my Research GOALS:
The primary goals of my research are twofold: to investigate how consumer decision making is affected by (a) subjective feelings of ownership and (b) the framing of numerical content. To these ends, I employ a variety of methods that include controlled surveys, laboratory experiments, archival queries, and field experiments.
My papers on subjective ownership ask:
· How can marketers leverage feelings of ownership in consumers to increase monetary donations?
· What asymmetries in perceived ownership shape the expectations borrowers and lenders bring to loan agreements?
· Which elements of the online shopping experience increase consumers’ feelings of ownership and influence sales?
My papers on numerical representation ask:
· What role do precise and imprecise numbers play in how consumers evaluate estimators and charitable appeals?
· How do near and distant time frames interact with loss-framed language in communicating descriptive norms?