Preliminary Evidence for the Neurophysiologic Effects of Online Coupons: Changes in Oxytocin, Stress, and Mood

Psychology and Marketing

Volumn 32, Issue 9, 2015, Pages 977-986

  Alexander, Veronika ^a   Tripp, Sophie ^a   Zak, Paul J ^a  

^a CLAREMONT GRADUATE UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 84938891140     PISSN: 07426046     EISSN: 15206793     Source Type: Journal    
DOI: 10.1002/mar.20831     Document Type: Article

References (53)

1. Babakus, E., Tat, P., & Cunningham, W. (1988). Coupon redemption: A motivational perspective. Journal of Consumer Marketing, 5, 37-43.
2. Bale, T. L., Davis, A. M., Auger, A. P., Dorsa, D. M., & McCarthy, M. M. (2001). CNS region-specific oxytocin receptor expression: Importance in regulation of anxiety and sex behavior. Journal of Neuroscience, 21, 2546-2552.
3. Bawa, K., Srinivasan, S. S., & Srivastava, R. K. (1997). Coupon attractiveness and coupon proneness: A framework for modeling coupon redemption. Journal of Marketing Research, 34, 517-525.
4. Beshears, J. L. (2009). Financial choices and the decision-making context. Harvard University, dissertation published in Ann Arbor Harvard University.
5. Bester, H., & Petrakis, E. (1996). Coupons and oligopolistic price discrimination. International Journal of Industrial Organization, 14, 227-242.
6. Bloomberg Business News. (1996). Coupon use down, but still redeems itself. Chicago Tribune. August 18. Retrieved from http://articles.chicagotribune.com/1996-08-18/business/9608180328_1_coupons-procter-gamble-wegmans-food-markets.
7. Business Wire. (2012). Study finds free gift with purchase drives increase in customer retention, incremental sales for online retailers. November 13. Retrieved from http://www.businesswire.com/news/home/20121113005866/en/Study-Finds-Free-Gift-Purchase-Drives-Increase#.Ur4TGP1ejKE.
8. Chandon, P., Wansink, B., & Laurent, G. (2000). A benefit congruency framework of sales promotion effectiveness. Journal of Marketing, 64, 65-81.
9. Cotton, B. C., & Babb, M. E. (1978). Consumer response to promotional deals. Journal of Marketing, 42, 109-113.
10. Cronovich, R., Daneshvary, R., & Schwer, K. R. (1997). Determinants of coupon usage. Applied Economics, 29, 1631-1641.
11. Davis, M. H. (1980). A multidimensional approach to individual differences in empathy. JSAS Catalog of Selected Documents in Psychology, 10, 85.
12. Dewey, R. A. (2007). Psychology: An introduction. Belmont, CA: Wadworth Publishing.
13. Dawson, M. E., Schell, A. M., & Filion, D. L. (1972). The electrodermal system. In N. S. Greenfield & R. A. Sternbach (Eds.), Handbook of psychophysiology (pp. 367-418). New York: Holt, Rinehart and Winston.
14. Dishman, R. K., Nakamura, Y., Garcia, M. E., Thompson, R. W., Dunn, A. L., & Blair, S. N. (2000). Heart rate variability, trait anxiety, and perceived stress among physically fit men and women. International Journal of Psychophysiology, 37, 121-133.
15. eMarketer. (2013). Majority of US Internet users will redeem digital coupons in 2013. October 21. Retrieved from http://www.emarketer.com/Article/Majority-of-US-Internet-Users-Will-Redeem-Digital-Coupons-2013/1010313.
16. Fogel, S. O., & Thorton, C. G. (2008). What a hassle! Consumer perceptions of costs associated with sales promotions. Journal of Promotion Management, 14, 31-44.
17. Fournier, S. (1998). Consumers and their brands: Developing relationship theory in consumer research. Journal of Consumer Research, 24, 343-373.
18. Gardner, D. G., & Shoback, D. (2011). Greenspan's basic and clinical endocrinology (9th ed.). New York: McGraw-Hill Medical.
19. Goodwin, B. (1992). An analysis of factors associated with consumer's use of grocery coupons. Journal of Agricultural and Resource Economics, 17, 110-120.
20. Harmon, S. K., & Hill, C. J. (2003). Gender and coupon use. Journal of Product & Brand Management, 12, 166-179.
21. Heilman, C. H., Nakamoto, K., & Rao, A. G. (2002). Pleasant surprises: Consumer response to unexpected in-store coupons. Journal of Marketing Research, 39, 242-252.
22. Hardy, C. (2013). WestJet Christmas miracle - Airline surprises passengers with festive stunt. The Independent, December 13. Retrieved from http://www.independent.co.uk/news/world/americas/video-westjet-christmas-miracle-airline-surprises-passengers-with-festive-stunt-9003306.html.
23. Hartel, F. W., Uhlenhuth, E. H., Fischman, M. W., & McCracken, S. (1981). Reinforcement, skin conductance, and performance in a vigilance-reaction time task. Psychiatry Research, 4, 239-251.
24. Izuma, K., Saito, D. N., & Sadato, N. (2008). Processing of social and monetary rewards in the human striatum. Neuron, 58, 284-294.
