Why Experiences Might Make Better Gifts for Older Children
What should we get for our kids this holiday season? As children get older, giving them something they can experience (live through) instead of material things makes them happier, according to new research published by HEC Paris professors Tina M. Lowrey and L. J. Shrum.
How We Believe in Unsubstantiated Claims, and How This Leads to Polarization
The COVID-19 pandemic has fostered the sharing of conflicting and unsubstantiated claims by public figures. Early November, a deeply divided nation elected Joe Biden as the President of the United States. A recent research published by professors Anne-Sophie Chaxel of HEC Paris and Sandra Laporte of Toulouse School of Management reveals that individuals believe in unsubstantiated claims when shared by favorite public figures, explaining polarization in opinions. In this article, Anne-Sophie Chaxel explains how do rational people come to strongly believe in unchecked claims.
Sustainable Luxuries? Millennials are Skeptical – Yet They Buy
All companies have jumped on the sustainability bandwagon, if not out of genuine concern for the environment, at least because the new generation of consumers cares – and votes with their wallets. Even the luxury sector – but can it truly be green? Not for Millennials the world over: they believe the materialism embedded in the luxury sector's DNA is at odds with sustainability. Paradoxically, it doesn't mean they won't buy luxuries at all, according to a surprising global study by two HEC Paris researchers.
Thinking About Time Flying? It Can Affect Your Decision Making
When the clock in our minds ticks loudly, it changes not only our perspective of the time remaining in our lives, but also how we process information. A trio of researchers investigated how thinking about the concept of time can affect our decision making. This unique piece of research could explain biases in hiring, voting, and many other contexts.
Electronic Word of Mouth: What Marketers Need to Know
When buying products, consumers often look at information written by other consumers on the internet. In other words, they turn to electronic word of mouth (eWOM). Marketers can take steps to generate, support, and amplify eWOM and so influence consumers’ decision-making process. A trio of researchers have laid out an eWOM roadmap to help marketers and academics understand its inner workings and enhance its effects.
“Choice Closure”: An Intervention to Increase Customer’s Satisfaction after a Purchase
This research studies people’s tendency to seek or avoid choice closure with past consumer decisions. Consumers achieving choice closure come to see a decision as finished and resolved. Past research has shown that this sense of choice finality can be externally triggered without consumers being aware of it, for example by asking them to close a menu after selecting one of the featured food items. The current research asks the following questions: What is the effect of choice closure on consumers’ satisfaction following decisions with negative or positive outcomes? Do consumers correctly predict the effect of choice closure on their satisfaction? The answer to these questions allows us to offer insights for marketers and sales people on when and how to use choice-closure triggers as means to enhance satisfaction with the outcome of a decision they have made.
The Role of Marketing in Climate Change: Carbon Footprinting and Pricing
The potential impact of climate change raises concerns with consumers and governments throughout the world. Dealing with these climate concerns is key to the survival of businesses in the marketplace, and ultimately the survival of the planet. Daniel Halbheer, Associate Professor of Marketing at HEC Paris, shares his and his co-authors' research findings on the role of marketing decisions in addressing climate change when juggling the pressures of consumers and governments, through tools such as carbon footprinting and pricing.
Considering a Diversification Strategy? Follow Insights From HEC Professor John Mawdsley
Corporate diversification can be risky and costly, but the results of two researchers' latest study suggest that customer-centered companies may have a key advantage when it comes to such organizational change. Exclusive interview with Assistant Professor John Mawdsley (HEC Paris) on his and Professor Deepak Somaya’s latest research.
Buying: The Effect on Self-Worth Feelings and Consumer Well-Being
Consuming can boost self-worth feelings, but might adversely impact consumer well-being. Our new research published in Journal of Consumer Research shows that consumption of certain products can restore feelings of self-worth that have been damaged for whatever reason. However, this boost or restoration effect is diminished by overt marketing tactics like slogans or taglines that make products’ link to the hurt self-identity aspect overly explicit.