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Week 1 (46) 2Iyengar, S. & Lepper, M. (2000). When Choice is Demotivating: Can One Desire Too
Much of a Good Thing? Journal of Personality and Social Psychology, 79 (6), 995-1006. 2
Week 2 (47) 3
Ordabayeva, N., & Fernandes, D. (2018). Better or different? How political ideology
shapes preferences for differentiation in the social hierarchy. Journal of Consumer
Research, 45(2), 227-250. 3
Grewal, L., Wu, E. C., & Cutright, K. M. (2021). Loved As-Is: How God Salience Lowers
Interest in Self-Improvement Products. Journal of Consumer Research. 4
Yang, H., Stamatogiannakis, A., & Chattopadhyay, A. (2015). Pursuing attainment versus
maintenance goals: The interplay of self-construal and goal type on consumer
motivation. Journal of Consumer Research, 42(1), 93-108. 5
Week 3 (48) 6
Cutright, K. M., & Samper, A. (2014). Doing it the hard way: How low control drives
preferences for high-effort products and services. Journal of Consumer Research, 41(3),
730-745. 6
Mead, N. L., Baumeister, R. F., Stillman, T. F., Rawn, C. D., & Vohs, K. D. (2011). Social
exclusion causes people to spend and consume strategically in the service of affiliation.
Journal of consumer research, 37(5), 902-919. 7
Kim, S., & Gal, D. (2014). From compensatory consumption to adaptive consumption:
The role of self-acceptance in resolving self-deficits. Journal of Consumer Research,
41(2), 526- 542. 8
Week 4 (49) 9
Pham, M. T., Hung, I. W., & Gorn, G. J. (2011). Relaxation increases monetary
valuations. Journal of Marketing Research, 48(5), 814-826. 9
Lasaleta, J. D., Sedikides, C., & Vohs, K. D. (2014). Nostalgia weakens the desire for
money. Journal of Consumer Research, 41(3), 713-729. 10
Labroo, A & Rucker, D. (2010). The Orientation-Matching Hypothesis: An
EmotionSpecificity Approach to Affect Regulation. Journal of Marketing Research,
47(5), 955-966. 11
Week 5 (50) 12
Yoon, S., & Kim, H. C. (2018). Feeling economically stuck: The effect of perceived
economic mobility and socioeconomic status on variety seeking. Journal of Consumer
Research, 44(5), 1141-1156. 12
Tully, S. M., Hershfield, H. E., & Meyvis, T. (2015). Seeking lasting enjoyment with
limited money: Financial constraints increase preference for material goods over
experiences. Journal of Consumer Research, 42(1), 59-75. 13
Week 6 (51) 14
, Griskevicius, V., Tybur, J., & Van den Berg, B. (2010). Going green to be seen: Status,
reputation, and conspicuous conservation. Journal of Personality and Social Psychology,
98(3), 392-404 14
Côté, S., House, J., & Willer, R. (2015). High economic inequality leads higher-income
individuals to be less generous. Proceedings of the National Academy of Sciences,
112(52), 15838-15843. 15
15
Ehrich, K. & Irwin, J. (2005). Willful Ignorance in the Request for Product Attribute
Information. Journal of Marketing Research, 42(3), 266-277. 16
Week 7 (2) 17
Van Boven, L., & Gilovich, T. (2003). To Do or to Have? That Is the Question. Journal of
Personality and Social Psychology, 85(6), 1193–1202. 17
Hudders, L., & Pandelaere, M. (2012). The silver lining of materialism: The impact of
luxury consumption on subjective well-being. Journal of Happiness Studies, 13(3),
411-437. 18
Rindfleisch, A., Burroughs, J. E., & Wong, N. (2009). The safety of objects: Materialism,
existential insecurity, and brand connection. Journal of Consumer Research, 36(1), 1-16.
19
1
,Format blanco
Title Author
Step Question Your response
1 What is the main research question
being addressed in the article?
2 How do the authors attempt to
address the question?
3 What are the key findings or
takeaways from the article?
4 If the article contains a theoretical
model (hypotheses or conceptual
framework), what is the underlying
logic or. assumption?
5 Is there anything in the article you
find unconvincing or weakly
presented?
6 How does the article contribute to
theory or practice? Or, what is new
in it?
2
,Week 1 (46)
Paper 1 (Klaas Murk)
Iyengar, S. & Lepper, M. (2000). When Choice is Demotivating: Can One Desire
Too Much of a Good Thing? Journal of Personality and Social Psychology, 79 (6),
995-1006.
Step Question Your response
1 What is the main research question Intuition isn’t always right. Too much
being addressed in the article? choice will lead to no motivation to buy
at all (choice paralysis)
2 How do the authors attempt to Field exp in supermarket. 24 vs 6 jam
address the question? flavors in tasting booths throughout the
week tested. Observed people who
approached and bought.
3 What are the key findings or Choice overload can leave you
takeaways from the article? dissatisfied with the choice you made
(buyers remorse). Or it can even lead to
behavioral choice paralysis, which is: ‘a
situation where people are forced with
so many options they can’t decide and
make no choice at all.’
4 If the article contains a theoretical No
model (hypotheses or conceptual
framework), what is the underlying
logic or. assumption?
5 Is there anything in the article you Reason people ended up buying the jars
find unconvincing or weakly might vary (income, preference etc.)
presented?
6 How does the article contribute to The fact that intuition isn’t always right
theory or practice? Or, what is new and that choice overload can lead to
in it? stress (through evaluating if you made
the best choice), sorrow (through ideas
that you could have missed an
opportunity for a better choice) and
regret (through the uncertainty).
3
, Week 2 (47)
Paper 1 (Pascal)
Ordabayeva, N., & Fernandes, D. (2018). Better or different? How political
ideology shapes preferences for differentiation in the social hierarchy.
Journal of Consumer Research, 45(2), 227-250.
Better or different? How political ideology shapes preferences for differentiation in the
social hierarchy Ordabayeva, N., & Fernandes, D. (2018)
Step Question Your response
1 What is the main Investigate the extent to which political ideology
research question influences consumer desire to differentiate vertically
being addressed in the or horizontally through consumption.
article?
2 How do the authors Study 1:
attempt to address First Participants completed a single-item political
the question? ideology scale
After completing the ideology scale, participants
were informed that 10 study participants would win
a coffee mug, and that they could choose between
two mug designs. Both mug designs featured the
university logo on one side, but they featured two
different engraved messages on the other side:
vertically-differentiating “Just Better” or
horizontally-differentiating “Just Different.”
Study 1B:
Participants were informed that they could win a
$100 gift card from one of two clothing brands, and
they chose, using a dichotomous scale, between
Ralph Lauren, which is positioned as promoting
vertical consumer differentiation, and Urban
Outfitters, which is positioned as promoting
horizontal differentiation in the marketplace.
Study 1C:
To manipulate ideology, we had participants perform
a recall task. In the conservative (vs. liberal)
condition, participants read the following
instructions: “Please 21 !remember a time when you
were talking to or interacting with someone who was
obviously more liberal (vs. conservative) than you,
and you felt that you had a more conservative (vs.
liberal) position. Please take some time to think
4
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