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Full-Text Articles in Marketing
How Do Gamblers Maintain And Illusion Of Control?, Elizabeth Cowley, Donnel A. Briley, Colin Farrell
How Do Gamblers Maintain And Illusion Of Control?, Elizabeth Cowley, Donnel A. Briley, Colin Farrell
Donnel A Briley
Gamblers' enduring illusions of control (IOC) may be one reason why they continue to gamble in the face of sustained losses. If gamblers persist in the belief that they have special skills, knowledge and other advantages when gambling, they may be able to convince themselves it is worth doing again. Maintaining an IOC requires selective attention of the illusion supporting moments during the construction of an evaluation of a gambling session.Objective: Test the hypothesis that selected moments, specifically the moment of the highest win and the last moment of the gaming session, explain the retrospective evaluation of the session for …
Factors Affecting Judgments Of Prevalence And Representation: Implications For Public Policy And Marketing, Donnel A. Briley, L. J. Shrum, Robert S. Wyer Jr.
Factors Affecting Judgments Of Prevalence And Representation: Implications For Public Policy And Marketing, Donnel A. Briley, L. J. Shrum, Robert S. Wyer Jr.
Donnel A Briley
Public policies are typically established to eliminate important social problems (e.g., minority discrimination, crime, poverty). And the importance of these problems, and urgency people feel about addressing them, is influenced by perceptions of their prevalence. These perceptions, however, can be unwittingly biased by extraneous sources of information that lead some either to overestimate or underestimate the seriousness of the problem at hand. We review empirical work on the construction of perceptions of frequency and representativeness and the processes that underlie them, and show that these perceptions are often biased in ways that differ over segments of the population. The implications …
Subjective Impressions Of Minority Group Representation In The Media: A Comparison Of Majority And Minority Viewers’ Judgments And Underlying Processes, Donnel A. Briley, Lj Shrum, Robert S. Wyer
Subjective Impressions Of Minority Group Representation In The Media: A Comparison Of Majority And Minority Viewers’ Judgments And Underlying Processes, Donnel A. Briley, Lj Shrum, Robert S. Wyer
Donnel A Briley
Consumers’ judgments of the frequency with which members of an ethnic minority are represented in advertisements can depend on the processing strategies they employ both at the time the ads are first encountered and at the time the judgments are reported. These strategies, in turn, can depend on whether the consumers personally belong to the minority group in question. European American and African American participants received a series of advertisements that varied in terms of the relative numbers of Black and White models that were portrayed. European Americans overestimated the number of Black models that appeared in the ads when …
Bridging The Culture Chasm: Ensuring That Consumers Are Healthy, Wealthy And Wise, Donnel A. Briley, Jennifer L. Aaker
Bridging The Culture Chasm: Ensuring That Consumers Are Healthy, Wealthy And Wise, Donnel A. Briley, Jennifer L. Aaker
Donnel A Briley
This article pulls together streams of culture-related research found in information-processing and behavioral decision theory literature, and it complements them with a focus on motivations and goals. The authors propose a framework that suggests that (1) the treatment of culture is useful when it incorporates subcultures, including those defined by nationality, ethnicity, religious affiliation, and neighborhood or local surroundings; (2) goals are determined by both cultural background and situational forces; and (3) through its impact on goals, culture influences the inputs used to make a decision, the types of options preferred, and the timing of decisions. The authors highlight the …