J. Jeffrey Inman

J. Jeffrey Inman
University of Pittsburgh | Pitt · Joseph M. Katz Graduate School of Business

Ph.D. - University of Texas

About

100
Publications
181,858
Reads
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10,225
Citations
Additional affiliations
July 2000 - present
University of Pittsburgh
Position
  • Associate Dean for Research and Faculty
July 1994 - July 2000
University of Wisconsin–Madison
Position
  • Professor (Associate)

Publications

Publications (100)
Article
Marketers are adopting increasingly sophisticated ways to engage with customers throughout their journeys. We extend prior perspectives on the customer journey by introducing the role of digital signals that consumers emit throughout their activities. We argue that the ability to detect and act on consumer digital signals is a source of competitive...
Article
Beer remains the greatest source of per capita alcohol consumption in the United States, and increasing market availability and consumer demand for higher alcohol has meaningful public health consequences. Objectives: To determine whether apparent alcohol intake from beer changed among households over time, we used nationally-representative US Niel...
Article
This work describes and illustrates a free and easy-to-use online text-analysis tool for understanding how consumer word use varies across contexts. The tool, Wordify, uses randomized logistic regression (RLR) to identify the words that best discriminate texts drawn from different pre-classified corpora, such as posts written by men versus women, o...
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The COVID-19 pandemic and the accompanying economic downturn have dramatically impacted the lives of consumers around the world. From a conceptual perspective, such health and economic threats can severely disrupt consumers’ sense of ontological security and elicit adaptive responses by both consumers and marketers. Given the opportune timing, this...
Article
Seeking to help consumers make healthier decisions, the FDA mandated in 2010 the direct posting of calorie information on menus. Research, however, consistently demonstrates this mandate to not be as effective as intended despite required compliance in 2018. In response, the present research proposes a social marketing technique that leverages prov...
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As mobile phones continue to rapidly expand around the world, marketers are seeking to better understand the impact these devices have on consumer outcomes. One common but understudied area is how mobile phones may influence in-store behaviors. Although prior research has investigated the many shopping related activities consumers undertake on thei...
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To remain competitive in a connected world, offline retailers have responded with integrating digital in-store technologies into their physical servicescapes. Often, the introduction of multichannel connecting services like click & collect or order from or return to store are first steps. Shopper-facing advanced technologies can be key to creating...
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User-generated content has become ubiquitous and very influential in the marketplace. Increasingly, this content is generated on smartphones rather than personal computers (PCs). This article argues that because of its physically constrained nature, smartphone (vs. PC) use leads consumers to generate briefer content, which encourages them to focus...
Article
We propose a theory-based model of the shopper journey, incorporating the rich literature in consumer and marketing research and taking into account the evolving retailing landscape characterized by significant knowledge, lifestyle, technological, and structural changes. With consumer well-being at its core and shopper needs and motivations as the...
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Although religion is a central aspect of life for many people across the globe, there is scant research on how religion affects people's non-religious routines. In the present research, we identify a frequent consumption activity that is influenced by religiosity: grocery shopping. Using both field and laboratory data, we find that grocery spending...
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Purpose of the Review Regular yogurt consumption has been associated with significant health benefits, including reducing weight gain and preventing obesity, prevention of diabetes, and improved overall diet quality. While yogurt has been aggressively marketed in recent years and consumption has increased, little is known about consumers of yogurt,...
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Purpose Choice deferral (making no choice at all) is a common phenomenon, especially when individuals face a difficult decision. This is further exacerbated in the presence of negative incidental emotions which can have a wide-ranging influence on various aspects of decision-making. Previous research suggests that process (vs outcome) accountabili...
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Continual innovation and new technology are critical in helping retailers’ create a sustainable competitive advantage. In particular, shopper-facing technology plays an important role in increasing revenues and decreasing costs. In this article, we briefly discuss some of the salient retail technologies over the recent past as well as technologies...
Article
Many retailers invest in ancillary services to provide shoppers with additional reasons to come to their stores. However, it is unclear whether these services insulate incumbents from new entrants. We address this question by examining how the size and uniqueness of an incumbent's service portfolio protects its sales after a new competitor enters....
