@article{sahebi-fakhrabad_kemahlioglu-ziya_handfield_wood_patel_page_chang_2023, title={In-Hospital Code Status Updates: Trends Over Time and the Impact of COVID-19}, volume={12}, ISSN={["1938-2715"]}, DOI={10.1177/10499091231222188}, abstractNote={OBJECTIVE
The primary objective was to evaluate if the percentage of patients with missing or inaccurate code status documentation at a Trauma Level 1 hospital could be reduced through daily updates. The secondary objective was to examine if patient preferences for DNR changed during the COVID-19 pandemic.


METHODS
This retrospective study, spanning March 2019 to December 2022, compared the code status in ICU and ED patients drawn from two data sets. The first was based on historical electronic medical records (EHR), and the second involved daily updates of code status following patient admission.


RESULTS
Implementing daily updates upon admission was more effective in ICUs than in the ED in reducing missing code status documentation. Around 20% of patients without a specific code status chose DNR under the new system. During COVID-19, a decrease in ICU patients choosing DNR and an increase in full code (FC) choices were observed.


CONCLUSION
This study highlights the importance of regular updates and discussions regarding code status to enhance patient care and resource allocation in ICU and ED settings. The COVID-19 pandemic's influence on shifting patient preferences towards full code status underscores the need for adaptable documentation practices. Emphasizing patient education about DNR implications and benefits is key to supporting informed decisions that reflect individual health contexts and values. This approach will help balance the considerations for DNR and full code choices, especially during health care crises.}, journal={AMERICAN JOURNAL OF HOSPICE & PALLIATIVE MEDICINE}, author={Sahebi-Fakhrabad, Amirreza and Kemahlioglu-Ziya, Eda and Handfield, Robert and Wood, Stacy and Patel, Mehul D. and Page, Cristen P. and Chang, Lydia}, year={2023}, month={Dec} }
 @article{wood_2022, title={How Consumers Behave in a Crisis: International Lessons (and Innovations) from COVID-19}, volume={30}, ISSN={["1547-7215"]}, DOI={10.1177/1069031X221096746}, abstractNote={Among the myriad challenges created by the COVID-19 pandemic, many touched on how individuals chose to utilize their resources to protect their personal well-being and the downstream impact on society. Marketing researchers rose to the challenge, and much work in the 2020–2022 period has been devoted to improving well-being by using marketing theory to create better health messaging, develop effective interventions, understand mechanisms that shift purchasing patterns, motivate cooperation and compliance, and speak to the high-impact decisions that people and organizations are being forced to make each day. Here, the author introduces the Protection Knowledge Model to synthesize much of the research to date on COVID-19 response. This model highlights the individual–institution interaction in how people choose (and institutions promote) protective strategies and focuses on the dangers of misalignment in individuals’ and institutions’ knowledge of each other and of the situation.}, number={2}, journal={JOURNAL OF INTERNATIONAL MARKETING}, author={Wood, Stacy}, year={2022}, month={Jun}, pages={5–12} }
 @article{wood_schulman_2021, title={Beyond Politics — Promoting Covid-19 Vaccination in the United States}, volume={384}, url={http://dx.doi.org/10.1056/nejmms2033790}, DOI={10.1056/nejmms2033790}, abstractNote={The United States has invested more than $10 billion in Operation Warp Speed to fasttrack SARS-CoV-2 vaccines from conception to market in 1 year. The result is 11 candidates reaching the final stage of Food and Drug Administration testing — a phenomenal improvement over past development timelines. Indeed, two SARS-CoV-2 vaccines are already available to Americans. Given this level of investment, skill, and good fortune in developing a vaccine, it will be tragic if we fail to curtail the virus because Americans refuse to be vaccinated. Despite widespread suffering from Covid-19, credible surveys indicate that the proportion of the U.S. population willing to be vaccinated has fluctuated from 72% in May to 51% in September and 60% in November; of the 39% of respondents who indicated that they probably or definitely would not get the vaccine, only 46% said they might be open to vaccination once others start getting it and more information becomes available.1 These findings underscore the tremendous undertaking facing vaccine communication teams, who must persuade many of these people to be vaccinated if we’re to achieve the