Smiling Signals Intrinsic Motivation

Cheng, Yimin; Mukhopadhyay, Anirban; Williams, Patti

doi:10.1093/jcr/ucz023

Cited by 29 publications

(24 citation statements)

References 62 publications

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“…The motivation of the decision maker may exert its own influence on the social other. People infer the motivation of others from observable cues (Cheng, Mukhopadhyay, and Williams 2020), and an actor who signals a high level of motivation may well motivate observers to set off on their own journeys.…”

Section: Additional Social Customer Journey Considerationsmentioning

confidence: 99%

Traveling with Companions: The Social Customer Journey

Hamilton¹,

Ferraro²,

Haws³

et al. 2020

Journal of Marketing

Self Cite

176

142

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When customers journey from a need to a purchase decision and beyond, they rarely do so alone. This article introduces the social customer journey, which extends prior perspectives on the path to purchase by explicitly integrating the important role that social others play throughout the journey. The authors highlight the importance of “traveling companions,” who interact with the decision maker through one or more phases of the journey, and they argue that the social distance between the companion(s) and the decision maker is an important factor in how social influence affects that journey. They also consider customer journeys made by decision-making units consisting of multiple individuals and increasingly including artificial intelligence agents that can serve as surrogates for social others. The social customer journey concept integrates prior findings on social influences and customer journeys and highlights opportunities for new research within and across the various stages. Finally, the authors discuss several actionable marketing implications relevant to organizations’ engagement in the social customer journey, including managing influencers, shaping social interactions, and deploying technologies.

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Section: Additional Social Customer Journey Considerationsmentioning

confidence: 99%

Traveling with Companions: The Social Customer Journey

Hamilton¹,

Ferraro²,

Haws³

et al. 2020

Journal of Marketing

Self Cite

176

142

View full text Add to dashboard Cite

show abstract

“…A total of 159 participants were recruited. Following previous consumer behavior research ( Baskin et al, 2014 ; Cheng et al, 2020 ; Palmeira & Srivastava, 2013 ), we removed participants (n = 10) who failed the attention checks. Thus, 149 participants were retained.…”

Section: Studymentioning

confidence: 99%

Consumer responses to savings message framing

Yang

Mattila

2020

Annals of Tourism Research

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Despite the prevalent use of savings messages (e.g., “get $x off” and “save $x”), no previous tourism and hospitality research has examined their effect on consumer responses. To fill that void, this study investigates the joint effect of savings message type (gain-framed vs. nonloss-framed) and weather conditions (sunny vs. rainy) on consumer attitude. The results show that individuals in rainy weather respond more favorably to a gain-framed (vs. nonloss-framed) message, and this effect is attenuated among people in sunny weather. Furthermore, this study reveals a boundary condition. When the amount of savings is presented in percentage terms (e.g., “get x% off” and “save x%”), the superiority of a gain frame disappears. Theoretical and managerial implications are discussed.

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“…Signaling refers to actions taken in an attempt to communicate difficult-to-observe characteristics to others (Spence 1973). For example, conspicuous consumption signals wealth (Veblen 1899(Veblen /1994, wearing non-conforming clothing signals status and competence (the "red sneakers effect"; Bellezza et al 2014), and genuine (Duchenne) smiles signal intrinsic motivation (Cheng, Mukhopadhyay, and Williams 2020). People can even use more sophisticated signaling strategies targeted at a particular audience, such as ironic use of brands (Warren and Mohr 2019) which can send desired signals both to one's in-group and out-group; and inconspicuous consumption of subtle brand logos (Berger and Ward 2010), which signals sophistication to others knowledgeable about fashion.…”

Section: Moral Reputationmentioning

confidence: 99%

Dimensions of Altruism: Do Evaluations of Prosocial Behavior Track Social Good or Personal Sacrifice?

Johnson

2018

SSRN Journal

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Do we praise prosocial acts because they produce social benefits or because they entail a personal sacrifice? Six studies demonstrate that consumers primarily rely on personal cost rather than social benefit when evaluating prosocial actors. This occurs because sacrifice, but not benefit, is taken as a signal of moral character and an input to reputational judgments (Studies 1 and 2), reflecting a "character = sacrifice" heuristic predicted by costly signaling theory. The studies test four possible boundary conditions, finding that the effects are similar for actions that benefit one's own country versus foreigners (Study 3), but differ for donations of time (Study 4), when information about personal sacrifice is unavailable (Study 5), and when high-cost but ineffective acts are pitted directly against low-cost but effective acts in joint evaluation (Study 6). These results help to account for the ineffectiveness of many charitable activities but also suggest directions for incentivizing effective charity.

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Smiling Signals Intrinsic Motivation

Cited by 29 publications

References 62 publications

Traveling with Companions: The Social Customer Journey

Traveling with Companions: The Social Customer Journey

Consumer responses to savings message framing

Dimensions of Altruism: Do Evaluations of Prosocial Behavior Track Social Good or Personal Sacrifice?

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