David Brinberg

David Brinberg
Virginia Polytechnic Institute and State University | VT · Department of Marketing

About

83
Publications
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Introduction

Publications

Publications (83)
Article
Texting plays an increasingly important role in romantic relationships. Along with the increased use and impact of technology in and on relationships, technology provides new approaches to observe and study relationships. This study demonstrates the potential for using unobtrusive measures of texting obtained through mobile data donation for the st...
Article
People often encounter information that they subsequently learn is false. Past research has shown that people sometimes continue to use this misinformation in their reasoning, even if they remember that the information is false, which researchers refer to as the continued influence effect. The current work shows that the continued influence effect...
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Companies increasingly share the stories behind their brand's founding to engage consumers. The current studies explore how the motives that underlie business formation in founder's stories influence consumer brand perceptions. Specifically, stories that highlight self‐transcendence (vs. self‐enhancement) founder values enhance the perceived authen...
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When students experience failure in the pursuit of a marketing degree (e.g., on a test or a course), do they persist or relent their academic efforts? Relenting can lead to long-term academic failure and severe negative consequences for students, universities, and society. Thus, identifying students prone to relenting and directing resources to hel...
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Following subgoal success at a long-term goal, consumers can persist, behaving consistently with the long-term goal, or license, behaving consistently with competing, shorter-term goals. We extend prior work by proposing this choice is driven, in part, by chronic differences in consumers’ cognitive and emotional responses to subgoal success. In stu...
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This paper advances novel theory and evidence on the emergence of informal leadership networks in groups that feature no formally designated leaders or authority hierarchies. We integrate insights from relational schema and network theory to develop and empirically test a three-step process model. The model's first hypothesis is that people use a "...
Article
This paper advances novel theory and evidence on the emergence of informal leadership networks in groups that feature no formally designated leaders or authority hierarchies. We integrate insights from relational schema and network theory to develop and empirically test a three-step process model. The model’s first hypothesis is that people use a “...
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Cause-related marketing (CrM), a partnership between a for-profit and not-for-profit company, is an increasingly common promotional approach. Consumers range in awareness of and knowledge about CrM, and vary in their ability to identify and evaluate critical elements of a CrM promotion. The authors describe this knowledge and ability as “CrM persua...
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Narratives are a persuasive platform that evokes processing distinct from other message formats. Story-ending valence is a component common to all stories and can influence how individuals respond to and are persuaded by the story. The current work examines how ending valence of a cautionary story, a popular type of narrative that delivers a warnin...
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This article draws insights from several disciplines to propose an integrated perspective on mechanisms underlying narrative persuasion. One approach to narratives emphasizes a deictic shift into the narrative, resulting in an absorbed state of processing and a loss of one’s sense of self (e.g., transportation, narrative engagement, identification)...
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Three distinct literatures address social change: social entrepreneurship, community action research, and social marketing. While these activities have a shared goal to create social change, each orientation approaches their activities from a different perspective. The current work explores how macro-social marketing efforts can benefit from altern...
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International Service Learning (ISL) is a growing trend in higher education in which students have the opportunity to earn academic credit while participating in community-based service projects. This growth represents an opportunity for NGOs to generate resources for their organization to pursue their mission and generate broader social value. The...
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Recent work demonstrates that narratives persuade via mechanisms distinct from other persuasive message formats. The present work draws from the discourse processing and communication literature to introduce a construct of retrospective reflection as an additional mediator in narrative persuasion. Retrospective reflection represents self or other-r...
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Whereas most existing self-control research and scales focus on singular self-control choice, the current work examines sequential self-control behavior. Specifically, this research focuses on behavior following initial self-control failure, identifying a set of key cognitive and emotional responses to initial failure that jointly underlie post-fai...
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This research examines the role of emotional intelligence (EI) on the adoption and maintenance of a healthy weight. We implemented an intervention over a 6‐week period demonstrating that EI can be learned to promote the use of cognitive health knowledge in the adoption and maintenance of a healthy weight. Results suggest that improving EI reduces t...
Article
A positive youth development program focusing on HIV prevention, alcohol abuse prevention, conflict resolution skills, and managing peer pressure was developed and implemented in the Eastern Cape of South Africa. Participatory action research methods were combined with a social marketing approach to generate and implement a narrative-based curricul...
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Distancing itself from the traditional focus of leadership research on the behaviors and traits characteristic of “leaders,” the paper argues that leaders emerge out of a process of social construction. Drawing from relational schema theory, it is argued that group members form leadership perceptions that conform to a limited set of shared “hierarc...