vaccination rate — as high as 80%2 — needed to return to normalcy. Even then, 100% of people who said they would “definitely or probably” get vaccinated must follow through, and 100% of people who said they didn’t plan to but could change their mind must be persuaded and motivated to act. Vaccine promoters will have to be creative in marshaling their resources and broad-minded in considering tools for addressing this enormous challenge.3 The slow adoption of even the most beneficial new product is unsurprising to researchers who study the diffusion of innovation.4,5 From electrifying homes to developing personal computers, history has shown that “if you build it, they will come” makes a terrible marketing plan. As with many disruptive trends and the innovations they spawn, Americans’ attitudes toward Covid-19 and related health behaviors have been shaped by a complex combination of information, relative benefits, and social identity.6,7 Consider that although the use of face masks was promoted on the basis of strong relative benefits (high efficacy of slowing viral spread and low cost), what predominated in many peoples’ decisions about masking was its symbolic relationship to political identity.8 So how should we promote vaccination? The data surrounding vaccination are still evolving, and different vaccines may come to market. The likely mixed messages about these products’ safety and efficacy (even if they reflect small relative differences arising from clinical trial design) may exacerbate the challenge of vaccine adoption. Add to this the interaction of attitudes toward the virus and vaccines, and it’s clear that we will need myriad communication strategies to ensure widespread vaccine uptake. Any successful marketing strategy will be multifaceted.9,10 Consumer research and behavioral economics suggest 12 key strategies for an effective vaccine-promotion effort (Table 1). Not all strategies are equally actionable for all health agents, who range from leaders of federal agencies to leaders of local clinics; different actions are best suited for different players (Table 2). But by combining relevant strategies for various persuasive tasks, we can develop a comprehensive plan, incorporating multiple actions and tactics to promote vaccine adoption. The tactics used can be prioritized according to each population’s degree of vaccine hesitancy (Fig. 1). We believe that}, number={7}, journal={New England Journal of Medicine}, publisher={Massachusetts Medical Society}, author={Wood, Stacy and Schulman, Kevin}, editor={Malina, DebraEditor}, year={2021}, month={Feb}, pages={e23} }
 @article{wood_pate_schulman_2021, title={Novel strategies to support global promotion of COVID-19 vaccination}, volume={6}, ISSN={["2059-7908"]}, url={https://doi.org/10.1136/bmjgh-2021-006066}, DOI={10.1136/bmjgh-2021-006066}, abstractNote={In 2021, many countries have begun distribution of COVID-19 vaccines but are hampered by significant levels of vaccine hesitancy or apathy. Experts recommend that standard health communication campaigns be expanded to include a more holistic approach of behaviourally oriented strategies. We constructed a large-scale Delphi panel of marketing and behavioural science university faculty to assess 12 previously reported US vaccination promotion strategies, asking respondents to assess applicability of the strategy in their country, how efficacy might compare to the USA and recommendations for local adaptations necessary to successful implementation. Separately, we sought to determine whether strategies based on cognitive mechanisms (eg, ‘nudges’) are more readily generalisable than strategies based on social identity. Ninety-two marketing and behavioural science faculty from universities worldwide participated. Globally, all 12 behavioural strategies were validated; a majority of respondents reported that they would or could work well in their country. While all strategies were strongly validated at a global level, specific need for regional adaptation was identified. Also, open-ended responses suggested the addition of three emergent strategies to a global effort. Finally, we see that strategies based on some types of cognitive mechanisms are more readily generalisable across regions than mechanisms based on social identity, however, this is not always true of ‘nudge’ strategies. All 12 strategies are robust to global use and consensus exists on adaptation for optimal efficacy in different regions; specific strategy recommendations are posited. Use of these strategies can accelerate individual country efforts to achieve desired vaccination rates to protect global public health.}, number={10}, journal={BMJ GLOBAL HEALTH}, publisher={BMJ}, author={Wood, Stacy and Pate, Muhammad Ali and Schulman, Kevin}, year={2021}, month={Oct} }
