Richard P. Bagozzi's research while affiliated with University of Michigan and other places

Publications (361)

Article
Leadership styles have profound effects on marketing outcomes. One style of leadership, which attracts increasing attention in general leadership research as well as in marketing, is servant leadership (SL). We present the first systematic literature review of the effects of SL on marketing outcomes, including publications in marketing-indexed jour...
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We propose that the positive effect of coming‐of‐age songs on ad effectiveness arises from a mediation process where the music‐evoked interpersonal memories of growing up stored in the brain and their accompanying emotions inevitably play a role, but not so straightforwardly as previously suggested. Rather, their effects work through the heightened...
Article
We experimentally investigate how and when the public responds to government actions during times of crisis. Public reactions are shown to follow different processes, depending on whether government performs in exemplary or unsatisfactory ways to the COVID‐19 pandemic. The ‘how’ question is addressed by proposing that negative moral emotions mediat...
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AI in service can be for routine mechanical tasks, analytical thinking tasks, or empathetic feeling tasks. We provide a conceptual framework for the customer, firm, and interactional use of AI for empathetic tasks at the micro-, meso-, and macro-levels. Emotions resulting from AI service interactions can include basic emotions (e.g., joy, sadness,...
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The present research addresses an area of brand behavior that is under studied to date but has important implications for national and international brands. Brand prominence, that is, the extent to which a product reveals important visible brand identifiers, plays a fundamental role in determining consumer signaling behavior towards social groups a...
Article
Our humble gratitude goes out to our editors and the anonymous reviewers who contributed to the improvement of this paper.The COVID‐19 pandemic has caused drastic disruptions to many multinational companies’ (MNCs’) supply chain management, pushing them to relocate their manufacturing activities to their home countries, a phenomenon known as reshor...
Article
Brand coolness is a relatively understudied but important marketing phenomenon that only recently has received systematic scrutiny. We investigate a multidimensional structure of brand coolness and show how it mediates the effects of product quality on word of mouth communication and on intentions to buy/use cool brands. We also demonstrate under w...
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We investigate how paying a bribe or refusing a bribe differs between observing others doing this or committing such acts oneself. Study 1 examines how and when observing others paying a bribe or refusing a bribe leads to actions opposing bribery or supporting anti-bribery. The how question is answered by showing that positive and negative emotions...
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Self-regulation is generally considered a process of constraining appetitive desire motivation toward goal-inconsistent objects and actions through rationality-based (volitive) motivation. The predominant temptation-focused view of appetitive desire focuses on cravings and self-control dilemmas, overlooking the beneficial role of appetitive desire...
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Employees’ work-related well-being has become one of the most significant interests of researchers and organizations due to the COVID-19 pandemic. This study examines how job characteristics such as mental load and team support, and technology-related factors such as perceived ease of use, perceived usefulness, and technology acceptance, impact emp...
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This paper documents a comprehensive theoretical framework that has been developed to understand conspicuous consumption behavior. The proposed framework identifies three antecedents and two consequences of conspicuous consumption. We tested hypotheses concerning this framework using a meta-analytic approach. We also meta-analytically tested the ef...
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Digital piracy of DVDs, software, and music is a prevalent behavior worldwide and has significant financial and social costs for society. Yet legal remedies and technological ways of controlling digital piracy are expensive and often do not work. To address a need for study of moral reasoning in digital piracy decisions, we develop and test a model...
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Despite a long-standing interest in service offshoring from both academics and practitioners, the questions how and under what conditions customers react when a well-known national brand decides to outsource its services to an offshore service provider (OSP) is an understudied area. Drawing on cognitive consistency theory, we test a new construct c...
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Donation campaigns that have an unsuccessful start often trigger negative social information in the social and mass media (e.g., “few others have donated so far”). Little research exists to shed light on the effects of such information in the context of donations. Across three studies involving different causes and different channels of communicati...
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Research in psychology has shown that even routinely experienced everyday objects such as brands can trigger cognitively engaging, emotional, and socially meaningful experiences. In this article, we review three key areas where current advances reside: brands as passive objects with utilitarian and symbolic meanings, brands as relationship partners...
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Membership of boundary‐spanners is controversial, as employees operate largely at the borders of the organization in close relations with customers. Nevertheless, we know little about its influence on customer satisfaction. We investigate how and when identification with the branch influences customer satisfaction. The how question is answered by s...
