Aradhna Krishna

• University of Michigan

This review of mental imagery research has the core objective of fostering more research on the topic of sensory imagery. The review is organized around a conceptual framework highlighting (i) how mental imagery is formed, (ii) the elicitation and elaboration of mental imagery, (iii) the multi‐modal nature of sensory imagery, and (iv) the consumer...

Food has a daily impact on all consumers, requiring frequent evaluations and decisions pre‐consumption, during, and post‐consumption. Given the number of consumer interactions and the complexity of the food consumption process, researchers have increasingly studied food from both a sensory standpoint and cognitive standpoint. In this review, we cre...

Consumers often have to make trade-offs between desirable, “more is better”, and undesirable, “less is better”, attributes. What drives whether the desirable or the undesirable attributes will be weighed more heavily in decisions? We show that the extent to which consumers focus on desirable versus undesirable attributes depends on the overall attr...

This article is part of a Research Dialogue: Acquisti et al. (2020): https://doi.org/10.1002/jcpy.1191 Oyserman & Schwarz (2020): https://doi.org/10.1002/jcpy.1189 Mulligan et al. (2020): https://doi.org/10.1002/jcpy.1190 Jagadish (2020): https://doi.org/10.1002/jcpy.1188 Acquisti et al. (2020): https://doi.org/10.1002/jcpy.1187

Ads promising a desired change are ubiquitous in the marketplace. These ads typically include visuals of the starting and ending point of the promised change (“before/after” ads). “Progression” ads, which include intermediate steps in addition to starting and ending points, are much rarer in the marketplace. Across several consumer domains, the aut...

We show that subtle differences in textual marketing communications can impact the evocation of consumption-imagery, implicitly subsuming all the senses, which consequently affects consumer attitudes toward the communication and the product. Specifically, we demonstrate, through four experiments, that retail-store deals which communicate stronger a...

As consumer researchers, we focus a lot on brands. What is “brand meaning” and what is cultural about brand meaning? Our dialogue centers around this question, while also bringing attention to alternate methodological perspectives. Consumer research has two prominent paradigmatic silos – the experimental approach and the interpretive approach, and...

If a piece of clay belonging to one person transferred hands, when would three year olds judge that it belonged to the second person? Would they care if there was some creative labor applied to the clay in making their judgment or would that logic be too subtle for three year olds? Likewise, when would four year olds think that paint on a canvas wa...

Whether the result of mispronouncing a fancy brand name, miscalculating a tip, purchasing a sensitive product, or stumbling into a product display, embarrassment is an important part of the consumer landscape. Embarrassment has traditionally been considered a social emotion, one that can only be experienced in public. In this paper, we offer a comp...

It is well known that growing portion sizes increase consumption, but grossly enlarged portions also cause consumers to face more and more food leftovers. Despite the relevance of food leftovers, downstream effects of having more food leftovers on consumers' affect and behavior are unknown. In five studies, the authors test the idea that consumers...

Why sexual assaults and car accidents are associated with the consumption of alcohol mixed with energy drinks (AMED) is still unclear. In a single study, we show that the label used to describe AMED cocktails can have causal non-pharmacological effects on consumers’ perceived intoxication, attitudes, and behaviors. Young men who consumed a cocktail...

This introduction to a special issue of the Journal of the Association for Consumer Research reviews basic approaches to embodied cognition and sensory marketing and provides an overview of the contributions to the issue.

Firms can save considerable money if consumers conserve resources (e.g., if hotel patrons turn off the lights when leaving the room, if restaurant patrons use fewer paper napkins, if airline passengers clean up after themselves). In two studies conducted in real-world hotels, the authors show that consumers’ conservation behavior is affected by the...

The target article by John Jost (2017 – this issue) focuses on political ideology (liberalism vs. conservatism) and its association with personal characteristics, cognitive processing style, and motivational interests. Jost's arguments and data are very compelling and will inspire consumer psychologists to do more research in the political domain....

Numeric ratings for products can be presented using a bigger-is-better format (1 1/4 bad, 5 1/4 good) or a smaller-is-better format with reversed rating poles (1 1/4 good, 5 1/4 bad). Seven experiments document how implicit memory for the bigger-is-better format-where larger numbers typically connote something is better-can systematically bias cons...

Packaging is a critical aspect of the marketing offer, with many implications for the multi-sensory customer experience. It can affect attention, comprehension of value, perception of product functionality, and also consumption, with important consequences for consumer experience and response. Thus, while it was once viewed as being useful only for...

Five experiments show that less physical involvement in obtaining food leads to less healthy food choices. We find that when participants are given the choice of whether or not to consume snacks that they perceive as relatively unhealthy, they have a greater inclination to consume these snacks when less (versus more) physical involvement is require...