Chapter
When making food choices, consumers sometimes decide between simultaneously presented options, such as when choosing from items in a self-serve display case at a convenience store or coffee shop (i.e., Starbucks). However, in many instances, consumers choose from sequentially presented items, such as when navigating up and down the aisles of a supe...
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Full-text available
Typically, shoppers’ paths only cover less than half of the areas in a grocery store. Given that shoppers often use physical products in the store as external memory cues, encouraging shoppers to travel more of the store may increase unplanned spending. Estimating the direct effect of in-store travel distance on unplanned spending, however, is comp...
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Full-text available
Erratum to: Curr Cardiovasc Risk RepDOI 10.1007/s12170-015-0445-6On the title page, author Dr. Chi-Hsiung Wang should be included, as the second-to-last author.
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The recent surge in the importance of shopper marketing has led to an increased need to understand the drivers of unplanned purchases. The authors address this issue by examining how elements of the current shopping trip (e.g., lagged unplanned purchase, cumulative purchases) and previous shopping trips (e.g., average historical price paid by the s...
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The world of retailing has changed dramatically in the past decade. The advent of the online channel and new additional digital channels such as mobile channels and social media have changed retail business models, the execution of the retail mix, and shopper behavior. Whereas multi-channel was in vogue in the last decade in retailing, we now obser...
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Grocery retailers are joining the fray against obesity by offering a wide range of health and wellness programs at the point of sale. However, the success of such programs in promoting healthier choices remains an open question. We examine the effectiveness of a growing health and wellness initiative – a simplified nutrition scoring system. We pres...
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In the age of ";big data,"; one of the most important capabilities that differentiates the winners from the losers in the intensely competitive grocery market is how successfully a firm can harness its vast amounts of shopper data to become more shopper-centric. Grocery retailers struggle with how to manage the tremendous amount of data available t...
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A growing number of people wish to do no harm to the earth and leave a stable living environment for future generations. In response to the growing concern with carbon emissions’ impact on the marketplace, this paper investigates the emerging field of sustainable development through the typical manner in which it is measured, carbon emissions. Firm...
Article
In-store decision making, a common occurrence for many consumers, is a critical topic of interest to marketing scholars and practitioners (Inman and Winer 1998). One understudied factor impacting in-store decision making is the role of mobile technologies such as cell phones and smartphones. Mobile technologies have been praised for helping consume...
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We show that some of the most common beliefs about customer-perceived quality are wrong. For example, 1) it is not necessary to exceed customer expectations to increase preference, 2) receiving an expected level of bad service does not reduce preference, 3) rational customers may rationally choose an option with lower expected quality, even if all...
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Retailers and manufacturers are keenly interested in understanding unplanned consideration and purchase conversion, but data that capture in-store product consideration have been unavailable in the past. In the current research, the authors use in-store video tracking to collect a novel data set that records shopping behavior at the point of purcha...
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The authors explore product category and customer characteristics that affect consumers’ likelihood of engaging in unplanned purchases. In addition, they examine consumer activities that can exacerbate or limit these effects. The authors employ a hierarchical modeling approach to test their hypotheses using a data set of in-store intercept intervie...
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The authors argue that people systematically fail to predict how much others in the same role (i.e., owner or buyer) value an object due to self-other differences in valuation arising from intra-role empathy gaps. Across five studies in an endowment context, owners consistently underestimate the average selling price demanded by other owners, where...
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Full-text available
Typically, shoppers' paths only cover less than half of the areas in a grocery store. Given that shoppers often use physical products in the store as external memory cues, encouraging shoppers to travel more of the store may increase unplanned spending. Estimating the direct effect of in-store travel distance on unplanned spending, however, is comp...
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Full-text available
There is continuing concern that many people are not saving enough for retirement. The authors conduct three studies to determine whether simple alterations to the format of 401(k) plans can increase plan participation rates, especially among people with low levels of financial knowledge. In Study 1, offering a larger number of funds for investment...