 @article{wood_schulman_2021, title={When Vaccine Apathy, Not Hesitancy, Drives Vaccine Disinterest}, volume={6}, ISSN={["1538-3598"]}, DOI={10.1001/jama.2021.7707}, abstractNote={Even before COVID-19 vaccines were available, different interest levels in vaccination across the US were noted.1 Populations with less interest in vaccination were quickly considered vaccine hesitant, and public health campaigns have primarily, and understandably, focused on reaching persons anxious about vaccine safety, vaccine-related adverse effects, or both. But while vaccine anxiety is an important hurdle to overcome, the assumption that all segments of the population with low interest in vaccination are hesitant is a misconception. The COVID-19 vaccine is arguably the most important new product of 2021, but until recently, vaccine promotion efforts have not addressed the full implications of marketing a single product to a large, heterogeneous population.2 From a marketing perspective, disinterest in vaccination from some segments of the population is unsurprising and reflects typical innovation-adoption patterns in which half of the market is usually slow to make a choice. This appears to be a description of the sizeable segment of the population that has not participated in public vaccination campaigns. News reports now recognize the challenges of vaccinating an entire population, but the sophistication of the current collective vaccine-promotion strategies have evolved more slowly and focus on alleviating vaccine}, journal={JAMA-JOURNAL OF THE AMERICAN MEDICAL ASSOCIATION}, author={Wood, Stacy and Schulman, Kevin}, year={2021}, month={Jun} }
 @article{wood_schulman_2019, title={The Doctor-of-the-Future Is In: Patient Responses to Disruptive Health-Care Innovations}, volume={4}, ISSN={2378-1815 2378-1823}, url={http://dx.doi.org/10.1086/704106}, DOI={10.1086/704106}, abstractNote={Big innovations in health care (combined with financial and policy shifts) will create a health-care landscape that changes dramatically in a relatively short period. Of critical, but often overlooked, importance is the response (and acceptance or rejection) of patients to new models of care. This article, first, outlines some of the primary innovations ahead and reviews what consumer theory already can tell us about likely patient responses and, second, serves as a call to action for consumer research that is still needed to understand and facilitate change. We hope this article prompts a new dialogue between medicine and marketing and, ideally, a subsequent push for interdisciplinary research between consumer behavior scholars and a broad array of health-care scholars, including clinicians, population health researchers, medical decision-making scholars, and health-care technologists.}, number={3}, journal={Journal of the Association for Consumer Research}, publisher={University of Chicago Press}, author={Wood, Stacy and Schulman, Kevin}, year={2019}, month={Jul}, pages={231–243} }
 @article{robinson_wood_2018, title={A "good" new brand - What happens when new brands try to stand out through corporate social responsibility}, volume={92}, ISSN={["1873-7978"]}, DOI={10.1016/j.jbusres.2018.07.031}, abstractNote={Corporate social responsibility (CSR) is increasingly used as a key part of a firm's branding strategy, especially for new brands hoping to stand out in mature markets. Unfortunately, data here demonstrate that new product trial is lower when new brands tout CSR activity than when they do not. To understand this surprising phenomenon, we find CSR has a negative effect on new brands' perceived product performance. Happily, we find a fix for new brands; negative effects for new brands can be reversed if the company explicitly signals a priority for both the product and its CSR endeavors. Importantly, we do not see a similar negative impact of CSR on established brands.}, journal={JOURNAL OF BUSINESS RESEARCH}, author={Robinson, Stefanie and Wood, Stacy}, year={2018}, month={Nov}, pages={231–241} }
 @article{wood_2018, title={A Case for Marketing in Medicine: Using Consumer Theory to Understand Patient Choice and Improve Patient Care}, volume={3}, number={1}, journal={Health Management Policy and Innovation}, author={Wood, Stacy}, year={2018} }
 @inbook{wood_2018, place={Oxford,UK}, title={Motivating Change & Innovation: Getting people to try new things requires new tactics}, booktitle={Mapping Out Marketing: Navigation Lessons from the Ivory Trenches}, publisher={Routledge}, author={Wood, Stacy}, editor={Hill, Ronald and Lamberton, Cait and Schwartz, JenniferEditors}, year={2018}, pages={141–143} }