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The question of whether consumer purchasing decisions are conscious choices or unconscious has long been studied in marketing. The ability to measure mental changes with high temporal resolution makes the EEG-based event-related potentials (ERP) method very useful in studying the distinction between consciousness and unconsciousness. Although exper...
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Robust evidence suggests that cultural variation affects consumer information processing. However, how different cultural orientations lead consumers to different moral judgments toward celebrity endorsers' unethical behaviors is less appreciated. Drawing on the dual agency model, we show through two experiments that con-sumers' information process...
Article
We investigate the widespread yet under-researched social phenomenon of consumer arrogance—the propensity to broadcast one’s superiority over others in the consumption domain. Building on the theory of positive illusions, we examine how and under what conditions triggering people’s consumer arrogance prompts their positive and negative word-of-mout...
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Purpose The purpose of this paper is to investigate the effects of company decisions to reshore manufacturing activities on employee citizenship behaviors (OCBs). The research considers both company motives for the reshoring decision perceived by employees and gratitude felt toward the organization as antecedents to OCBs. Design/methodology/approa...
Conference Paper
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This work investigates how consumers of a brand from a company perceived as behaving in a socially responsible (reshoring) or irresponsible (offshoring) way react. Four field experiments were performed on adult consumers to test hypotheses. Results show the process through which consumers of a brand from a reshoring or offshoring company come to fe...
Article
We develop a conceptualization of the material selfbased on self-identity and derive a four dimensional scale with 16-items to measure it. In Study 1, the concept of the material self and the new scale are compared and contrasted with existing measures where tests of reliability, construct validity, concurrent validity, and generalizability are exa...
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Here the link to the full-text view-only version of the paper: https://rdcu.be/bQqEm ABSTRACT: Although an increasing body of research has focused attention on reshoring, namely, a company’s decision to relocate activities back to the home-country, how and when reshoring impacts market responses remains largely understudied and requires specific th...
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We investigate the effects of genetic polymorphisms of salespeople on their motivation and job satisfaction. We hypothesize that psychological attachment styles (anxious, avoidance, and secure) and role conflict interact with variants of three genes (dopamine DRD4, COMT and OXTR) to influence motivation and satisfaction. Our approach follows the sp...
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Purpose – In order to provide a keener understanding of consumers’ decision-making processes and motivations regarding deliberate counterfeit consumption, this paper integrates insights from several theoretical perspectives and the relevant literature. It proposes an overlooked yet important goal-directed interactionist perspective, and identifies...
Article
Marketers strive to create cool brands, but the literature does not offer a blueprint for what “brand coolness” means or what features characterize cool brands. This research uses a mixed-methods approach to conceptualize brand coolness and identify a set of characteristics typically associated with cool brands. Focus groups, depth interviews, and...
Article
We focus on the concept of emotional intimacy among organizational members and investigate its influence on both their (a) perceptions and (b) behaviors. With regard to employees’ perceptions, we test whether it is organizational identification (operationalized as cognitive and affective identification with the organization) that influences emotion...
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We investigate the mediating roles of moral emotions and attitudes between perceptions of corporate irresponsible actions, on the one hand, and consumer responses, on the other hand, and further examine their contingencies based on consumer social cognitions. Our findings show that, for corporate transgressions, multiple social cognitions (moral id...
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We investigate the effect of corporate social responsibility (CSR) on consumer advocacy behaviors toward corporate brands. We focus on the mediating roles of positive moral emotions (awe, gratitude, and elevation) and attitudes. The moderating effects of social justice values and empathy on such mediation processes are further explored. A between-sub...
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We used dual electroencephalography (EEG) to measure brain activity simultaneously in pairs of trustors and trustees playing a 15-round trust game framed as a “trust game” versus a “power game”. Four major findings resulted: first, earnings in each round were higher in the trust than in the power game. Second, in the trust game, reaction time for s...
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This article investigates the effects of perceived supervisor support on ethical (organizational citizenship behaviors) and unethical employee behavior (counterproductive workplace behavior) using a multi-method approach (one experiment and one field survey with multiple waves and supervisor ratings of employees). Specifically, we test the mediatin...
Chapter
We review major approaches that are relevant for studying corporate social responsibility (CSR) in the field of marketing (e.g., the managerial approach, the cognitive approach, the emotional approach, and the integrative approach) and discuss research issues for future studies. In marketing, CSR research has been studied largely from a managerial...
Conference Paper
Description: Across five studies, we develop a gift-giving motivations scale based on a comprehensive review of past research, two focus-group interviews, and survey data collected from British, Indian, and U.S. participants.
