On the road to addiction: The facilitative and preventive roles of marketing cues

Journal of Business Research

Volumn 66, Issue 8, 2013, Pages 1219-1226

  Martin, Ingrid M ^a   Kamins, Michael A ^b   Pirouz, Dante M ^c   Davis, Scott W ^d   Haws, Kelly L ^d   Mirabito, Ann M ^e   Mukherjee, Sayantani ^a   Rapp, Justine M ^f   Grover, Aditi ^g  

^a CALIFORNIA STATE UNIVERSITY   (United States)

^b STONY BROOK UNIVERSITY   (United States)

^c UNIVERSITY OF WESTERN ONTARIO   (Canada)

^d TEXAS A AND M UNIVERSITY   (United States)

^e BAYLOR UNIVERSITY   (United States)

^f UNIVERSITY OF SAN DIEGO   (United States)

^g PLYMOUTH STATE UNIVERSITY   (United States)

Author keywords

Addiction; Harmful consequences; Maladaptive consumption; Marketing cues; Self control

Indexed keywords

EID: 84877668289     PISSN: 01482963     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.jbusres.2012.08.015     Document Type: Article

References (64)

1. Abrams D.B., Monti P.M., Carey K.B., Pinto R.P., Jacobus S.I. Reactivity to smoking cues and relapse: Two studies of discriminant validity. Behaviour Research and Therapy 1988, 26:225-233.
2. Altman D.G., Levine D.W., Coeytaux R., Slade J., Jaffe R. Tobacco promotion and susceptibility to tobacco use among adolescents aged 12 through 17 years in a nationally representative sample. Psychopharmacology 1996, 86(11):1590-1593.
3. American Psychiatric Association Diagnostic and statistical manual of mental disorders DSM-IV-TR 2000, American Psychiatric Association, Arlington, VA. 4th ed.
4. Baltagi B.H., Levin D. Estimating dynamic demand for cigarettes using panel data: The effects of bootlegging, taxation and advertising reconsidered. The Review of Economics and Statistics 1986, 68(1):148.
5. Bauman K.E., Ennett S.T. On the importance of peer influence for adolescent drug use: Commonly neglected considerations. Addiction 1996, 91(2):185-198.
6. Baumeister R.F. Yielding to temptation: Self-control failure, impulsive purchasing, and consumer behavior. The Journal of Consumer Research 2002, 670-676.
7. Bernheim B.D., Rangel A. Addiction and cue-conditioned cognitive processes. Book addiction and cue-conditioned cognitive processes. City: NBER program on public economics 2004, 57.
8. Blume S.B., Tavares H. Pathologic gambling. Substance abuse: A comprehensive textbook 2005, 488-498. Lippincott Williams & Wilkin, Philadelphia, PA. J.H. Lowinson, P. Ruiz, R.B. Millman, J.G. Langrod (Eds.).
9. Bolton L.E., Cohen J.B., Bloom P.N. Does marketing products as remedies create "get out of jail free cards"?. The Journal of Consumer Research 2006, 33(1):71-81.
10. Bolton R.N., Lemon K.N. A dynamic model of customers' usage of services: Usage as an antecedent and consequence of satisfaction. Journal of Marketing Research 1999, 36(2):171-186.
11. Bolton R.A., Volpp K.G., Armstrong K. How does drug and supplement marketing affect a healthy lifestyle?. The Journal of Consumer Research 2008, 34(5):713-726.
12. Candib L.M. Obesity and diabetes in vulnerable populations: Reflection on proximal and distal causes. The Annals of Family Medicine 2007, 5:547-556.
13. Carter B.L., Tiffany S.T. Meta-analysis of cue-reactivity in addiction research. Addiction 1999, 94(3):327-340.
14. Chaloupka F.J., Warner K.E. The economics of smoking. Handbook of health economics 2001, 1539-1567. Elsevier Science B.V., Amsterdam, North Holland. J.P. Newhouse, D. Cutler (Eds.).
15. Charlton J.P. A factor-analytic engagement of computer 'addiction' and engagement. British Journal of Psychology 2002, 93(3):329-344.
16. Cotte J., Latour K. Blackjack in the kitchen: Understanding online versus casino gambling. The Journal of Consumer Research 2009, 35(5):742-758.
17. DiFranza J.R., Wellman R.J., Savageau J.A. Does progression through the stages of addiction indicate increasing overall addiction to tobacco?. Psychopharmacology 2011, 219(3):815-822.
18. Drewnowski A. Taste preferences and food intake. The Journal of Clinical Nutrition 1997, 17(1):237-253.