 @article{wood_robinson_poor_2018, title={The Efficacy of Green Package Cues For Mainstream versus Niche Brands How Mainstream Green Brands Can Suffer at the Shelf}, volume={58}, ISSN={["1740-1909"]}, DOI={10.2501/jar-2018-025}, abstractNote={ABSTRACT Mainstream brands are increasingly introducing environmentally-friendly lines to compete with successful niche “green” brands, but are there unique challenges for mainstream brands that go green? The authors posit that mainstream brands' green offerings can suffer when the environmental-friendliness of the product is promoted through visual cues at the point of purchase. Data from a large-scale study of real consumers demonstrate that the evaluation of the efficacy of the mainstream brand and its choice share decrease, in comparison with niche green brands. The authors identify the cause as zero-sum thinking about product's morality/efficacy trade-off and offer solutions to negate this effect.}, number={2}, journal={JOURNAL OF ADVERTISING RESEARCH}, author={Wood, Stacy and Robinson, Stefanie and Poor, Morgan}, year={2018}, month={Jun}, pages={165–176} }
 @article{wood_2016, title={The Psychology of Innovation}, url={http://jcr.oxfordjournals.org/content/psychology-innovation-summer-2016}, journal={Journal of Consumer Research}, author={Wood, Stacy}, year={2016} }
 @article{wood_hoeffler_2013, title={Looking Innovative: Exploring the Role of Impression Management in High-Tech Product Adoption and Use}, volume={30}, ISSN={["1540-5885"]}, DOI={10.1111/jpim.12134}, abstractNote={Although consumer adoption of high‐tech innovations is certainly influenced by the product's functional benefits, can the use of a new product confer social benefits as well? Specifically, can the mere use of an innovative product convey the impression that the user is an innovative person? Impression management (IM) is a well‐established phenomenon in social psychology that refers to the human tendency to monitor, consciously or unconsciously, the efficacy of his or her communication of self to others. This research explores the role that IM motivations, or “looking innovative,” play in consumers' use of new high‐tech products, especially in the workplace—an environment in which innovativeness is clearly valued by employers and, thus, individuals have strong motivations to convey innovativeness as a personal characteristic. Data from both ethnographic and experimental methods demonstrate that (1) the use of new high‐tech products can be a surprisingly effective social signal of one's “tech savvy” and personal innovativeness; (2) this impression even significantly increases positive evaluations of secondary traits such as leadership and professional success; and (3) this effect differs by gender. Intriguingly, stronger benefits accrue for women than for men—a finding that runs counter to the backlash effect typically found in IM research in business settings (i.e., female job evaluations typically suffer after engaging in the same self‐promoting IM strategies that benefit their male counterparts). Further, the data show that, even for professional recruiters, a momentary observation of a job candidate using a new high‐tech product versus a low‐tech equivalent significantly increases the candidate's evaluation and likelihood of being hired.}, number={6}, journal={JOURNAL OF PRODUCT INNOVATION MANAGEMENT}, author={Wood, Stacy and Hoeffler, Steve}, year={2013}, month={Nov}, pages={1254–1270} }
 @inbook{wood_2013, place={New York}, title={The Value of Customer Recommendations}, ISBN={9780814743508 9780814743515 9780814743904}, booktitle={Spreadable Media: Creating Value and Meaning in a Networked Community}, publisher={New York University Press}, author={Wood, Stacy}, editor={Jenkins, Henry and Ford, Sam and Green, JoshuaEditors}, year={2013} }
 @article{wood_2012, title={Prone to Progress: Using Personality to Identify Supporters of Innovative Social Entrepreneurship}, volume={31}, ISSN={["0743-9156"]}, DOI={10.1509/jppm.11.060}, abstractNote={ One of the main challenges in social entrepreneurship is capturing stakeholder support—from consumers, to legislators, to volunteers, to many others. Identifying likely supporters is the first step to sustainable success, but a difficult one. This research examines whether personality influences a person's tendency to support innovative social entrepreneurial (SE) ventures. Here, the possible influence of the “Big Five” personality traits (i.e., openness, conscientiousness, extroversion, agreeableness, and neuroticism [OCEAN]) is examined; however, in line with prior research, attention is focused on both openness(an OCEAN trait) and empathy(a