The moderating effect of relationship norm salience on consumers' loss aversion

Journal of Consumer Research

Volumn 33, Issue 3, 2006, Pages 413-419

  Aggarwal, Pankaj ^a   Meng, Zhang ^b  

^a UNIVERSITY OF TORONTO   (Canada)

^b CHINESE UNIVERSITY OF HONG KONG   (Hong Kong)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 33845733280     PISSN: 00935301     EISSN: None     Source Type: Journal    
DOI: 10.1086/508524     Document Type: Article

References (32)

1. Aaker, Jennifer, Susan Fournier, and S. Adam Brasel (2004), "When Good Brands Do Bad," Journal of Consumer Research, 31 (June), 1-16.
2. Aarts, Henk and Ap Dijksterhuis (2003), "The Silence of the Library: Environment, Situational Norm, and Social Behavior," Journal of Personality and Social Psychology, 84 (January), 18-28.
3. Aggarwal, Pankaj (2004), "The Effects of Brand Relationship Norms on Consumer Attitudes and Behavior," Journal of Consumer Research, 31 (June), 87-101.
4. Aggarwal, Pankaj and Sharmistha Law (2005), "Role of Relationship Norms in Processing Brand Information," Journal of Consumer Research, 32 (December), 453-64.
5. Ariely, Dan, Joel Huber, and Klaus Wertenbroch (2005), "When Do Losses Loom Larger than Gains?" Journal of Marketing Research, 42 (May), 134-38.
6. Beggan, James K. (1992), "On the Social Nature of Nonsocial Perception: The Mere Ownership Effect," Journal of Personality and Social Psychology, 62 (February), 229-37.
7. Belk, Russell W. (1988), "Possessions and the Extended Self," Journal of Consumer Research, 15 (September), 139-68.
8. Brookshire, David S. and Don L. Coursey (1987), "Measuring the Value of Public Good: An Empirical Comparison of Elicitation Procedures," American Economic Review, 77 (September), 554-66.
9. Camerer, Colin (2005), "Three Cheers - Psychological, Theoretical, Empirical-for Loss Aversion," Journal of Marketing Research, 42 (May), 129-33.
10. Carmon, Ziv and Dan Ariely (2000), "Focusing on the Forgone: How Value Can Appear so Different to Buyers and Sellers," Journal of Consumer Research, 27 (December), 360-70.
11. Clark, Margaret S. (1986), "Evidence for the Effectiveness of Manipulations of Communal and Exchange Relationships," Personality and Social Psychology Bulletin, 12 (December), 414-25.
12. Clark, Margaret S. and Judson Mills (1993), "The Difference between Communal and Exchange Relationships: What It Is and Is Not," Personality and Social Psychology Bulletin, 19 (December), 684-91.
13. Fiske, Alan P. (1992), "The Four Elementary Forms of Sociality: Framework for a Unified Theory of Social Relations," Psychological Review, 99 (4), 689-723.
14. Fournier, Susan (1998), "Consumers and Their Brands: Developing Relationship Theory in Consumer Research," Journal of Consumer Research, 24 (March), 343-73.
15. Grayson, Kent and Tim Ambler (1999), "The Dark Side of Long-Term Relationships in Marketing Services," Journal of Marketing Research, 36 (February), 132-41.
16. Johnson, Dennis J. and Caryl E. Rusbult (1989), "Resisting Temptation: Devaluation of Alternative Partners as a Means of Maintaining Commitment in Close Relationships," Journal of Personality and Social Psychology, 57 (6), 967-80.
17. Kahneman, Daniel, Jack L. Knetsch, and Richard H. Thaler (1990), "Experimental Tests of the Endowment Effect and the Coase Theorem," Journal of Political Economy, 98 (6), 1325-48.
18. Kahneman, Daniel and Amos Tversky (1979), "Prospect Theory: An Analysis of Decision under Risk," Econometrica, 47 (2), 263-91.
19. Lerner, Jennifer S., Deborah A. Small, and George Loewenstein (2004), "Heart Strings and Purse Strings: Carryover Effects of Emotions on Economic Decisions," Psychological Science, 15 (5), 337-41.
20. Loewenstein, George and Samuel Issacharoff (1994), "Source Dependence in the Valuation of Objects," Journal of Behavior Decision Making, 7 (September), 157-68.
21. Mandel, David R. (2002), "Beyond Mere Ownership: Transaction Demand as a Moderator of the Endowment Effect," Organizational Behavior and Human Decision Processes, 88 (2), 737-47.
22. Martz, John M., Julie Verette, Ximena B. Arriaga, Linda F. Slovik, Chante L. Cox, and Caryl E. Rusbult (1998), "Positive Illusion in Close Relationships," Personal Relationships, 5 (2), 159-81.
23. McGraw, A. Peter, Philip E. Tetlock, and One V. Kristel (2003), "The Limits of Fungibility: Relational Schemata and the Value of Things," Journal of Consumer Research, 30 (September), 219-29.
24. Nayakankuppam, Dhananjay and Himanshu Mishra (2005), "The Endowment Effect: Rose-Tinted and Dark-Tinted Glasses," Journal of Consumer Research, 32 (December), 390-95.
25. Novemsky, Nathan and Daniel Kahneman (2005a), "The Boundaries of Loss Aversion," Journal of Marketing Research, 42 (May), 119-28.
26. _ (2005b), "How Do Intentions Affect Loss Aversion?" Journal of Marketing Research, 42 (May), 139-40.
27. Rusbult, Caryl E. and Bram P. Buunk (1993), "Commitment Processes in Close Relationships: An Interdependence Analysis," Journal of Social and Personal Relationships, Special Relational Maintenance, 10 (2), 175-204.
28. Sen, Sankar and Eric J. Johnson (1997), "Mere-Possession Effects without Possession in Consumer Choice," Journal of Consumer Research, 24 (June), 105-17.
29. Simonson, Itamar and Aimee Drolet (2004), "Anchoring Effects on Consumers' Willingness-to-Pay and Willingness-to-Accept," Journal of Consumer Research, 31 (December), 681-90.
30. Thaler, Richard H. (1980), "Towards a Positive Theory of Consumer Choice," Journal of Economic Behavior and Organization, 1 (March), 39-60.
31. Tversky, Amos and Daniel Kahneman (1992), "Advances in Prospect Theory: Cumulative Representation of Uncertainty," Journal of Risk and Uncertainty, 5 (October), 297-323.
32. Watson, David, Lee A. Clark, and Auke Tellegen (1988), "Development and Validation of Brief Measures of Positive and Negative Affect: The PANAS Scales," Journal of Personality and Social Psychology, 54 (June), 1063-70.