Richard J. Lutz's research while affiliated with University of Florida and other places
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Publications (40)
We use a paradox approach (Mick and Fournier, 1998) to explore how consumers use and experience their smartphones. To do so, we use a mixed method approach where we interviewed 28 participants across seven focus groups to learn more about when and how they used their smartphones. Participants reported many tensions with regard to their smartphone u...
This research evaluates the interplay of emotion, cognition, and individual differences such as productivity orientation. Two experimental design studies using Mturk participants test the proposed effects of curiosity evoked by advertising stimuli with mystery on positive affect and preference for curated subscription boxes. The results show that a...
Although marketers spend billions of dollars on social media platforms in an effort to make a connection with their customers, few know if their social media activation in the form of Social Network Advertising (SNA) is positively affecting their business. For example, little research exists as to which types of Digital Consumer Engagement (DCE) (i...
The consumption of experiences (as opposed to products) has seen an increasing amount of research attention in recent years. A key aspect of the experiential consumption journey is how the experience is consumed. For instance, people almost invariably take pictures during highly enjoyable experiences such as vacations or important family events. Al...
Purpose
The purpose of this paper is to investigate the relationship between mental simulation and affective misforecasting of hedonic consumption experiences.
Design/methodology/approach
The authors present a series of lab and field studies that manipulate mental simulation and experience type (ordinary versus extraordinary) and measure affecti...
Purpose
This paper aims to investigate the phenomenon of active escapism – a unique form of experiential consumption that engages fantasy and role-play as a means of coping. In contrast with passive forms of escapism, whereby consumers act as observers (e.g. watching a movie), active escapism provides consumers with the opportunity to directly int...
In contrast with traditional forms of entertainment media (e.g., movies, novels, and television), video games are unique in their ability to provide immersion, agency, and transformation (IAT) during the consumptive experience. As the video game medium has evolved over generations of consoles, the experience of IAT has become increasingly complex f...
Despite the wide array of contemporary advertising formats and media, television advertising remains the most dominant form to which typical consumers are exposed. Research on attitudes toward advertising in general (Att-AiG) implicitly assumes that the Att-AiG measure represents advertising as a whole. A major finding of the current research is th...
The Relevance-Accessibility Model provides a framework for studying advertising effects on brand choice. To do this, it shifts the focus of study from the time of advertising exposure to the time of brand choice. The model is motivationally based. Consumers' motivation to deliberate at the time of brand choice influences consumers' preferred choice...
The Attachment–Aversion Relationship Model proposed by Park, Eisingerich, and Park represents the latest in a series of attempts to expand, refine, and validate the increasingly popular concept of brand relationships. We find much value in the effort. We suggest, however, that researchers should avoid indiscriminate use of the term and focus on ide...
This paper investigates the effects of source congruence on brand attitudes in two situations: multiple brand endorsements by one celebrity and multiple celebrity endorsers of one brand. Under low involvement conditions, brand attitudes become more negative as a celebrity endorses multiple brands and more favorable with multiple endorsers. In high...
The system for the design, production, and dissemination of marketing scholarship aimed at contributing to marketing practice is under increasing strain due to pressures exerted by globalization, digitization, and environmentalism. Scholarly research in marketing adheres largely to a twentieth-century manufacturing model. Change is needed now. Mark...
Reports of firms' behaviors with regard to corporate social responsibility (CSR) are often contrary to their stated standards of social responsibility. This research examines the effects of communication strategies a firm can use to mitigate the impact of these inconsistencies on consumer perceptions of corporate hypocrisy and subsequent beliefs ab...
The macromarketing system is largely the function of many micromarketing decisions made each day. But this connection has not been probed thoroughly in the macromarketing literature, and there is a need for conceptual frameworks that can successfully link the challenges of effective micromarketing with the laudable goals of the macromarketing field...
