Archive Reading List for:

Customer Psychology

1. Introducing New Products Researchers examine the Social Factors Theory of new product adoption and learn new rules for its use. 2. Witnesses to Abuse Research explores customer reactions to employee abuse. 3. Ad Reactance / Assaulted by Stereotypes Research explores one response to ad reactance. 4. Selling Happiness New research reveals a missed opportunity. 5. Scraps of Meaning Researcher follows mediators and learns lessons for reducing negative emotions and resolving conflicts. 6. Happy: Vivid or Authentic? New research reveals differences in customer reactions to happy clerks. 7. Collecting Stories New research illuminates the transformation of consumer products into necessities. 8. That Little Competitive Edge Researchers explore a halo effect in product comparisons. 9. Product Positioning New research suggests new rules to align products with thinking preferences in purchase decisions. 10. To Buy or Not to Buy New research explores the influence of self-view on purchasing decisions. 11. The Right Pitch Research reveals a common retailing mistake when customers are feeling a loss of control. 12. Attitude Researcher discovers one emotion employees can't conceal. 13. Closing, Closing, and Closing Research offers new guidance for an old sales technique. 14. Selling Skill-based Products New research offers guidelines for sellers of skill-based products. 15. Do I Have Your Attention? Research offers advice for business owners. 16. Solving a Gift-Giving Dilemma New research offers a solution to a common customer problem. 17. Change Your Mind, Please! New findings in preference reversal research. 18. The Persuasiveness of Uncertainty In three experiments, Karmarkar studied three elements of a typical consumer persuasive message. 19. Knowledge Intensive Service Research reveals an emphasis in service that strongly impacts customer satisfaction. 20. Present at the Birth New research reveals the origin of strong preferences. 21. More Variety Please Discoveries concerning customer perceptions of variety offer business owners a new choice. 22. Thieving New research explores the role of anticipation in impulse control. 23. A Curse and a Blessing Researcher explores reactions to advanced technology. 24. The Path to Preference New research examines the effect of correct product framing. 25. The Language of Buyers New research examines the effect of correct product framing. 26. The Persuasive Role of Mimicry Researchers discover a surprising potency in a simple action. 27. The Tightwad Scale Researcher explores tightwads, spendthrifts, ways to identify them, and ways to modify their behavior. 28. The Perfect Predictor Researcher explores the limits of attention blocking. 29. Getting in the Way Researcher explores client sexual harassment. 30. Selling With Stories New Research explores the use of self-referencing within the context of stories. 31. Restoring Trust New research offers guidance to business owners who have lost the trust of their customers. 32. No Shirt, No Shoes, No Fat People Research reveals a way to overcome a triggering mechanism for the expression of prejudice. 33. Purchasing and Self Identity New research reveals important connections between purchasing behavior and managing one’s self-identity. 34. In the Aid of Empathy Researcher explores customer emotions as they make purchases. What he learned will help salespeople be more empathetic. 35. Mood and Persuasion Research reveals an unexpected influence of mood on the acquisition of attitudes. 36. Negative Customers Research demonstrates the impact of negative customers on service delivery. 37. The Pain of Deciding Research reveals feelings aroused by the act of deciding and explores their impact. 38. Unconscious Mind Sets Research reveals new understandings of how we make decisions. 39. The Contribution of Social Regard Research reveals a contribution to customer satisfaction that can exceed the core service. 40. Goal Priming Works! New research in customer psychology reveals ways to be more persuasive. 41. Real Men and Shopping A new study offers suggestions to attract and retain male customers in retail settings. 42. Certification Contests New research discovers an overlooked factor that contributes to business survival. 43. Comparison Advertising Research settles the question of the effectiveness of comparison ads. 44. Variety for Sale = Mass Confusion A marketing strategy with a flaw and a research study that reveals how to correct it. 45. Humor in Product Ads Researcher finds an interaction effect that can spoil ads. 46. Repeating Ads Bad news for a common advertising tactic. 47. Decoys and Market Share Researcher explores the limits of a new marketing tactic. 48. Price Framing and Purchase Intentions Research explores the interactions of price framing and couponing. 49. Loyal Customers Research reveals a vulnerability and an opportunity. 50. Framing Techniques in Print Ads Researcher explores the effects of combining framing techniques in a single print ad. 51. The Shifting Sands of Customer Preferences Research reveals yet another principle to guide business owners. 52. Customer Loyalty Researcher discovers some new connections that impact customer loyalty. 53. Making it Simple Research highlights the need to help people translate intentions into actions. 54. The Status Quo Bias Research explores the status quo bias and reveals a way to overcome it. 55. Just-Because Gifts Researcher explores gift-giving and finds new markets retailers can explore. 56. Effective Customer Service New research identifies crucial factors in establishing effective customer relationships. 57. Every Day Low Pricing Research explores the merits and demerits of every-day-low-pricing. 58. Creating Memories Researcher demonstrates a way to create positive, enduring attitudes with product ads that receive only minimal attention. 59. Helping Customers "Get Along" Research reveals damage to customer satisfaction inflicted by other customers and offers suggestions for improvement. 60. Buying Customers Researchers find a problem with entertainment promotions and suggest a way to correct it. 61. Effective Price Cues Researchers resolve questions surrounding reference prices and provide guidance for retailers. 62. How Long Should You Give Them? Researchers study demonstration periods and discover a way to calculate the optimum length for any product. 63. Managing Customer Complaints Researchers discover new connections between dissatisfaction and complaining. 64. Funny Ads An Investigation into humor reveals a new factor that helps explain its affect on advertising response. 65. Emphasizing the Negative Research demonstrates new principles of group decision making that will change persuasion tactics. 66. Mothers in Need An in-depth examination of working mothers reveals insights that should help us design products to meet their needs. 67. The Lost Customer Dilemma Researchers explore customers' thinking as they navigate a complex shopping environment. 68. Prized Possessions Researchers learn why people form attachments to possessions. 69. Guilt Ads Researches explore the effect of guilt ads on attitudes and purchase intentions 70. Satisfied Business Customers Research reveals practices to follow and practices to avoid to enhance the satisfaction of business customers. 71. A New Marketing Metaphor California researcher contributes a fresh insight that compels marketers to reconsider their approach when introducing innovations. 72. The Dirty House Problem New research reveals a striking improvement in certain judgments if they are delayed. 73. Marketplace Injustice Improved understanding of repeat purchasing offers new ways to protect markets and increase sales. 74. Relationship Signaling in Service Industries An experiment reveals a strong, unrecognized influence on perceptions of quality. 75. Debunking T.V. Advertising Myths Research reveals new rules for using T.V. advertising to influence sales. 76. Lessons from the Midville Farmers' Market A field study discovers powerful drivers for retail purchasing behavior. 77. Customer Response to Touch Amazing reactions to touch offer new ways to influence decisions. 78. Increasing Sales of Company Brands A store couponing tactic that increases market share. 79. A New Buying Motive Self-giving reveals itself to be a buying motive for some customers.

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