Wisdom from words: The psychology of consumer language

Berger, Jonah; Packard, Grant

doi:10.1002/arcp.1085

Cited by 10 publications

(5 citation statements)

References 135 publications

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“…Taking Berger Jonah & Packard Grant as an example, they came to a similar conclusion by studying the livestreaming shopping behaviors of teenagers: teenagers are more likely to be influenced by livestreaming content when they are live-streaming shopping, thus resulting in impulsive consumption. They further made some suggestions, such as improving consumers' cognitive ability and self-control, to reduce the incidence of impulse spending [2].…”

Section: Literature Reviewmentioning

confidence: 99%

Consumer Psychology: A Factor Analysis of Adolescents Impulsive Spending on Live Online Shopping Platform

2023

AEMPS

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In the environment of the Internet, with the rapid development of e-commerce, more and more young people tend to consume in the studio and online shopping platforms. However, considering that young people are at a critical stage of physical and mental growth, their consumption behavior in the broadcast room and online shopping platform is often more susceptible to impulsive psychology. Therefore, the goal of this study is to deeply study the factors that affect young peoples impulsive consumption in the broadcast room and online shopping platform and put forward corresponding countermeasures. In this internet-filled era, young people are eager to consume in broadcast rooms and online shopping platforms, which are often driven by impulse psychology. In order to deal with this problem, we need to conduct in-depth research on young peoples consumption behavior in the broadcast room and online shopping platform, analyze the influencing factors, and formulate feasible coping strategies.

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Section: Literature Reviewmentioning

confidence: 99%

Consumer Psychology: A Factor Analysis of Adolescents Impulsive Spending on Live Online Shopping Platform

2023

AEMPS

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“…Prior research has examined how increasing the strength of a brand's message through the words used or actions described can lead to increased perceptions of stance authenticity (e.g., Windscheid et al, 2016). For example, on the messaging side, sensitive disclosures by brands can be perceived as more authentic (e.g., Jiang et al, 2022), and the use of personal pronouns can signal the desire for close relationships with customers (e.g., Berger & Packard, 2023). On the action side, describing concrete steps has been shown to be perceived as authentic in pursuit of higher‐order values, such as reducing greenhouse gas emissions or increasing the number of women on executive boards (e.g., Matsumura et al, 2014; Windscheid et al, 2016).…”

Section: Introductionmentioning

confidence: 99%

Speedy activists: How firm response time to sociopolitical events influences consumer behavior

et al. 2023

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Organizations face growing pressure from their consumers and stakeholders to take public stances on sociopolitical issues. However, many are hesitant to do so lest they make missteps, promises they cannot keep, appear inauthentic, or alienate consumers, employees, or other stakeholders. Here we investigate consumers' impressions of firms that respond quickly or slowly to sociopolitical events. Using data scraped from Instagram and three online experiments (N = 2452), we find that consumers express more positive sentiment and greater purchasing intentions toward firms that react more quickly to sociopolitical issues. Unlike other types of public firm decision making such as product launch, where careful deliberation can be appreciated, consumers treat firm response time to sociopolitical events as an informative cue of the firm's authentic commitment to the issue. We identify an important boundary condition of this main effect: speedy responses bring limited benefits when the issue is highly divisive along political lines. Our findings bridge extant research on brand activism and communication, and offer practical advice for firms.

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“…Language patterns offer a window into a range of social and psychological processes. Early social scientific evidence argued that words offered rich accounts of peoples' thoughts and feelings (Allport, 1942; Berger, 2023; Berger & Packard, 2023; Freud, 1915; Weiner & Mehrabian, 1968), which could then be used to model their internal states. In marketing, analyses of language patterns, for example, have been instrumental to understand hedonic and utilitarian consumption (Kronrod et al, 2012a; Kronrod & Danziger, 2013), cultural products' virality and popularity (Berger & Milkman, 2012; Berger & Packard, 2018; Packard & Berger, 2020), loan defaults (Netzer et al, 2019), online review helpfulness (Lafreniere et al, 2022; Packard et al, 2023), customer satisfaction (Packard et al, 2018; Packard & Berger, 2021), market structure (Netzer et al, 2012), and consumer emotionality (Rocklage et al, 2021a, 2021b).…”

Section: Introductionmentioning

confidence: 99%

PassivePy: A tool to automatically identify passive voice in big text data

2023

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The academic study of grammatical voice (e.g., active and passive voice) has a long history in the social sciences. It has been examined in relation to psychological distance, attribution, credibility, and deception. Most evaluations of passive voice are experimental or small‐scale field studies, however, and perhaps one reason for its lack of adoption is the difficulty associated with obtaining valid, reliable, and replicable results through automated means. We introduce an automated tool to identify passive voice from large‐scale text data, PassivePy, a Python package (readymade website: https://passivepy.streamlit.app/). This package achieves 98% agreement with human‐coded data for grammatical voice as revealed in two large validation studies. In this paper, we discuss how PassivePy works, and present preliminary empirical evidence of how passive voice connects to various behavioral outcomes across three contexts relevant to consumer psychology: product complaints, online reviews, and charitable giving. Future research can build on this work and further explore the potential relevance of passive voice to consumer psychology and beyond.

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Wisdom from words: The psychology of consumer language

Cited by 10 publications

References 135 publications

Consumer Psychology: A Factor Analysis of Adolescents Impulsive Spending on Live Online Shopping Platform

Consumer Psychology: A Factor Analysis of Adolescents Impulsive Spending on Live Online Shopping Platform

Speedy activists: How firm response time to sociopolitical events influences consumer behavior

PassivePy: A tool to automatically identify passive voice in big text data

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