Handbook of Social Psychology and Consumer Behavior

Edited by Eric R. Spangenberg, Professor of Marketing & Psychological Science, Paul Merage School of Business, University of California, Irvine and Katie Spangenberg, Assistant Professor of Marketing, Department of Marketing, Albers School of Business and Economics, Seattle University, USA

‘Social behavior and consumer behavior are intricately linked: Just as our social environment shapes our consumption, our consumption shapes our social world. A stellar list of contributors reviews the shared territory of social and consumer psychology and highlights key findings, advancing integrative theorizing in both fields.’

• ContentsIntroduction: The intersection of social psychology and consumer behavior xivEric R. Spangenberg and Katie SpangenbergPART I WHENCE CONSUMER PSYCHOLOGY?1 Psychology and consumer behavior and behavioral economics 2Dawn Iacobucci, Ayalla Ruvio and Eric R. Spangenberg2 Through the eyes of the consumer: Lay theories and attributions 14Guanzhong Du, Katherine White and Darren W. Dahl3 Effort motivation and behavioral influence 29Robert M. Schindler and Mathew S. Isaac4 Attitude strength and consumer behavior 40Joseph J. Siev and Richard E. Petty5 From advertisements to word of mouth: Understanding the ElaborationLikelihood Model in consumer-directed persuasion 53Jacob D. Teeny and Richard E. Petty6 The psychology of language and consumer behavior 68Ruth Pogacar, Alican Mecit, L. J. Shrum, Tina M. Lowrey and BradenR. SimpsonPART II CONSUMER PSYCHOLOGY AND TECHNOLOGY7 The psychology of automation 84Sophia Prix and Emanuel de Bellis8 Impression management in the digital age 100Francesca Valsesia and Jennifer K. D’Angelo9 Ask Siri or Sara? Understanding consumers’ preferences for interactingwith machines versus humans 115Kevin Jiang and Ann E. Schlosser10 From tasks to partnerships: A typology of consumer–bot experiences 130Christian Hildebrand and Anouk Bergner11 Social networks 146Dawn Iacobucci12 Consumer responses to artificial intelligence 157Badis Khalfallah, Tobias Schlager and Valentina ClerguePART III CONSUMER PSYCHOLOGY’S IMPACTS ON SOCIETY ANDCONTEXTUAL FACTORS13 Social stigma and consumer behavior 174Chethana Achar14 Public policy and consumer social psychology: A review of politicalpolarization and digital platforms 190David E. Sprott, T. J. Weber and Kelly D. Martin15 The influence of oppression, power, and privilege in consumer psychology 206Esther Uduehi, Arina Tveleneva and Mark R. Forehand16 Global citizen responsibilization and environmental sustainability in theglobal marketplace 221Robin A. Coulter and Yuliya Strizhakova17 Environmental psychology: Cuing consumers to save the environment 235Lama Lteif, Patrycja Sleboda and Lauren Block18 Bringing nature to consumption: How experiences of nature shapesustainable consumer behavior 250Sandor Czellar and Simona HaasovaPART IV IDENTITY AND INDIVIDUAL DIFFERENCES19 Self-identity and consumer behavior 269Scott Connors and Andrew W. Perkins20 Consumers’ gender identity, product gender, and brand gender 285Bianca Grohmann21 Consumption enjoyment: A temporal perspective 300HaeEun Helen Chun and Deborah J. MacInnis22 Temporal dilemmas and consumer behavior: The role of concern withfuture and immediate consequences 317Benjamin Phifer and Jeff Joireman23 The buffering effect of identity compartmentalization: Consumer responseto brand transgressions 333Megan A. Trillo, Sarah E. Gaither and Gavan J. Fitzsimons24 Materialism as self-identity maintenance 347L. J. Shrum, Elena Fumagalli and Tina M. LowreyPART V THINKING AHEAD AS CONSUMER PSYCHOLOGISTS25 Survey research, big data, and exploratory and confirmatory science 362Dawn Iacobucci, Deidre L. Popovich, Maria Petrescu and Anjala Krishen26 Social psychological theories underlying holidays and group celebrations 377Katie Spangenberg and Eric R. Spangenberg27 Consumer inference and the illusion of knowledge 389Frank R. Kardes, Steven S. Posavac and Donald R. Gaffney28 Consumer behaviorism 403Chris Janiszewski and Juliano Laran29 Transformative consumer research to support the United Nations’Sustainable Development Goals: Lessons from and for social andconsumer psychologists 426Nea North and Cornelia (Connie) Pechmann