25. John, O. P., Donahue, E. M., & Kentle, R. L. (1991). The Big Five Inventory - Versions 4a and 54. Berkeley, CA: University of California, Berkeley, Institute of Personality and Social Research.
26. Kahn, B. E., & Isen, A. M. (1993). The influence of positive affect on variety seeking among safe, enjoyable products. Journal of Consumer Research, 20, 257-270.
27. Kim, M. G. (2010). The effect of surprise on customer delight and the role of explanations for managing customer expectations. Doctoral dissertation, The Pennsylvania State University, State College, PA.
28. Knutson, B., & Bossaerts, P. (2007). Neural antecedents of financial decisions. Journal of Neuroscience, 27, 8174-8177.
29. Knutson, B., & Greer, S. M. (2008). Anticipatory affect: Neural correlates and consequences for choice. Philosophical Transactions of the Royal Society B: Biological Sciences, 363, 3771-3786.
30. Knuston, B., Adams, C. M., Fong, G. W., & Hommer, D. (2001). Anticipation of increasing monetary reward selectively recruits nucleus accumbens. Journal of Neuroscience, 21, RC159.
31. Lin, P.-Y., Grewal, N. S., Morin, C., Johnson, W. D., & Zak, P. J. (2013). Oxytocin increases the influence of public service advertisements. PLoS One, 8, e56934. doi:10.1371/journal.pone.0056934
32. Mattila, A. S. (2001). Emotional bonding and restaurant loyalty. The Cornell Hotel and Restaurant Administration Quarterly, 42, 73-79.
33. McKenzie, R. B., & Tullock, G. (2012). Why so many coupons? In The New World of Economics: A Remake of a Classic for New Generations of Economics Students. New York: Springer pp. 235-243.
34. Nagle, T. (1984). Economic foundations for pricing. Journal of Business, 57, S3-S26.
35. Narasimhan, C. (1984). A price discrimination theory of coupons. Marketing Science, 3, 128-147.
36. NCH Marketing Services, Inc. (2013). CPG coupons: U.S. market analysis. Deerfield, IL.
37. Nevo, A., & Wolfram, C. (2002). Why do manufacturers issue coupons? An empirical analysis of breakfast cereals. RAND Journal of Economics, 33, 319-339.
38. Nielsen, A. C. (1965). The impact of retail coupons. Journal of Marketing, 29, 11-15.
39. Oster, E. (2014). Justin Timberlake stars in 'Priceless Surprises' for MasterCard during Grammys. MediaBistro, January 27. Retrieved from http://www.mediabistro.com/agencyspy/justin-timberlake-launches-priceless-surprises-for-mastercard-during-grammys_b59856.
40. Sen, S., & Johnson, E. J. (1997). Mere-possession effects without possession in consumer choice. Journal of Consumer Research, 24, 105-117.
41. Smith, G. (2012). America goes coupon crazy. MSN Money, February 28. Retrieved from money.msn.com/saving-money-tips/post.aspx?post=46465e0f-165d-4181-b589-94183df9d678.
42. Steiner, P. O. (1957). Peak loads and efficient pricing. Quarterly Journal of Economics, 71, 585-610.
43. Szeto, A., McCabe, P. M., Nation, D. A., Tabak, B. A., Rossetti, M. A., McCullough, M. E., et al. (2011). Evaluation of enzyme immunoassay and radioimmunoassay methods for the measurement of plasma oxytocin. Psychosomatic Medicine, 73, 393-400.
44. Tat, P. K., & Cornwell, T. B. (1996). A motivation based model of coupon usage. Journal of Promotion Management, 3, 1-14.
45. Tuttle, B. (2013). The 5 big mistakes that led to Ron Johnson's ouster at JC Penney. Time Magazine, April. Retrieved from http://business.time.com/2013/04/09/the-5-big-mistakes-that-led-to-ron-johnsons-ouster-at-jc-penney/.
46. Vrijkotte, T. G. M., van Doornen, L. J. P., & de Geus, E. J. C. (2000). Effects of work stress on ambulatory blood pressure, heart rate, and heart rate variability. Hypertension, 35, 880-886.
47. Watson, D., Clark, L. A., & Tellegen, A. (1988). Development and validation of brief measures of positive and negative affect: The PANAS scales. Journal of Personality and Social Psychology, 54, 1063-1070.
48. Wierich, R., & Zielke, S. (2014). How retailer coupons increase attitudinal loyalty-the impact of three coupon design elements. European Journal of Marketing, 48, 699-721.
49. Yeshin, T. (2006). Sales promotion. Stamford, CT: Cengage Learning.
50. Zak, P. J. (2012). The moral molecule: The source of love and prosperity. New York: Dutton.
51. Zak, P. J., Kurzban, R., & Matzner, W. T. (2004). The neurobiology of trust. Annals of the New York Academy of Sciences, 1032, 224-227.
52. Zak, P. J., Matzner, W. T., & Kurzban, R. (2005). Oxytocin is associated with human trustworthiness. Hormones and Behavior, 48, 522-527.
53. Zeelenberg, M., & Pieters, R. (2004). Beyond valence in customer dissatisfaction: A review and new findings on behavioral responses to regret and disappointment in failed services. Journal of Business Research, 57, 445-455.