People can make decisions by choosing or by rejecting alternatives. This research shows that changing a task from choice to rejection makes people more likely to rely on deliberative processing, what we label the task-type effect. To demonstrate this effect, we use a set of established decision biases that can be attenuated under deliberative proce...

There has been a remarkable increase in the use of spotlight analysis to examine any interactive effect between an independent variable and a continuous moderator. Most of the spotlight analyses have been conducted at one standard deviation above and below the mean value of the moderator, even when alternate methods are more appropriate. Additional...

People are able to order food using a variety of computer devices, such as desktops, laptops, and mobile phones. Even in restaurants, patrons can place orders on computer screens. Can the interface that consumers use affect their choice of food? The authors focus on the "direct-Touch" aspect of touch interfaces, whereby users can touch the screen i...

Emotion and rationality are fundamental elements of human life. They are abstract concepts, often difficult to define and grasp. Thus, throughout the history of western society, the head and the heart, concrete and identifiable elements,have been used as symbols of rationality and emotion. Drawing on the conceptual metaphor framework, we propose th...

The amount of crime to which individuals are exposed on a daily basis is growing, resulting in increased anxiety about being alone in some public places. Fear of crime usually results in avoidance of places that are perceived to be unsafe, and such avoidance can have negative financial consequences. What can be done to reduce fear in relatively saf...

Embarrassment has been defined as a social emotion that occurs due to the violation of a social norm in public, which is appraised by others (what we call “public embarrassment”). We propose that embarrassment can also be felt when one violates a social norm in private, or when one appraises oneself and violates one’s self-concept (“private embarra...

We propose that features of static visuals can lead to perceived movement (via dynamic imagery) and prepare the observer for action. We operationalize our research within the context of warning sign icons and show how subtle differences in iconography can affect human behavioral response. Across five studies incorporating multiple methodologies and...

This research examines how oral haptics (due to hardness/softness or roughness/smoothness) related to foods influence mastication (i.e., degree of chewing) and orosensory perception (i.e., orally perceived fattiness), which in turn influence calorie estimation, subsequent food choices, and overall consumption volume. The results of five experimenta...

https://deepblue.lib.umich.edu/bitstream/2027.42/141629/1/jcpy453.pdf

The concept of olfactory imagery is introduced and the conditions under which imagining what a food smells like (referred to here as “smellizing” it) impacts consumer response are explored. Consumer response is measured by: salivation change (studies 1 and 2), actual food consumption (study 3), and self-reported desire to eat (study 4). The results...

We propose that static visuals can evoke a perception of movement, i.e., dynamic imagery, and thereby impact consumer engagement and attitudes. Focusing on brand logos as the static visual element, we measure the perceived movement evoked by the logo. We demonstrate that the evoked dynamic imagery affects the level of consumer engagement with the b...

There has been a recent swell of interest in marketing as well as psychology pertaining to the role of sensory experiences in judgment and decision making. Within marketing, the field of sensory marketing has developed which explores the role of the senses in consumer behavior. In psychology, the dominant computer metaphor of information processing...

There has been a recent swell of interest in marketing as well as psychology pertaining to the role of sensory experiences in judgment and decision making. Within marketing, the field of sensory marketing has developed which explores the role of the senses in consumer behavior. In psychology, the dominant computer metaphor of information processing...

The modal scientific approach in consumer research is to deduce hypotheses from existing theory about relationships between theoretic constructs, test those relationships experimentally, and then show “process” evidence via moderation and mediation. This approach has its advantages, but other styles of research also have much to offer. We distingui...

Vanity sizing, the practice of clothing manufacturers, whereby smaller size labels are used on clothes than what the clothes actually are, has become very common. Apparently, it helps sell clothes—women prefer small size clothing labels to large ones. We propose and demonstrate that smaller size labels evoke more positive self‐related mental imager...

I define “sensory marketing” as “marketing that engages the consumers' senses and affects their perception, judgment and behavior.” From a managerial perspective, sensory marketing can be used to create subconscious triggers that characterize consumer perceptions of abstract notions of the product (e.g., its sophistication or quality). Given the ga...

Prior research shows that consumers stop purchasing from firms that treat them badly. In this research we show that consumers also resist firms that treat other consumers badly while favoring them. In three experiments, we demonstrate such social consciousness in the context of targeted pricing, where firms offer lower prices to new (versus old) cu...

This research demonstrates that visual product depictions within advertisements, such as the subtle manipulation of orienting a product toward a participant’s dominant hand, facilitate mental simulation that evokes motor responses. We propose that viewing an object can lead to similar behavioral consequences as interacting with the object since our...

https://deepblue.lib.umich.edu/bitstream/2027.42/142226/1/jcpy161.pdf

Does sensory imagery influence consumers’ perception of variety for a set of products? We tested this possibility across two studies in which participants received one of three alternate coffee menus where all the coffees were the same but the category labels were varied on how imagery-evocative they were. The less evocative labels (i) were more ge...