Article
The relationship between clients and their health care providers has an important impact on health promotion and disease prevention. Perhaps the most important element of patients' relationships with their health care providers is trust. Enhancing clients' trust in their health care provider has been shown to lead to greater adherence to medical ad...
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Entrepreneurship can be characterized as consisting of two distinct approaches: social and commercial orientation. We present the validity network schema (VNS) to better understand these two orientations. The VNS is a framework that describes the components, stages, and paths for conducting research. The components of research reflect three domains...
Article
Hardwood veneer logs comprise less than 1% of the eastern hardwood forest resource in the United States; yet the typical range for veneer log prices is 2-10 times greater than that of grade 1 sawlogs. In this article we examine attributes and defects known to affect the value of veneer logs and shed light on forest management considerations that af...
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This study investigates the effects of targeted health messages toward reducing fat consumption by applying the unified theory of behavior change (Fishbein et al., 2001) and the stages of change model. In Study 1, affect and outcome expectancies significantly discriminated individuals within each stage of change. In Study 2, affect was more effecti...
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The importance of each topic (change, technology, communication, and public policy) varied across the five areas (i.e., labor, land, manufacturing, markets and marketing, and supply chain). Interestingly, each topic was significantly more important than the other three in at least one of the five areas. Communication with labor (i.e., regular meeti...
Article
Technology and knowledge transfer (TKT) is practiced for a plethora of causes, ranging from AIDS prevention to manufacturing competitiveness. The number of government, university, and association TKT efforts is exhausting and fraught with problems; we know anecdotally that the adoption of technology or knowledge is minimal across all contexts. Ther...
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Consumer and retailer perceptions of wood household furniture were modeled using a policy capturing approach. A sample of consumers and retailers evaluated four pictures of wood furniture on eight visual cues deemed representative of the furniture purchasing environment. These cues were then regressed on respondents' judgment of willingness to pay...
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While recent studies of organ donation have recognized cultural factors, most analyses in developed countries have focused on awareness as the critical constraint. The present paper examines this assumption and assesses the number of potential organ donors as well as their knowledge and attitudes regarding organ donation. We conducted a telephone s...
Article
A social psychological theory of voting behavior was developed in the context of designing political campaigns to elect a candidate. This theory was tested in the context of a presidential, senatorial, and congressional election. In general, the data were consistent with the theory across all three elections and individual difference variables. Imp...
Article
Eating at fast-food restaurants is becoming increasingly popular. However, little research has been conducted examining the determinants of this behavior. A subjective probability model and Fishbein's behavioral intention model were used to examine this behavior. Both models were significant predictors of the individual's intention to eat at these...
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Financial debt continues to rise, especially among college students, indicating a need for behavioral research to develop more effective money-management interventions. This study examined social psychological variables relevant to money management decision making among college students. Attitude, affect, perceived ability, and past experience were...
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This article demonstrates that subjective knowledge (i.e., perceived knowledge) can affect the quality of consumers' choices by altering where consumers search. We propose that subjective knowledge increases the likelihood that consumers will locate themselves proximate to stimuli consistent with their subjective knowl-edge. As such, subjective kno...
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This article demonstrates that subjective knowledge (i.e., perceived knowledge) can affect the quality of consumers' choices by altering where consumers search. We propose that subjective knowledge increases the likelihood that consumers will locate themselves proximate to stimuli consistent with their subjective knowledge. As such, subjective know...
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The Women, Infants, and Children program provides food assistance, nutrition education, and social service referrals to low-income women. The authors report the results of a small-scale study to evaluate the effectiveness of a tailored nutrition message. The results suggest that these messages could increase the effectiveness of the nutrition couns...
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A recent debate in the Journal of Consumer Psychology illustrates many of the unresolved issues concerning the development and application of models to predict attitude. A central issue in the debate is whether a noncognitive factor, such as affect, may exert a direct influence on attitude, or whether its influence is mediated by the cognitive stru...
Article
The aim of this research was to compare the effects of tailored or general nutrition messages on individuals' food knowledge, food consumption, and fiber intake. Past research in the area of food choice has applied the Theory of Reasoned Action or the Theory of Planned Behavior to identify the determinants of choice. Neither theory, however, is str...
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This dissertation examines between-brand price premiums from an information processing perspective. A literature review is conducted in which price premiums are shown to depend on consumer’s ability, motivation and opportunity to process information relevant to making between-brand judgments of value. A conceptual model is developed that incorporat...