19. Epstein L.H., Leddy J.J., Temple J.L., Faith M.S. Food reinforcement and eating: A multilevel analysis. Psychological Bulletin 2007, 133(5):884-906.
20. Flegal K.M., Carroll M.D., Ogden C.L., Curtin L.R. Prevalence and trends in obesity among US adults, 1999-2008. JAMA: The Journal of the American Medical Association 2010, 303(3):235-241.
21. Folkes V.S., Martin I.M., Gupta K. When to say when: Effects of supply on usage. The Journal of Consumer Research 1993, 20(3):467-477.
22. Gourville J.T., Soman D. Payment depreciation: The behavioral effects of temporally separating payments from consumption. The Journal of Consumer Research 1998, September, 25:160-174.
23. Grover A., Kamins M.A., Martins I.M., Davis S., Haws K., Mirabito A.M., et al. From use to abuse: When everyday consumption behaviours morph into addictive consumptive behaviours. Journal of Research for Consumers 2011, 19:1-6.
24. Haws K.K., Bearden W.O., Nenkov G.Y. Consumer spending self-control effectiveness and outcome elaboration prompts. JAMS 2012, 40(5):695-710.
25. Herman P.C., Polivy J. Anxiety, restraint, and eating behavior. Journal of Abnormal Psychology 1975, 84(6):666-672.
26. Hoch S.J., Loewenstein G.F. Time-inconsistent preferences and consumer self-control. The Journal of Consumer Research 1991, 17(4):492-507.
27. Kalivas P.W. Predisposition to addiction: Pharmacokinetics, pharmacodynamics, and brain circuitry. Book predisposition to addiction: Pharmacokinetics, pharmacodynamics, and brain circuitry. The American Journal of Psychiatry 2003, 160:1-2. (City).
28. Kamins M.A., Steinhart Y., Noy A., Mazursky D. The effect of social cues on sniping behavior in internet auctions: Field evidence and a lab experiment. Journal of Interactive Marketing 2011, 25(4):241-250.
29. Kees J., Burton S., Andrews J.C., Kozup J. Understanding how graphic pictorial warnings work on cigarette packages. Journal of Public Policy & Marketing 2010, 29(2):97-129.
30. Koob G.F., LeMoal M. Drug addiction, dysregulation of reward, and allostasis. Neuropsychopharmacology 2001, 24(2):97-129.
31. Lambrecht A., Skiera B.S. Paying too much and being happy about it: Existence, causes and consequences of tariff-choice biases. Journal of Marketing Research 2006, 43(2):212-223.
32. Lay C.H. At last, my research article on procrastination. Journal of Research in Personality 1986, 20(4):474-495.
33. Linden D.J. The compass of pleasure: How our brains make fatty foods, orgasm, exercise, marijuana, generosity, vodka, learning and gambling feel so good 2011, Viking Press, New York, NY.
34. Ludwig D.S., Majzoub J.A., Al-Zahrani A., Dallal G.E., Blanco I., Roberts S.B. High glycemic index foods, overeating, and obesity. Pediatrics 1999, 103(3):e26.
35. Martin I.M., Kamins M.A. Relationships can disappear in a puff of smoke: A test of terror management theory and risk perceptions on smoking behavior. Journal of Consumer Behaviour 2010, 9(3):172-190.
36. McBride D., Barrett S.P., Kelly J.T., Aw A., Dagher A. Effects of expectancy and abstinence on the neural response to smoking cues in cigarette smokers: An fMRI study. Neuropsychopharmacology 2006, 31(12):2728-2738.
37. Moisio R., Beruchashvili M. Questing for well-being at Weight Watchers: The role of the spiritual-therapeutic model in a support group. The Journal of Consumer Research 2010, 36(5):857-876.
38. Nenkov G.Y., Inman J.J., Hulland J. Considering the future: The conceptualization and measurement of elaboration on potential outcomes. The Journal of Consumer Research 2008, 35(1):126-141.
39. O'Brien C.P. A range of research-based pharmacotherapies for addiction. Science 1997, 278(5335):66-70.
40. O'Guinn T.C., Faber R.J. Compulsive buying: A phenomenological exploration. The Journal of Consumer Research 1989, September, 16:147-157.
41. Pechmann C.C., Moore E., Andreasen A., Connell P.M., Freeman D., Gardner M., et al. Navigating the central tensions in research on consumers who are at risk: Challenges and opportunities. Journal of Public Policy & Marketing 2011, 30(1):23-30.