Article
In order to optimize their shopper marketing strategies, retailers and manufacturers are interested in understanding in-store drivers of unplanned spending. In particular, they are interested in understanding shopping behavior at the point of purchase, termed the “first moment of truth” (Inman et al. 2009). In this research, we present and test a c...
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In juxtaposition to the common belief that marketing cues highlighting product effectiveness will generate positive influences on consumer demand, the authors argue that signaling effectiveness is a double-edged sword. While effectiveness cues may increase initial purchase, they can curb postpurchase consumption and potentially decrease longterm pr...
Article
Does the number of funds offered in your defined contribution plan affect how many funds you choose to invest in or how you spread dollars across the funds you choose? Across three experiments and the analysis of defined contribution plan data, we explore these issues by examining investors’ tendency to engage in the 1/n heuristic – allocating thei...
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Full-text available
In juxtaposition to the common belief that marketing cues highlighting product effectiveness will generate positive influences on consumer demand, we argue that signaling effectiveness is a “double-edged” sword. While effectiveness cues may increase initial purchase, they can curb post-purchase consumption, potentially decreasing long-term product...
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four studies investigate the interactive influence of the presence of an accompanying friend and a consumer’s agency–communion orientation on the consumer’s spending behaviors. in general, the authors find that shopping with a friend can be expensive for agency-oriented consumers (e.g., males) but not for communion-oriented consumers (e.g., females...
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Purpose – This paper seeks to promote an understanding of gender effects on retirement plan participation as a function of fund assortment size. Design/methodology/approach – A decision simulation was conducted among 349 US adults whose task was to invest in a hypothetical 401(k) retirement plan. The number of mutual funds offered for investment wa...
Article
Shopper marketing refers to the planning and execution of all marketing activities that influence a shopper along, and beyond, the entire path-to-purchase, from the point at which the motivation to shop first emerges through to purchase, consumption, repurchase, and recommendation. The goal of shopper marketing is to enable a win–win–win solution f...
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We propose that consumers have mental budgets for grocery trips that are typically composed of both an itemized portion and in-store slack. We conceptualize the itemized portion as the amount that the consumer has allocated to spend on items planned to the brand or product level and the in-store slack as the portion of the mental budget that is not...
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Recent research has suggested that consumers have in-store slack for grocery trips—that is, they leave room in their mental budgets to make unplanned purchases. Drawing on this work, this article examines how the impact of promotions depends on whether the shopper still has in-store slack remaining in his or her mental budget. Specifically, the aut...
Article
Recent research has suggested that consumers have in-store slack for grocery trips—that is, they leave room in their mental budgets to make unplanned purchases. Drawing on this work, this article examines how the impact of promotions depends on whether the shopper still has in-store slack remaining in his or her mental budget. Specifically, the aut...
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Full-text available
The authors examine an important anomaly in investment behavior - namely, the tendency to fall prey to the effects of contextual and presentation biases, which emerge when people make different decisions as a function of how information is presented to them. They also identify an important factor that moderates these effects. The results from four...
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The authors predict and demonstrate daily, week-part, and holiday patterns in consumers' caloric intake using a national food consumption panel data set. They show that daily caloric intake is characterized by intermeal carryover effects, such that balancing between a preceding and a subsequent meal is stronger when both the meals are from the same...
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Full-text available
The authors explore product category and customer characteristics that affect consumers' likelihood of engaging in unplanned purchases. In addition, they examine consumer activities that can exacerbate or limit these effects. The authors employ a hierarchical modeling approach to test their hypotheses using a data set of in-store intercept intervie...
Article
We report the results of a decision simulation conducted among 349 adults whose task was to invest in a hypothetical 401(k) retirement plan. We varied the number of mutual funds offered for investment and observed the effects on the incidence and extent of participation. The results indicate that larger fund assortments tend to reduce participation...
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Full-text available
Past research has yielded valuable insights into the drivers of traditional coupon redemption, but the applicability of these results to electronic coupons remains an open question. We investigate the determinants of electronic coupon redemption, employing a large panel dataset for five product categories (detergent, milk, cookies, shampoo, and ora...