non-OCEAN trait). Two types of SE ventures are considered: social innovations and technological innovations. Data from a survey evaluating six SE ventures (three social and three technological) reveal that participants’ personality influences support; however, observed influence differs by type of venture—openness underlies support of technological innovations, and empathy underlies support of social innovations. Further process analysis demonstrates that this influence is not direct but rather is mediated by people's perceptions of how much change the venture will make. These results offer social entrepreneurs insights into who might be prone to support SE ventures and, more important, why. }, number={1}, journal={JOURNAL OF PUBLIC POLICY & MARKETING}, author={Wood, Stacy}, year={2012}, pages={129–141} }
 @article{craig_loureiro_wood_vendemia_2012, title={Suspicious Minds: Exploring Neural Processes During Exposure to Deceptive Advertising}, volume={49}, ISSN={["1547-7193"]}, DOI={10.1509/jmr.09.0007}, abstractNote={ When viewing advertisements, consumers must decide what to believe and what is meant to deceive. Accordingly, much behavioral research has explored strategies and outcomes of how consumers process persuasive messages that vary in perceived sincerity. New neuroimaging methods enable researchers to augment this knowledge by exploring the cognitive mechanisms underlying such processing. The current study collects neuroimaging data while participants are exposed to advertisements with differing levels of perceived message deceptiveness (believable, moderately deceptive, and highly deceptive). The functional magnetic resonance imaging data, combined with an additional behavioral study, offer evidence of two noteworthy results. First, confirming multistage frameworks of persuasion, the authors observe two distinct stages of brain activity: (1) precuneus activation at earlier stages and (2) superior temporal sulcus and temporal-parietal junction activation at later stages. Second, the authors observe disproportionately greater brain activity associated with claims that are moderately deceptive than those that are either believable or highly deceptive. These results provoke new thinking about what types of claims garner consumer attention and which consumers may be particularly vulnerable to deceptive advertising. }, number={3}, journal={JOURNAL OF MARKETING RESEARCH}, author={Craig, Adam W. and Loureiro, Yuliya Komarova and Wood, Stacy and Vendemia, Jennifer M. C.}, year={2012}, month={Jun}, pages={361–372} }
 @book{wood_2011, place={Raleigh, NC}, series={Faculty Fellows Papers on Generation Z}, title={Generation Z as Consumers: Trends and Innovation}, url={https://iei.ncsu.edu/wp-content/uploads/2013/01/GenZConsumers.pdf}, institution={Institute for Emerging Issues}, author={Wood, Stacy}, year={2011}, collection={Faculty Fellows Papers on Generation Z} }
 @article{wood_mcinnes_norton_2011, title={The Bad Thing about Good Games: The Relationship between Close Sporting Events and Game-Day Traffic Fatalities}, volume={38}, ISSN={0093-5301 1537-5277}, url={http://dx.doi.org/10.1086/660164}, DOI={10.1086/660164}, abstractNote={For sports fans, great games are the close ones--those between evenly matched opponents, where the game remains undecided until the very end. However, the dark side to sporting events is the incidence of traffic fatalities due to game-related drinking. Here, we ask whether the closeness of the game affects the number of fatalities that occur. Two opposing predictions can be made. Games that are not close ("blowouts") may be less engaging, thus increasing drinking. Alternatively, close games may be more dangerous, increasing competition-associated testosterone that spills over into aggressive driving. An analysis of major sporting events (2001-8) shows that closer games are significantly correlated with more fatalities. Importantly, increased fatalities are observed only in locations with winning fans (game site and/or winners' hometown), congruent with a testosterone-based account. Ultimately, this finding has material consequences for public welfare on game days and suggests that one silver lining for losing fans may be a safer drive home.}, number={4}, journal={Journal of Consumer Research}, publisher={Oxford University Press (OUP)}, author={Wood, Stacy and McInnes, Melayne Morgan and Norton, David A.}, year={2011}, month={Dec}, pages={611–621} }