42. Pollay R.W. Targeting youth and concerned smokers: evidence from Canadian tobacco industry documents. Tobacco Control 2000, 9(2):136-147.
43. Pollay R.W., Siddarth S., Siegel M., Haddix A., Merritt R.K., Giovino G., et al. The last straw? Cigarette advertising and realized market share among youths and adults, 1979-1993. Journal of Marketing 1996, 60(2):1.
44. Redish A.D., Jensen S., Johnson A. A unified framework for addiction: Vulnerabilities in the decision process. The Behavioral and Brain Sciences 2008, 31(04):415-437.
45. Ridgway N., Kukar-Kinney M., Monroe K. An expanded conceptualization and a new measure of compulsive buying. The Journal of Consumer Research 2008, 35(4):622-639.
46. Robinson T.E., Berridge K.C. The neural basis of drug craving: An incentive-sensitization theory of addiction. Brain Research Reviews 1993, 1993(18):247-291.
47. Rolls B.J. The supersizing of America: Portion size and the obesity epidemic. Nutrition 2003, 38(2):42-53.
48. Rolls B.J., Morris E.L., Roe L.S. Portion size of food affects energy intake in normal-weight and overweight men and women. The American Journal of Clinical Nutrition 2002, 76(6):1207-1213.
49. Romer D., Duckworth A., Sznitman S., Park S. Can adolescents learn self-control? Delay of gratification in the development of control over risk taking. Prevention Science 2010, 11(3):319-330.
50. Rook D.W. The buying impulse. The Journal of Consumer Research 1987, September, 14:189-199.
51. Rook D.W., Fisher R.J. Normative influences on impulsive buying behavior. The Journal of Consumer Research 1995, December, 22:305-313.
52. Scott M.L., Nowlis S.M., Mandel N., Morales A.C. The effects of reduced food size and package size on the consumption behavior of restrained and unrestrained eaters. The Journal of Consumer Research 2008, 35(3):391-405.
53. Setlik J., Bond G.R., Ho M. Adolescent prescription ADHD medication abuse is rising along with prescriptions for these medications. Pediatrics 2009, 124(3):875-880.
54. Tangney J.P., Baumeister R.F., Boone A.L. High self-control predicts good adjustment, less pathology, better grades, and interpersonal success. Journal of Personality 2004, 72(2):271-322.
55. Tiffany S.T. A cognitive model of drug urges and drug-use behavior: Role of automatic and nonautomatic processes. Psychological Review 1990, 97(2):147-168.
56. Tybout A.M., Calder B.J., Sternthal B. Using information processing theory to design marketing strategies. Journal of Marketing Research 1981, 18(1):73-79.
57. U.S.Congress Patient Protection and Affordable Care Act Health-Related Portions of the Health Care and Education Reconciliation Act of 2010 2010, Washington, DC.
58. Vermeer W.M., Alting E., Steenhuis I.H.M., Seidell J.C. Value for money or making the healthy choice: the impact of proportional pricing on consumers' portion size choices. European Journal of Public Health 2010, 20(1):65-69.
59. Wansink B., Chandon P. Can "low-fat" nutrition labels lead to obesity?. Journal of Marketing Research 2006, 43(4):605-617.
60. Wansink B., Painter J.E., North J.B. Bottomless bowls: Why visual cues of portion size may influence intake. Obesity 2005, 13(1):93-100.
61. Wardle J., Carnell S., Haworth C.M.A., Farooqi I.S., O'Rahilly S., Plomin R. Obesity associated genetic variation in FTO is associated with diminished satiety. Journal of Clinical Endocrinology & Metabolism 2008, 93(9):3640-3643.
62. Wilkes M.S., Bell R.A., Kravitz R.L. Direct-to-consumer prescription drug advertising: trends, impact, and implications. Health Affairs 2000, 19(2):110-128.
63. Yon B.A., Johnson R.K., Harvey-Berino J., Gold B.C., Howard A.B. Personal digital assistants are comparable to traditional diaries for dietary self-monitoring during a weight loss program. Journal of Behavioral Medicine 2007, 30(2):165-175.
64. Zheng M., Detienne N.A., Barnes B.W., Wicker L. Tenderness and yields of poultry breast are influenced by phosphate type and concentration of marinade. Journal of the Science of Food and Agriculture 2001, 81(1):82-87.