Justifiable justifications in sequential indulgent choice situations: A framework for future research based on perceived exceptionality

Much can be learned from studying the effectiveness of consumers’ justifications for their behavior across multiple sequential choice occasions, but research on this topic is scarce. In response, the present research puts forth a conceptual framework for addressing vice-virtue dilemmas through the lens of repeated justifications for indulgent choice based on the notion of perceived exceptionality over time and the salient prior decisions that help to determine this exceptionality. The authors discuss their framework for a broader understanding of indulgent choice and decision-making patterns, as well as possible process mechanisms and specific avenues for future research

Really Rewarding Rewards: Strategic Licensing in Long-Term Healthy Food Consumption

Licensing is a well-documented form of justifying individual indulgent choices, but less is known about how licensing affects food decision-making patterns over time. Accordingly, we examine whether consumers incorporate licensing strategically and deliberately in their long-term consumption patterns and identify reward programs as a context in which strategic licensing is likely to occur. We propose that members with lower-calorie consumption patterns strategically indulge more on reward purchase occasions, and that forethought is required for such an effect to occur. A longitudinal study analyzing 272,677 real food purchases made by 7,828 consumers over a 14-month period provides striking evidence of our key proposition. An exploration of the inter-purchase time-related aspect of purchase acceleration suggests that forethought on behalf of consumers is necessary for strategic licensing to occur. A subsequent experimental study (N = 605) comprising five consecutive choice occasions provides additional evidence of forethought by demonstrating that strategic licensing occurs only when expected (but not windfall) reward occasions are involved, and by showing that anticipated negative affect for not indulging is the driving mechanism. We conclude with a discussion of the implications of our results for consumers, managers, and public policy makers

Eating with a Purpose:Consumer Response to Functional Food Health Claims in Conflicting Versus Complementary Information Environments

Marketers of food products have recently introduced a variety of “functional foods” that promise consumers improvements in targeted physiological functions. However, despite the proliferation of functional food health claims promising more than basic nutrition, little is known about consumer responses to these claims, particularly in information environments in which inconsistent information may be available about the efficacy of a particular functional ingredient

Consensus statement on abusive head trauma in infants and young children

Abusive head trauma (AHT) is the leading cause of fatal head injuries in children younger than 2 years. A multidisciplinary team bases this diagnosis on history, physical examination, imaging and laboratory findings. Because the etiology of the injury is multifactorial (shaking, shaking and impact, impact, etc.) the current best and inclusive term is AHT. There is no controversy concerning the medical validity of the existence of AHT, with multiple components including subdural hematoma, intracranial and spinal changes, complex retinal hemorrhages, and rib and other fractures that are inconsistent with the provided mechanism of trauma. The workup must exclude medical diseases that can mimic AHT. However, the courtroom has become a forum for speculative theories that cannot be reconciled with generally accepted medical literature. There is no reliable medical evidence that the following processes are causative in the constellation of injuries of AHT: cerebral sinovenous thrombosis, hypoxic-ischemic injury, lumbar puncture or dysphagic choking/vomiting. There is no substantiation, at a time remote from birth, that an asymptomatic birth-related subdural hemorrhage can result in rebleeding and sudden collapse. Further, a diagnosis of AHT is a medical conclusion, not a legal determination of the intent of the perpetrator or a diagnosis of murder. We hope that this consensus document reduces confusion by recommending to judges and jurors the tools necessary to distinguish genuine evidence-based opinions of the relevant medical community from legal arguments or etiological speculations that are unwarranted by the clinical findings, medical evidence and evidence-based literature

Seize the Day! Encouraging Indulgence for the Hyperopic Consumer

This article explores the phenomenon of "hyperopia," or an aversion to indulgence, as introduced by Kivetz and Keinan ( 2006 ) and Kivetz and Simonson ( 2002 ). We first develop a measure to capture hyperopia as an individual difference. Three empirical studies use this measure to demonstrate that hyperopia and high self-control are both conceptually and empirically distinct. Further, we show that altering the level at which an action or item is construed can make an indulgent goal or luxury product more appealing to the high hyperopia consumer by influencing its value in terms of an attractive long-term outcome. (c) 2008 by JOURNAL OF CONSUMER RESEARCH, Inc..

The messy satiation effect: Understanding how eating messily can accelerate the rate of satiation and reduce consumption

The visual presentation of food plays an important role in shaping the food choices that consumers make. In the current research, we explore the impact that one\u27s eating manner, and by extension, how messy or neat food becomes as a result, can have on enjoyment and consumption over the course of an eating episode. In a series of five studies, we find that eating in a messy manner, which degrades the visual appeal of one\u27s food, can accelerate the rate of satiation and decrease consumption, a phenomenon we term the messy satiation effect. This effect occurs because the disgust response induced by the visual degradation of a food\u27s presentation decreases tastiness perceptions. Accordingly, we position the messy satiation effect as a simple intervention that can be used in some circumstances to combat overconsumption and therefore increase healthier eating patterns through reducing intake, thus providing contributions to both theory and practice

Helpful Hopefulness: The Effect of Future Positive Emotions on Consumption

Although positive affect may enhance self-control, some research suggests that this is not always the case. To clarify this relationship, we investigate the role of temporal focus on the effect of specific positive emotions on self-control dilemmas in snack consumption. In four studies, we demonstrate that participants experiencing a future-focused positive emotion (i.e., hopefulness) consume less unhealthy food and have lower preferences for unhealthy snacks than those in a past- or present-focused emotional state (i.e., pride, happiness). We demonstrate the role of temporal focus through its natural occurrence in emotion-induction essays (study 1), chronic temporal focus (study 2), and manipulation of anticipated versus retrospective emotional states (study 3). A fourth study demonstrates that self-control benefits do not arise from future-focused negative emotions (i.e., fear) as they do from future-focused positive emotions. These results suggest that consumers may benefit from adapting the temporal focus of positive emotions to the future.

Dynamic Pricing and Consumer Fairness Perceptions

Dynamic pricing practices by sellers in response to segment and individual-level differences have been made more feasible as internet buyer behavior increases. While benefits from these pricing practices can accrue to sellers and buyers, the potential for (un)fairness perceptions to mitigate these advantages is important. In an effort to investigate these issues, this article reports the results of three studies that examine the effects of seller-, consumer-, time-, and auction-based price differences on perceived price fairness and purchase satisfaction. The findings underscore the potential negative effects associated with price differences from dynamic pricing practices. (c) 2006 by JOURNAL OF CONSUMER RESEARCH, Inc..

The Satiating Effect of Pricing: The Effect of Price on Enjoyment over Time

Prices are typically critical to consumption decisions, but can the presence of price impact enjoyment over the course of an experience? We examine the effect of price on consumers’ satisfaction over the course of consumption. We find that, compared to when no pricing information is available, the presence of prices accelerates satiation (i.e., enjoyment declines faster). Preliminary evidence suggests price increases satiation by making the experience seem like less of a relaxing break and something to financially monitor. We rule out several alternative explanations for this effect and discuss important implications for marketers and consumer researchers