Ann Schlosser - Academia.edu (original) (raw)

Papers by Ann Schlosser

ACR North American Advances, 2020

ACR North American Advances, 2017

Journal of Consumer Psychology, Jul 1, 2009

There is disagreement in the literature regarding whether those communicating in computer-mediate... more There is disagreement in the literature regarding whether those communicating in computer-mediated (CM) groups are attentive or oblivious to the social situation. There is evidence on both sides, with those in CM groups sometimes modifying their public responses and other times not. This apparent contradiction may be due in part to the impression that those in CM groups wish to convey and whether modifying their responses would help convey this impression. Specifically, whereas those in face-to-face (FTF) groups may strategically alter their public responses to present themselves as part of the group, those in CM groups may strategically alter their public responses to present themselves as separate from the group and unique on a positive dimension. The results of three experiments support this impression-management account: those in CM groups strategically altered their responses when doing so produced a desirable impression. The results further suggest that visual information about the group and social distance play important roles in affecting whether those in CM groups conform or not.

ACR North American Advances, 2005

Journal of Consumer Psychology, Mar 4, 2015

ABSTRACT Gratitude is a positive emotion experienced when a positive outcome is attributed to oth... more ABSTRACT Gratitude is a positive emotion experienced when a positive outcome is attributed to others. Though often regarded as a virtuous emotion, I argue that gratitude may have sweet side effects. Specifically, because gratitude involves acknowledging benefits received from the kind (or metaphorically sweet) actions of another, individuals may infer that they must be deserving of sweetness. As a result, they prefer foods with congruent—or sweet rather than nonsweet—tastes. If gratitude causes individuals to prefer sweets because they infer that they must be deserving of sweetness,, then the effect should be strongest among those most likely to infer from a sweet act that they deserve sweetness, such as those who are psychologically connected to others (i.e., primed with interdependence or shared attributes). The results of six studies support these predictions. In particular, individuals selected more sweets and fewer non-sweet foods when primed to feel grateful than proud, a positive emotion experienced by attributing a positive outcome to the self. Furthermore, moderation and mediation support the cognition of deserving sweetness as the underlying mechanism.

Journal of Consumer Psychology, 1999

Three experiments were conducted to assess how an approaching group discussion influences consume... more Three experiments were conducted to assess how an approaching group discussion influences consumers' product thoughts. It was proposed that, in preparation for discussion, people cognitively rehearse product thoughts that appear appropriate for discussion. In each study, participants read a restaurant review and then anticipated either discussing the restaurant in a focus group or responding individually. Across the studies, various cues were manipulated regarding the type of information appropriate for discussion (utilitarian vs. social image information). Compared to those in the individual condition, those anticipating a group discussion were more responsive to appropriateness cues: Their listed thoughts were more consistent with the cue than those in the individual condition. Yet, the group-anticipation effect did not influence product judgments regarding the restaurant. These findings suggest that an approaching discussion causes people to tailor their responses in a strategic manner, as a mental rehearsal for the upcoming discussion, without altering their personal views about the product. A third experiment demonstrated that this group-anticipation effect on listed thoughts carried over to the information shared and the product concerns expressed during discussion, suggesting that responses in actual discussion reflected what people had rehearsed in anticipation of discussion. Interpersonal communication is a fundamentally important process (cf. Eagly &

Journal of Consumer Psychology, Oct 1, 2016

Despite the frequency with which individuals compare themselves to a benchmark, little research h... more Despite the frequency with which individuals compare themselves to a benchmark, little research has examined the implications of such comparisons on willingness to help others. Such comparisons can vary in direction by suggesting that one is doing better than a benchmark (a

Journal of Consumer Research, Jun 1, 2002

for assistance with data collection and coding, and to David Mick, the associate editor, and the ... more for assistance with data collection and coding, and to David Mick, the associate editor, and the reviewers for their helpful feedback and suggestions.