This study investigated attitudes and the perceptual antecedents of attitudes toward six online advertising formats and tested the ability of perceptions to predict attitude toward the format (Aformat) and click through behaviour using a national survey of 1,075 adults. The data supported the four hypotheses of the study: web users possess signific...
This study represents an initial empirical test of a new construct--attitude toward on-line advertising format (A<SUB>format</SUB>). An on-line survey was used to examine both antecedents and consequences of A<SUB>format </SUB>for each of six on-line ad formats (e.g., pop-ups, banners, skyscrapers). Regression analyses revealed A<SUB>format</SUB>to...
The concept of recreational shopper identity, a dimension of the consumer—s self-concept, is contrasted with simple shopping
enjoyment, which has characterized most past research on recreational shopping. Two survey studies investigate recreational
shopper identity in a clothing shopping context. In Study 1, the Recreational Shopper Identity (RSI)...
In today's competitive battleground, the concept of brand equity has proved to be an important source of strategic insights for marketers. However, one potentially valuable source of brand equity-the operation of intergenerational influences-has generally been overlooked in the marketing literature. This article reports the findings of two studies...
Although the prepurchase effects of advertising on children are well documented, little is known about advertising's impact in conjunction with children's product usage experiences. Two studies, one using experimentation and the other using depth interviews, were undertaken to examine this issue. In addition to informational effects, special emphas...
Recent research has identified attitude toward the ad (AAd) as an important construct mediating the effects of advertising on brand attitude and purchase intention. To date, however, little attention has been directed toward explaining the origins of AAd. The authors present the latest version of a theory of AAd formation, report the results of an...
Recent research has identified attitude toward the ad (AAd) as an important construct mediating the effects of advertising on brand attitude and purchase intention. To date, however, little attention has been directed toward explaining the origins of AAd. The authors present the latest version of a theory of AAd formation, report the results of an...
Attitude toward the ad (Aad) has been postulated to be a causal mediating variable in the process through which advertising influences brand attitudes and purchase intentions. Previous conceptual and empirical research on this topic has suggested four alternative models of the relationships between brand-related cognitive, affective, and conative r...
Attitude toward the ad (Aad) has been postulated to be a causal mediating variable in the process through which advertising influences brand attitudes and purchase intentions. Previous conceptual and empirical research on this topic has suggested four alternative models of the relationships between brand-related cognitive, affective, and conative r...
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...
This paper investigates significant gaps in the information available to prospective home buyers as perceived by recent purchasers. The gaps in available information perceived by recent purchasers included the fair value of the house, its structural condition, and the ambience of the neighborhood. It was found that independent or personal sources w...
Consumer information programs can be more effective if they are conceived within a marketing framework which views consumer information as a product to be marketed. A methodology is outlined which can assist consumer information program developers in identifying information needs from the consumer's point of view, rather than the policy maker's.
Consumer information programs can be more effective if they are conceived within a marketing framework which views consumer information as a product to be marketed. A methodology is outlined which can assist consumer information program developers in identifying information needs from the consumer's point of view, rather than the policy maker's.
Research on multi-attribute attitude models has relied on correlational methods. An analysis of variance paradigm applied to individual level data supports the multiplicative assumption of multi-attribute models. A single-attribute form of the Fishbein model is found to be superior to a similar version of the “adequacy-importance” model.
Research on multi-attribute attitude models has relied on correlational methods. An analysis of variance paradigm applied to individual level data supports the multiplicative assumption of multi-attribute models. A single-attribute form of the Fishbein model is found to be superior to a similar version of the "adequacy-importance" model.
A distinction is drawn between the multiattribute attitude model as a measurement device and as a theory of attitude formation and change. Using an analysis of variance paradigm to investigate the underlying multiplicative and summative assumptions, Fishbein's multiattribute theory is found to demonstrate reasonably high construct validity. Individ...