Article
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A person’s ability to form relationships and seek and attain social status affects their chances of survival. We study how anxious and avoidant-attachment styles and subsequent winning or losing affects the testosterone (T) levels of team members playing two status contests. The first is a management game played by teams striving to earn the most p...
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We investigate the relationship between facial attractiveness and athletic prowess. We study the connection between subjective facial attractiveness (measured on a 5-point scale of judged facial attractiveness) and athletes by gender and age of respondents. Five age classes were investigated in Studies 1–5: preadolescents (average age: 8.85 years:...
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Drawing upon seminal and recent foundations of joint-decision making and social influence, we develop a model of dyadic relationships and test it in a family consumption context. Three kinds of social influence – social identity, group norms, and mutual expectations—were used to explain shared intentions to eat together in a restaurant with one’s f...
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In this paper, we expand upon Brown, Cron, and Slocum's (1997) model of salespeople and their goal-directed behavior. We specifically include anticipatory emotions, the desire the act, perceived behavioral control, and outcome expectancies. We also re-conceptualize the authors' singular notion of “stakes” into its financial and psychological compon...
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The new marketing systems paradigm proposed by El-Ansary, Shaw, and Lazer in their thoughtful AMS Review Article is taken to heart herein by reframing disparate pieces of scholarship and emerging research in the field through a systems lens. Three systems are proposed to undergird marketing theories, thought, and behavior: (1) a purposive-driven, g...
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Understanding how morally responsible and irresponsible business actions lead to feelings of pride and shame can help us learn more about what motivates moral decision making. This study examines how these particular self-conscious emotions interact with two variables depicting a person's other-orientation, which is made up of other-directed values...
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Recent research has started to show the key role of daily food provision practices in affecting household food waste. Building on and extending these previous contributions, the objective of this paper is to investigate how individuals' everyday practices regarding food (e.g., shopping, cooking, eating, etc.) lead to food waste, and how policy make...
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Reshoring is the company decision to relocate activities back to the home country. Our study complements the existing research in IB by adopting a demand-side perspective. We identify new, demand-based drivers for reshoring that integrate with the firm-based ones, thereby further informing the company decision process in this context. We develop a...
Article
Insights and tools from neuroscience are of great value to marketers. Neuroscientific techniques allow consumer researchers to understand the fundamental neural underpinnings of psychological processes that drive consumer behavior, and elucidate the “black box” that is the consumer's mind. In the following review, we provide an overview of the fund...
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The application of neurophysiological methods to study the effects of advertising on consumer purchase behavior has seen an enormous growth in recent years. However, little is known about the role social settings have on shaping the human brain during the processing of advertising stimuli. To address this issue, we first review previous key finding...
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Global advertising often uses cultural values to standardize globally advertised messages. However, this exploratory study investigates the possibility that rather than cultural values (and consumer wants), it is consumer needs that are strongly shared across countries. Therefore, it might be possible to replace cultural values with these shared co...
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Neuroscience offers a unique opportunity to elucidate the role of mental phenomena, including consciousness. However the place of such phenomena in explanations of human behavior is controversial. For example, consciousness has been construed in varied and conflicting forms, making it difficult to represent it in meaningful ways without committing...
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We first seek to explore the relationship between attachment styles of professional financial service customers and their ability to experience customer satisfaction and build relationships with a commercial bank. Secure attached people identify with the commercial bank, feel satisfied and are loyal with the commercial bank. Second, we question whe...
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Batra et al. (Journal of Marketing 76,1–16, 2012) created a new conceptu- alization of brand love but did not develop a pragmatically useful measure for studies where questionnaire length is a constraint. The current research develops a more parsimonious brand love scale, with three nested versions of 26, 13, and 6 items, respectively. This researc...
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We study sales presentation anxiety (SPA) using multilevel analysis of a quasi-natural field experiment: the final exam of an executive training course where sales professionals (n = 128) compete in teams to present an account plan to a critical audience who then ask questions and evaluate their performance. The best team is announced the winner of...
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Key personal inputs to decision making reside in expectations about whether a purchase or nonpurchase will make one feel better. Integrating several theoretical approaches, this research proposes a holistic framework formed by four kinds of anticipated emotions (AEs) resulting from the crossing of positive- or negative-valenced emotions with action...
Article
Workplace incivility is a widespread phenomenon that silently damages many organizations and people working within them. To better understand moderators of the relationship between experienced incivility and employees' decision to leave, we conducted a two-wave study that examined a sample of 618 nurses working in a public research hospital. Wherea...