Can haptics influence calorie perceptions? We focus on haptic properties of food and suggest that since food haptics directly impact mastication (chewing), they can also impact calorie estimation. Higher mastication (based on rougher versus smoother and harder versus softer foods) is proposed and demonstrated to reduce calorie estimation. Focusing...

In two laboratory and one pilot field study, we demonstrate that cause marketing, whereby firms link products with a cause and share proceeds with it, reduces charitable giving by consumers, even when it is costless to the consumer to buy on CM (versus not); further, instead of increasing total contribution to the cause, it can decrease it. Consume...

Price-matching guarantees are commonly used by sellers as promises to match the lowest price for an item that a customer can find elsewhere. In this paper, we use a market experiment approach to examine buyer search as well as sellers’ pricing decisions in the presence versus absence of Price-Matching Guarantees. We use student subjects as well as...

Size labels adopted by food vendors can have a major impact on size judgments and consumption. In forming size judgments, consumers integrate the actual size information from the stimuli with the semantic cue from the size label. Size labels influence not only size perception and actual consumption, they also affect perceived consumption. Size labe...

Research shows that scent enhances memory for associated information. Current debate centers around scent's immunity to “retroactive interference,” i.e., reduced memory for earlier-learned information after exposure to additional, subsequently-learned information. This paper demonstrates that scent-enhanced memory is indeed prone to retroactive int...

We draw upon literature examining cross‐modal sensory interactions and congruence to explore the impact of smell on touch. In line with our predictions, two experiments show that smell can impact touch in meaningful ways. Specifically, we show that multisensory semantic congruence between smell and touch properties of a stimulus enhances haptic per...

We draw upon literature examining cross-modal sensory interactions and congruence to explore the impact of smell on touch. In line with our predictions, two experiments show that smell can impact touch in meaningful ways. Specifically, we show that multisensory semantic congruence between smell and touch properties of a stimulus enhances haptic per...

The authors examine incumbent retailers' reactions to a Wal-Mart entry and the impact of these reactions on the retailers' sales. They compile a unique data set that consists of incumbent supermarkets, drugstores, and mass merchandisers in the vicinity of seven Wal-Mart entries, as well as control stores not exposed to the entries. The data set inc...

This paper provides a framework for retailer pricing and ordering decisions in a dynamic category management setting. In this regard, the key contributions of this paper are as follows. First, we develop a multi-brand ordering and pricing model that endogenizes retailer forward buying and maximizes profitability for the category. The model consider...

Scent research has focused primarily on the effects of ambient scent on consumer evaluations. We focus instead on the effects of product scent on consumer memories. For instance, if a pencil or a facial tissue is imbued with scent (vs. not), recall for the brand's other attributes increases significantly-with the effects lasting as much as 2 weeks...

This research extends the dual coding theory of memory retrieval (Paivio 1969, 2007) beyond its traditional focus on verbal and pictorial information to olfactory information. We manipulate the presence or absence of olfactory and pictorial stimuli at the time of encoding (study 1) or retrieval (study 2) and measure the impact on verbal recall. Aft...

We propose that advertisement (ad) content for food products can affect taste perception by affecting sensory cognitions. Specifically, we show that multisensory ads result in higher taste perceptions than ads focusing on taste alone, with this result being mediated by the excess of positive over negative sensory thoughts. Since the ad effect is th...

The number of firms carrying a cause-related product has significantly increased in recent years. We consider a duopoly model of competition between firms in two products, to determine which products a firm will link to a cause. We first test the behavioral underpinnings of our model in two laboratory experiments, to demonstrate the existence of bo...

We examine the role of language choice in advertising to bilinguals in global markets. Our results reveal the existence of asymmetric language effects for multinational corporations (MNCs) versus local firms when operating in a foreign domain, such that the choice of advertising language affects advertising effectiveness for MNCs but not local comp...

Much prior literature has focused on the effect of self-construal on social judgment. We highlight the role of self-construal in spatial judgments. We show that individuals with independent (vs. interdependent) self-construals are more prone to spatial judgment biases in tasks in which the context needs to be included in processing; they are less p...

For a shopping mall, sales leakage occurs when consumer purchases facilitated by the mall are finalized outside it. These sales include, for example, catalog orders filled at the leased premises in a physical mall; For an Internet mall, they include the ones consumers make on an on-line store's website after learning about the store from an Interne...