Journal of Consumer Research, Dec 1, 2006

ACR North American Advances, Oct 1, 2013

108 p.Thesis (Ph.D.)--University of Illinois at Urbana-Champaign, 1997.Previous theorizing has su... more 108 p.Thesis (Ph.D.)--University of Illinois at Urbana-Champaign, 1997.Previous theorizing has suggested that social situations such as group discussion foster social-expressive concerns, thereby increasing the saliency of a product's social attributes. The present research suggests, however, that the impact of group discussion on product thoughts and evaluations may involve a more complex process, depending upon the product under discussion and the medium of discussion. To assess this, participants evaluated an image-based and quality-based product while anticipating engaging in further product evaluation either publicly (in a group) or privately (in an essay), either on-line or off-line. Counterintuitively, a group discussion context caused a decrease overall in the amount of thinking about, seeking, and actual discussion of social product attributes when compared to those working privately throughout the experiment. Planned comparisons indicated these effects to be significant for image-based rather than quality-based products. The results also suggest that on-line contexts heighten concerns with products' inherent performance characteristics. These results have implications for understanding how situational factors influence attitude functions as well as which product attributes are discussed during focus group research, word-of-mouth communication and consumer socialization.U of I OnlyRestricted to the U of I community idenfinitely during batch ingest of legacy ETD

ACR North American Advances, 2015

ACR North American Advances, 2014

Springer eBooks, 2000

The history of the Internet and the tradition of marketing present an inherent culture clash in t... more The history of the Internet and the tradition of marketing present an inherent culture clash in the emerging practices of Internet Marketing. In this chapter we describe how this culture clash developed, detailing the broadcast nature of traditional marketing messages, and differences between control of content and measuring effectiveness of Internet Marketing as compared with traditional marketing. Following the theme of culture clash, strategies for assimilation and accommodation to the Internet culture for effective Internet Marketing are presented. Current research results on consumer attitudes and reactions toward Internet Marketing provide support for strategies for commercial marketers to cope with the new culture, establish cultural competence, and finally, become a member of the Internet culture.

Journal of Consumer Psychology, 2003

Whereas the Internet itself poses unique challenges and opportunities, it is possible that the co... more Whereas the Internet itself poses unique challenges and opportunities, it is possible that the context of the Internet (a computer context) affects consumers differently than other contexts would, thereby causing people to think about and evaluate products differently. Drawing from learning theory and the functional theory of attitudes, it is predicted that computers, by being associated with the accessibilityof detailed information, will elicit a need for meaning. Consequently, when a computer is present, people may think about and seek more product information than will those evaluating the product on paper (a print context). The results of an experiment support these hypotheses. Across two diverse products, the mere presence of a computer caused people to think more about and request more information about the product than those in the print context did. Furthermore, the attitudes of those in the computer context were more representative of both dimensions described in the advertisement, whereas the attitudes of those in the print context reflectedthe valence of the dimension that is typically used when evaluating the product. Implications for promoting products and conducting market research in computer environments are discussed.

Organizational Behavior and Human Decision Processes, 2018

Ratios are often used to communicate risk. Thus, it is important to understand when and why certa... more Ratios are often used to communicate risk. Thus, it is important to understand when and why certain ratios communicate greater risk. Prior research on the ratio-bias effect suggests that people often assume greater risk when ratios use larger than smaller numbers. Yet, support for this effect has been mixed. The present research contributes to this literature by applying a dual-process theory that distinguishes between discursive and imagery-based processing of ratios, thereby offering new insights into the ratio-bias effect and when it occurs. Specifically, when processing discursively (as numbers), the ratio-bias effect should emerge. However, because imagery processing is more holistic, the ratio-bias effect should reverse when imagery processing is encouraged (via graphics or instructions to imagine). The results of six studies support these predictions. In addition to shedding light on how different ways of processing numerical information influences risk judgments and willingness to act, this research has important implications for crafting messages designed to communicate risk.