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Purpose Very limited research exists examining envy from the viewpoint of an envied consumer, rather than an envier. This paper aims to address this gap by examining whether and how the experience of being envied actually affects consumers. Design/methodology/approach This paper presents three experiments. Study 1 investigates the ambivalent exper...
Conference Paper
We proposed a model that provides a holistic understanding toward the sacred way of having high trait self-control. Results showed that belief in non-limited willpower mediates the effect of belief in God on trait self-control, and furthermore, the mediator role of belief in non-limited willpower is moderated by religiosity level.
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The article won the award for Outstanding Paper-Journal of Product & Brand Management-in the 2017 Emerald Literati Awards. ----------- Abstract: The purpose of the paper is to investigate the nature of brand hate, its antecedents, and its outcomes. We conduct two quantitative studies in Europe. In Study 1 we develop a measure of brand hate and tes...
Article
We investigate and compare how salespersons within an independent-based culture (the Netherlands) and an interdependent-based culture (the Philippines) experience and self-regulate pride that is evoked through praise and recognition by their managers. This self-regulation differentially influences behavior toward customers (through adaptive resourc...
Chapter
Sustainable consumption—i.e., the use of products that minimize the use of natural resources and toxic materials as well as emissions of waste and pollutants so as not to jeopardize the needs of future generations (Oslo Roundtable 1994)—has emerged in marketing scholarship as a pressing matter. Indeed, sustainability is a key determinant of future...
Article
This paper reports the findings of a study on the effects of corporate social responsibility–brand fit (CSR-brand fit) on service brand loyalty via brand identification in a brand coffee shop industry. The authors also examine how customer participation in a firm’s CSR activities strengthens the formation of service brand loyalty. Using structural...
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We offer a new conceptualization and measurement models for constructs at the group-level of analysis in small group research. The conceptualization starts with classical notions of group behavior proposed by Tönnies, Simmel, and Weber and then draws upon plural subject theory by philosophers Gilbert and Tuomela to frame a new perspective applicabl...
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Background: The prevalence of diabetes mellitus is high among patients with developmental disabilities (cerebral palsy, autism, Down's syndrome and cognitive disabilities). Objectives: The purpose of this study was to examine the racial health disparities in medication adherence and medication persistence in developmentally disabled adults with...
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Consumer anti-brand activism is explained through a specific theoretical model, tested in two studies with adult consumers. The presence of two mechanisms that interact with each other to instigate consumer anti-brand activism is demonstrated. Brands and their parent company moral misconducts, once learned and evaluated by consumers, induce hateful...
Chapter
Understanding what spurs consumers to buy environmentally sustainable (ES) or so-called green products can be elusive. Most people agree that buying green is an attempt to do the right thing. Yet there is variability in individuals’ adherence to this espoused belief, as expressed in their overall product choices and purchase decisions. We expect th...
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Marketing ZFP-Journal of Research and Management, 37(3), 113-125. We investigate family decision making with a new methodology designed to take into account information from multiple members of families, thereby permitting tests of hypotheses that correct for both measurement error and method bias. The context for study was decision making with re...
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Testosterone, a steroid hormone, affects the ability of the prefrontal cortex to regulate the limbic system and therefore has been implicated in a wide range of social behaviors such as facing status challenges, aggression and dominance. Here we use a team-based status game to examine factors that determine the postgame testosterone (T) levels of p...
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Purpose – The purpose of this paper is to extend research on employer branding in the recruitment context. The authors develop a model that integrates research from employer branding, social identity theory, and person-organization fit in order to investigate the impact of company reputation and identity congruency between organizations and their j...
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Purpose – The purpose of this paper is to investigate consumer responses to company communication of offshoring strategies and tries to discover which psychological mechanisms govern these responses. To do these, the authors examine offshoring strategy communication from the point of view of Regulatory Focus Theory. Design/methodology/approach – T...
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We investigate the mediating role of moral emotions and their contingency on individual characteristics in consumer responses to corporate green and non-green actions. Two between subjects experiments were conducted to test our hypotheses on samples of adult consumers. The results show that, for corporate non-green actions, various individual diffe...
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Past electrophysiological and hemodynamic studies provide substantial evidence for dissimilar brain responses when viewing emotional compared to neutral pictures. This study investigated consumer brain responses underpinning passive viewing of luxury (high emotional value) versus basic (low emotional value) branded products when participants were A...