is to continue to publish the best scholarly research through an editorial process that respects the vision of authors while deploying the talents of a devoted and skilled team of associate editors and reviewers. We are committed to building a coherent understanding of co…
Promoting an Environment of Scientific Integrity
Concerns about the integrity of scientific investigations have increased sharply in the wake of recent high profile reports of scientific misconduct in the social, physical, and clinical sciences; some of these concerns affect the Journal of Consumer Research directly. Many current discussions about scientific discovery have shifted from trying to understand how new findings might reshape conceptual understanding to questioning whether new findin…
Introduction
JCR Research Curations are virtual collections of recently published JCR articles selected to highlight an important consumer research topic. Articles are curated by domain experts who identify links between JCR articles and assemble subject-related collections. The goal of these curated collections is to allow readers to explore a particular issue in depth and garner a deeper understanding of key consumer research topics. We hope the JCR communi…
Building Bridges for an Interconnected Field of Consumer Research
We finalize this editorial as the new team of editors has been announced and our editorial term is winding down. First and foremost, we extend our sincere congratulations to Darren Dahl, Eileen Fischer, Gita Johar, and Vicki Morwitz. Below, we share our observations on the consumer research field. This is the last of a triptych of editorials authored by our team. The first described our desired compact with the field and was therefore forward loo…
Feeling Love and Doing More for Distant Others
Marketers often employ a variety of positive emotions to encourage consumption or promote a particular behavior (e.g., buying, donating, recycling) to benefit an organization or cause. The authors show that specific positive emotions do not universally increase prosocial behavior but, rather, encourage different types of prosocial behavior. Four studies show that whereas positive emotions (i.e., love, hope, pride, and compassion) all induce proso…
Seeking and Avoiding Choice Closure to Enhance Outcome Satisfaction
Consumers gain choice closure when they perceive a sense of finality over a past decision and limit comparisons between the selected and the forgone options. We investigate consumers’ ability to make strategic use of choice closure to enhance outcome satisfaction. Seven studies show that consumers experience greater satisfaction when they achieve choice closure with an inferior outcome and when they do not achieve choice closure with a superior o…
Affective Boundaries of Scope Insensitivity
People can be surprisingly insensitive to quantities in valuation judgments—a phenomenon called scope insensitivity, which is generally attributed to the operation of affective processes in judgment. Building on research showing that affect is inherently a decision-making system of the present, we propose that scope insensitivity is more likely to be observed in decisions that are psychologically proximate to the immediate self. Consistent with t…
In-Store Spending Dynamics
The authors conduct four controlled lab experiments and one field study in a brick-and-mortar grocery store to demonstrate that relative spending-the price of the purchased item relative to the mean price of the product category-evolves nonlinearly and distinctly for budget and nonbudget shoppers. While the relative spending of budget shoppers evolves in a concave manner, the relative spending of nonbudget shoppers evolves inversely in a convex m…
That's Not How I Remember It
This research documents a systematic bias in memory for ethical attribute information: consumers have better memory for an ethical attribute when a product performs well on the attribute versus when a product performs poorly on the attribute. Because consumers want to avoid emotionally difficult ethical information (e.g., child labor) but believe they should remember it in order to do the right thing, the presence of negative ethical information …
How Long Did I Wait? The Effect of Construal Levels on Consumers' Wait Duration Judgments
We examine how construal levels affect wait duration judgments through two different routes: one based on consumers' subjective feelings (an affective route) and the other based on mental markers (a cognitive route). We further identify the conditions under which the affective versus the cognitive route operates. We theorize that low-level construal people generate more wait-unrelated thoughts during the wait than high-level construal people. Thi…
Bidding Frenzy
This research examines how the intensity of the dynamic competitive interaction with other bidders in ascending auctions influences consumers’ willingness to pay (WTP) for auctioned products. It focuses on one important aspect of this interaction: the speed of competitor reaction. The key hypothesis is that having one’s own bids reciprocated by competing bidders more quickly increases one’s WTP in an auction. Evidence from five experiments demons…
The Preference for Moderation Scale
We propose that individual differences in the value placed on the principle of moderation exist and influence many aspects of consumer decision-making. The idea that moderation is an important guiding norm of human behavior is prevalent throughout history and an explicit theme in many philosophies, religions, and cultures. Yet, moderation has not been studied as an individual-level determinant of consumer behavior. We develop a scale that measure…
Psychology (19 obras) · Social Psychology (13 obras) · Computer Science (11 obras) · Decision-Making and Behavioral Economics (10 obras) · Economics (9 obras) · Cognitive psychology (8 obras) · Behavioral Health and Interventions (7 obras) · Business (7 obras) · Microeconomics (7 obras) · Sociology (6 obras)