Article
The destination image and positioning studies in tourism have been limited to those dealing with the image's perceptual or cognitive component. This study examined the applicability of Russel and his colleagues' proposed affective space structure to large-scale environments (i.e., tourism destination countries) as well as its potential as a positio...
Article
The destination image and positioning studies in tourism have been limited to those dealing with the image's perceptual or cognitive component. This study examined the applicability of Russel and his colleagues' proposed affective space structure to large-scale environments (i. e., tourism destination countries) as well as its potential as a positi...
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Past discussions of manipulation checks and related measures have produced disagreement about their role in tests of theoretical explanations of consumer behavior. We use a Bayesian analysis to examine what such measures contribute to researchers' beliefs about competing theories and suggest when and why manipulation and confounding checks add to t...
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Traditional views of research methodology hold that little, if any, useful information can be obtained from one or more confounded studies, unless the results from one study rule out or falsify an alternative explanation from a previous study. We present a Bayesian analysis of hypothesis testing to model knowledge accumulation from a series of conf...
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This article explores the validity of the nutrition knowledge construct by examining how the construct was measured and conceptualized in research reported in the Journal of Nutrition Education that concentrated on the relationship between knowledge and dietary behavior. The study examined the researchers' assumptions about the construct's reliabil...
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This research project was designed to test the effectiveness of a behavioral alternative decision model as a tool to develop nutrition education materials—specifically, material directed toward increasing the consumption of dietary fiber. Two nutrition education approaches were compared: (1) a general brochure targeted toward the population at larg...
Chapter
Research on dyadic decision making has tended to emphasize the analysis of role relationships between couple members and/or the patterns that emerge as individuals interact. In addition, research has been conducted on how the beliefs, values, and traits that the individuals bring to the decision situation influence the decision outcome. In this cha...
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Advertising prescription drugs directly to the public is a marketing strategy currently being considered by several manufacturers. However, direct-to-consumer advertising is discouraged because federal regulations mandate extensive disclosure of product risks within television commercials. An experimental study of 676 subjects was performed to exam...
Chapter
The foundation for understanding food-related behavior and its determinants rests on the definition and measurement of behavior. Food-related behavior has been defined and measured in a variety of ways. Each definition and its concomitant measurement possesses different assumptions, potential strengths, and inherent weaknesses. In the following sec...
Chapter
These quotes by Meiselman (1986) and Rozin and Vollmecke (1986) are exceptions to the general state of affairs in the literature concerning food-related behavior. The inability of researchers to find strong associations between characteristics of individuals (e.g., nutrition knowledge, gender) and their food consumption usually prevents any definit...
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According to Smith and Medin (1981), concepts (and classes) are essential for understanding and communicating our experiences. Likewise, in food and nutrition, concepts and classes not only allow communication among professionals in the field, but also allow communication between professionals and the public. In fact, food and nutrition educators h...
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Most research reports of food-related behavior include at least a cursory description of the respondents’ sociodemographic characteristics. Many include some examination of the relationship between the respondents’ sociodemographic characteristics and their food-related behavior. This apparent concentration on sociodemographic characteristics to ac...
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Food- and nutrition-related attitudes and beliefs are measured because investigators hypothesize that 1) people, in some meaningful way, will differ in their attitudes and beliefs as well as differ in the strength with which their attitudes and beliefs are held, and 2) people who hold different attitudes and beliefs will behave in different ways; t...
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Numerous models have been proposed to examine the relationships among beliefs, attitudes, and behavior. These models, which are called decision making or choice models, focus on behaviors that are under the volitional control of the individual; that is, behaviors that are determined by individuals’ conscious beliefs and attitudes and not determined...
Chapter
As may be seen from the chapters in this volume, dyadic decision making can be approached from numerous points of view. Each view provides a well-articulated and detailed perspective on dyadic decision making. In this chapter, we will discuss general trends in the area of dyadic decision making. We will first characterize the research in several di...
Article
Many of the diseases which afflict people in an affluent society like the United States seem to be related to food consumption (e.g., adult-onset diabetes mellitus, hyperlipidemia, and colon cancer). In recent years, the health-related professions have become aware that their exclusive aim of disease treatment must be expanded to include health pro...
Book
Recent research on joint or dyadic decision making has received renewed attention from behavioral scientists. This interest is due mostly to the advances in analytic and conceptual models used to study interaction processes. A number of related disciplines have used distinctive paradigms to study the same focal problem: namely, the processes by whi...