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This article examines the joint effect of issue capability and gender on risk taking. Across three studies, the authors show that the effect of issue capability is moderated by gender, depending on the compatibility between the goal orientation of the decision maker and the nature of the decision task. For decisions that are mainly driven by achiev...
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Abstract Co-branding is often used by managers to reinforce the image of their brands. In this paper, we investigate when a brand’s image is reinforcedor impairedas a result of co-branding, and which partner is right for a firmthat considers co-branding for image reinforcement. We address these issues by examining the effects of co-branding on attr...
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We report the results of a decision simulation conducted among 211 adults whose task was to invest in a 401(k) retirement plan. We varied the number of mutual funds (three vs. twenty-one) offered for investment and assessed investing knowledge with a self-report measure. The results indicate that less knowledgeable (but not more knowledgeable) inve...
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We examine a new construct dealing with individuals' tendency to elaborate on potential outcomes, that is, to generate and evaluate potential positive and negative consequences of their behaviors. We develop the elaboration on potential outcomes (EPO) scale and then investigate its relationships with conceptually related traits and its association...
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Because product development decisions are often made at the attribute level, brand managers need to understand the attribute-level competitive structure. At the same time, consumers may exhibit reinforcing behavior (i.e., high repeating) on some attributes and derived varied behavior (i.e., high switching) on other attributes. This calls for the ex...
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We investigated the influence of liking and flavor intensity on the development of sensory-specific satiety (SSS) to different potato chip flavors, and the influence of these measures, as well as measures of want-to-eat and similarity, on the subsequent choice of a potato chip flavor. In the first study, 35 subjects participated first in a taste te...
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This article begins with several testable propositions inspired by Zeelenberg and Pieters (this issue). I argue that a critical skill for decision makers is to decouple the aspect of regret that leads to self-reproach from that aspect that can be used to learn from the outcome and improve future decision making. Results of an illustrative study are...
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Although incidental affect has been shown to influence both attitude and purchase behavior, it has not been extended to actual consumption. This research investigates whether specific affective states influence food consumption and whether this influence is moderated by factors such as information and the nature of the product (hedonic versus less...
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Based on literatures in cognitive resource conservation and contextual cue consistency, we study two types of habits-carryover and baseline-in the consumption of food nutrients. Carryover habit obtains when the level of a nutrient consumed in preceding meals influences its consumption in the current meal. Baseline habit obtains when a nutrient's co...
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The Practice Prize Reports consist of one article with two parts as follows: “Sinha, Ashish, J. Jeffrey Inman, Yantao Wang, Joonwook Park. Attribute drivers: A factor analytic choice map approach for understanding choices among SKUs” and “Tellis, Gerard J., Rajesh K. Chandy, Deborah MacInnis, Pattana Thaivanich. “Modeling the microeffects of televi...
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We examine the interplay between incidental affect and task-related affect in the context of consumer choice. Specifically, we examine the differential impact of two discrete negative affective states-anger and sadness-vis--vis a neutral affective state. We replicate Luce's ( 1998 ) finding that people are more likely to rely on a status quo option...
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Research on customer equity has reemphasized the value of understanding the factors that influence satisfaction and quality. Although research has shown that many factors influence perceptions of satisfaction and quality, it has failed to consider the potential for asymmetric effects that shift over time and are based on the attributes used to form...
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The article discusses the utilitarian benefits of consumer or "pull" promotions, the Chandon, Wansink and Laurent (CWL) model, as well as affective benefits and informative effects of sales promotions. The economic value, informational content, and affective appeal routes are interactive and influence the effectiveness of sales promotions. Understa...
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In-store decision-making is an important topic to retailers and product manufacturers seeking to increase category sales. Several billion dollars are spent each year on in-store advertising materials in the hope that consumer choice will be influenced as a result. However, the process by which consumers make such decisions is not well understood. I...
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Consumers purchase goods from various channels or retail formats, such as grocery stores, drugstores, mass merchandisers, club stores, and convenience stores. To identify the most appropriate channels and to allocate the distribution of products among channels efficiently, managers need a better understanding of consumer behavior with respect to th...