Citations
... Although we adopt the definition given by Fletcher-Brown et al. (2021) in our study, we would like to point out that the social media engagement behaviors of consumption, contribution, and creation can provide better managerial insights to the brands on the engagement process of the consumers. Consumption refers to watching brand-related content, contribution refers to "liking" or "commenting" on the brand content, and creation refers to posting or writing content for a brand (Halloran and Lutz 2021;Schivinski, Christodoulides, and Dabrowski 2016). ...
... In addition, purposeful reflection on difficult past events through journaling can help to reduce rumination with potential for both biological and psychological benefits (Pennebaker, 1995) and this may be facilitated through reflection on photography. A directional focus on challenges experienced may therefore facilitate in moment reflection, offering the opportunity for objective consideration and mindfulness around the challenge at hand (Diehl et al., 2016;Nardini et al., 2019;Ramirez et al., 2019). There is a lack of research into the most effective approaches to photo-taking interventions, and how these might function to influence well-being. ...
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... When a consumer is highly engaged during the advertising process, the impact of attitudes on that consumer's behaviours is strengthened (MacKenzie et al., 1986). In a social marketing environment, a well-liked influencer can increase customer engagement, inducing customers to form favourable attitudes towards influencers and to associate their attitudes with their purchase intentions (Van Noort et al., 2012). ...
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... First of all, since the audit risk model is generally regarded in the auditing profession as the optimal approach to combined risk determination, auditors have professional incentives to make judgments in accord with the model. Second, there is substantial prior research that has reported support for multiplicative assimilation---in psychology (e.g., Einhorn, 1970Einhorn, , 1971Anderson and Shanteau, 1970;Shanteau, 1974;Lynch and Cohen, 1978;Shanteau and Nagy, 1979), in marketing (e.g., Bettman, Capon and Lutz, 1975;Louviere and Levin, 1978) and in accounting (Brown and Solomon, 1991;Libby, Artman and Willingham, 1985). upon the type of risk factor. ...
... Other studies have identified information processing propensity as a relevant factor. Capon and Lutz (1979) argued that understanding how individual information processing predispositions interact with information presentation formats is a key to creating more effective information systems. Subsequently, Childers et al. (1985) distinguished two types of information processing dispositions: visualizers and verbalizers. ...
... Creative products can amaze the public, and whether the products are creative or not depends on the evaluation of the observer or the public. The products with observability are the fi nal proof of creativity (Nardini & Lutz, 2018). The core values of the mass fundraising platform also provide a stage for the development of a wide variety of creative products from all over the world. ...
... Successful strategies should be adopted in the future, whereas less successful ones should be improved upon. To this end, the present research adopts the most recent version of the theory of planned behavior (TPB) [7], coupled with the literature on social marketing strategies and communication design (i.e., attitudes toward ad/promotional materials) [8]. ...
... Researchers have long investigated the behaviors of charitable organizations and donors (Aaker & Akutsu, 2009;Kelting, Robinson, & Lutz, 2019;Liang, Chen, & Lei, 2016;Savary, Li, & Newman, 2020;Schlosser & Levy, 2016;Smith, Faro, & Burson, 2013). However, far less research effort has been expended on the examination of recipients' behaviors, even though this plays an essential part in determining the impact of charity programs. ...
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... This weakness in the model is particularly relevant for financial services as the service environment has a major impact on consumer decision making, and theses consumer variables are critical especially in the absence of tangible quality cues (Milner & Rosenstreich, 2013). Moreover, it is linear in nature and it predicted that the components of consumer decision making process not essentially happen in an arrangement but may be simultaneously (Phillips & Bradshaw 1993;Brinberg & Lutz, 2012). Moreover, when a solution is required to a problem, consumers search information and set criteria for selection by comparing alternatives and then evaluating these alternatives, but it does not fit in all types of decisions especially in financial services market. ...
... Wisdom is a domain-specific phenomenon that depends on the context (Mick et al., 2009;Sternberg, 1998). Luchs and Mick (2018) introduces a framework of CW that encapsulates consumers' concern for their personal and the collective well-being. ...
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