Article
To date, researchers have not tested whether the food groupings represented by various food guides reflect consumers' food classification systems. We undertook this study to explore whether multidimensional scaling (MDS) was a useful technique for examining respondents' perceived similarity among foods representing the Four Food Groups guide. This...
Article
Six méthodes de mesure de l'importance des attributs ont été évaluées du point de vue de la validité convergente. Ces méthodes sont: 1) Une approche déclarative directe; 2) Une approche par la recherche d'information fondée sur la méthode du processus comportemental de Jacoby; 3) La notation directe de l'importance; 4) La méthode des mesures conjoi...
Article
A distinction often is made in marketing between academic and practitioner-oriented research. That distinction has been used to justify one type of research by highlighting the limitations of the other. The authors use a validity network schema developed by Brinberg and McGrath to characterize academic and practitioner orientations in research. Thr...
Article
A distinction often is made in marketing between academic and practitioner-oriented research. That distinction has been used to justify one type of research by highlighting the limitations of the other. The authors use a validity network schema developed by Brinberg and McGrath to characterize academic and practitioner orientations in research. Thr...
Article
The purpose of this study was to identify differences in the relations among the components of Fishbein's theory of reasoned action across two populations— college and community samples—when applied to a food-related behavior (i.e., eating at a fast-food hamburger restaurant). A total of 154 college students and 212 community respondents completed...
Article
Six methods of measuring attribute importance were evaluated for convergent validity. The methods were (1) an open-ended elicitation approach, (2) an information-search approach based on Jacoby's behavioral process technology, (3) direct ratings of importance, (4) conjoint measurement, (5) indices based on Jaccard's subjective probability approach,...
Chapter
With the rapid growth of empirical findings in consumer behavior, there is a need to integrate research results into a coherent body of knowledge. In this chapter, we discuss an approach that can provide the researcher with tools to integrate a body of literature. The chapter is divided into three sections. In section one, we present a brief histor...
Book
Methodological advances in consumer behavior are increasing rapidly. We can characterize these advances by work in two logically separate but functionally related areas: (a) the philosophical underpinnings of our methods, and (b) the analytic strategies for examining the phenomena of interest in the field. An important aspect in communicating these...
Article
In this study, we used the technique of meta-analysis to address two specific questions: First, is there a relationship between dietary intake and either a) nutrition knowledge or b) food- and nutrition-related attitudes? And second, if there is a relationship, what is the strength (effect-size) of the relationship between these variables? A review...
Article
This study served two purposes 1) to determine the predictive accuracy of Fishbein's theory of decision making when applied to a food-related behavior, i.e., eating at a fast-food hamburger restaurant, and 2) to obtain information about beliefs associated with eating at this type of restaurant. A total of 154 students at a large mid-Atlantic univer...
Article
Marketing has been described as an exchange between two or more social units. A psychological exchange theory developed by Foa and Foa (1974) was used to examine: (a) the structure underlying six different resource categories—i.e., love, status, information, money, goods, and services—and (b) the functional relations among these six resource catego...
Article
Numerous forms and meanings of validity have been developed to provide researchers with the opportunity to assess the many potential sources of ambiguity that exist in any research finding. A Validity Network Schema (VNS) developed by Brinberg & McGrath (1982) is extended and elaborated in order to describe the components of the research process an...
Article
Employed U. G. Foa and E. B. Foa's (1974) resource exchange theory to examine the types and patterns of exchanges involved in 57 college students' interpersonal interactions. Two judgment tasks were used to test both the functional and structural aspects of this theory. The dimensions of particularism and concreteness were hypothesized to underlie...
Article
Presents a framework that (1) identifies the key components of research (elements and relations from conceptual, methodological, and substantive domains); (2) indicates how these domains can be combined; (3) describes 3 ways of conducting a research project—implementing a design, testing a theory, or explaining a body of data; and (4) explores how...
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Full-text available
Veneer log prices are commonly 4 to 10 times the price of grade 1 sawlogs yet veneer quality trees constitute less than 1 percent of the hardwood timber resource in the northeastern United States. Veneer manufacturers and their customers impose guidelines in specifying wood quality attributes that are very discriminating but poorly defined (e.g., e...
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Full-text available
Historically, eastern hardwoods have been a staple of forest products production. However, hardwood producers are now faced with serious challenges from substitutable products, such as imports of foreign species, utilization of foreign species in overseas manufacture (e.g., case goods, etc.), and composite-based materials that are imported or manuf...