We develop a conceptual framework regarding the perceptual transfer of haptic or touch-related characteristics from product containers to judgments of the products themselves. Thus, the firmness of a cup in which water is served may affect consumers' judgments of the water itself. This framework predicts that not all consumers are equally affected...

Registrars' offices at most universities face the daunting task of allocating course seats to students. Because demand exceeds supply for many courses, course allocation needs to be done equitably and efficiently. Many schools use bidding systems in which student bids are used both to infer preferences over courses and to determine student prioriti...

The authors thank an anonymous online retailer for providing the data used in this study. They are grateful to Michel Wedel and the three anonymous JMR reviewers for their many valuable com-ments and suggestions. They also thank seminar participants at the Mar- When retailers make product assortment changes by eliminating certain stockkeeping units...

Firms in many industries experience protracted periods of pricing power, the ability to successfully enact price increases. In these situations, firms must decide not only whether to raise prices, but to whom. Specifically, in a competitive context, they must determine whether it is more profitable to increase prices across-the-board or to a specif...

In this paper, we show that there is a relationship between two important matching mechanisms: the Top Trading Cycles mechanism (TTC mechanism proposed by Abdulkadiroglu and Sonmez, 1999) and the Top Trading Cycles and Chains mechanism (TTCC mechanism proposed by Roth, Sonmez, and Unver, 2004). Our main result is that when a specific chain selectio...

This paper focuses on the timeshare industry, where members own timeshare "weeks" and can exchange these weeks among themselves without a medium of exchange (such as money). Timeshare exchanges allow for the weeks to be redistributed among members to better match their preferences and thus increase efficiency. As such, the problem falls within the...

We highlight the role of interacting senses on consumer judgment. Specifically, we focus on the role of the visual and haptic (touch) senses on the elongation bias, which predicts that the taller of two equivolume objects will appear bigger. We show that sensory modality will affect the extent (and even direction) of the elongation bias-with visual...

We show that an extremely high-priced product featured among more moderately priced products within a catalog can increase the reservation price for a moderately priced target product as well as the category as a whole. We investigate how this increase is influenced by the degree of relatedness between the extreme-priced product and the target as w...

A default option is the choice alternative a consumer receives if he/she does not explicitly specify otherwise. In this article we argue that defaults can invoke a consumer's "marketplace metacognition," his/her social intelligence about marketplace behavior. This metacognitive account of defaults leads to different predictions than accounts based...

In this essay we review the evidence from marketing research about price presentation of consumer products and discuss how these lessons have been applied--consciously or unconsciously--in the design of the U.S. tax system. Our perspective is that, in most situations, the designers of the tax system attempt to minimize the perceived burden of any g...

Increased access to individual customers and their purchase histories has led to a growth in targeted promotions, including the practice of offering different pricing policies to prospective, as opposed to current, customers. Prior research on targeted promotions has adopted a tenet of the standard economic theory of choice, whereby what a consumer...

Many product categories, from pizzas to real estate, present buyers with purchase decisions involving complex area judgments. Does a square look larger or smaller than a circle? How much smaller does a circle of 8-inch diameter look when compared to one with a 10-inch diameter? In this paper, we propose a psychophysical model of how consumers make...

We examine the key factors that influence a firm's decision whether to use front-loaded or rear-loaded incentives. When using price packs, direct mail coupons, FSI coupons or peel-off coupons, consumers obtain an immediate benefit upon purchase or a front-loaded incentive. However, when buying products with in-pack coupons or products affiliated wi...

United States firms collectively spend over $6.5 billion annually on coupon promotions and are becoming increasingly concerned with their profitability. FSI (free-standing-insert) data show that coupon duration varies across brands. In this paper, we show how coupon duration can affect coupon profitability. We also provide answers for some empirica...

Given the number of volume judgments made by consumers, for example, deciding which package is larger and by how much, it is surprising that little research pertaining to volume perceptions has been done in marketing. In this article, the authors examine the interplay of expectations based on perceptual inputs versus experiences based on sensory in...

Given the number of volume judgments made by consumers, for example, deciding which package is larger and by how much, it is surprising that little research pertaining to volume perceptions has been done in marketing. In this article, the authors examine the interplay of expectations based on perceptual inputs versus experiences based on sensory in...

Estimates the number of objects in a line are made in many different situations. This paper demonstrates that besides the actual number of dots, aspects of line configuration affect the perceived numerosity of dotted lines. Experiment 1 provides evidence that the highly studied "clutter effect" in distance perception research replicates to the nume...

Consumers make distance judgments when they decide which store to visit or which route to take. However, these judgments may be prone to various spatial perception biases. While there is a rich literature on spatial perceptions in urban planning and environmental and cognitive psychology, there is little in the field of consumer behavior. In this a...