 @inbook{wood_shinogle_mcinnes_2010, place={New York}, title={New Choices, New Information: Do Choice Abundance and Information Complexity Hurt Aging Consumers' Medical Decision Making?}, ISBN={9780203852941 9781136980183 9781136980138 9781136980176 9781848728103 9781848728110}, booktitle={The Aging Consumer: Perspectives from Psychology and Economics}, publisher={Routledge}, author={Wood, Stacy L. and Shinogle, Judith A. and McInnes, Melayne M.}, editor={Drolet, Aimee and Schwarz, Norbert and Yoon, CarolynEditors}, year={2010}, pages={131–147} }
 @article{poynor_wood_2010, title={Smart Subcategories: How Assortment Formats Influence Consumer Learning and Satisfaction}, volume={37}, ISSN={0093-5301 1537-5277}, url={http://dx.doi.org/10.1086/649906}, DOI={10.1086/649906}, abstractNote={We show that formats used by retailers to organize assortments into subcategories can enhance or encumber consumers' learning and satisfaction. For more knowledgeable consumers, unexpected subcategory formats provide a newness cue, thereby increasing effort, learning, and satisfaction. That is, unexpected subcategory formats help more knowledgeable consumers overcome complacency and benefit more from their shopping experience. Conversely, unexpected subcategory formats lead to decreases in learning and satisfaction among lower prior knowledge consumers. Interestingly, we also find that consumers are relatively well calibrated with regard to the effects of more and less expected subcategory formats, anticipating that less expected formats may help more knowledgeable consumers. Taken together, these findings suggest that subcategory formats can be tailored to consumers' prior knowledge levels in ways that yield both expected and actual benefits. (c) 2009 by JOURNAL OF CONSUMER RESEARCH, Inc..}, number={1}, journal={Journal of Consumer Research}, publisher={Oxford University Press (OUP)}, author={Poynor, Cait and Wood, Stacy}, year={2010}, month={Jun}, pages={159–175} }
 @article{wood_2010, title={The Comfort Food Fallacy: Avoiding Old Favorites in Times of Change}, volume={36}, ISSN={0093-5301 1537-5277}, url={http://dx.doi.org/10.1086/644749}, DOI={10.1086/644749}, abstractNote={Consumers hold a common intuition about their preferences for familiar things (e.g., "comfort food") in times of upheaval. This lay theory holds that familiar goods are attractive as a respite from dynamic environments and reflects a naive prediction that familiar favorites ameliorate the cognitive or emotional load associated with change. Conversely, the research in this article finds that consumers are more rather than less likely to choose novel options during times of upheaval and suggests that this paradox may occur because of the discrepancy between consumers' strategic lay theories and more automatic mind-set influences. Five studies demonstrate (1) that the comfort food fallacy effect occurs for both food and nonfood choices (despite consumer predictions to the contrary), (2) that increasing consumers' perception of life change decreases choice of familiar favorites, and (3) that the effect disappears with high involvement. Understanding this paradox of comfort consumption may help both consumers and marketers promote positive change and innovation adoption. (c) 2009 by JOURNAL OF CONSUMER RESEARCH, Inc..}, number={6}, journal={Journal of Consumer Research}, publisher={Oxford University Press (OUP)}, author={Wood, Stacy}, year={2010}, month={Apr}, pages={950–963} }
 @article{shimp_wood_smarandescu_2007, place={Cambridge, MA}, title={Consumer Testimonials as Self-generated Advertisements: Evaluative Reconstruction Following Product Usage}, volume={5}, number={2}, journal={MSI Working Paper Series}, publisher={Marketing Science Institute}, author={Shimp, Terence A. and Wood, Stacy L. and Smarandescu, Laura}, year={2007}, pages={93–113} }
 @article{weathers_sharma_wood_2007, title={Effects of online communication practices on consumer perceptions of performance uncertainty for search and experience goods}, volume={83}, ISSN={0022-4359}, url={http://dx.doi.org/10.1016/j.jretai.2007.03.009}, DOI={10.1016/j.jretai.2007.03.009}, abstractNote={The “intangible” nature of e-commerce may cause shoppers to be uncertain about whether products ordered online will fit their needs or perform up to expectations. Such uncertainty is a dimension of consumer risk, or feelings that result because the actual outcome of a purchase decision can only be known in the future. However, the ability of e-retailers to offer a plethora of product-related information can ameliorate this uncertainty. This research assesses the influence of three online retailer communication practices—evoking vividness through pictures, allowing consumers to control information presentation, and presenting information from third-party sources. We demonstrate that these practices materially affect consumer perceptions of product performance uncertainty. Importantly, we also find that the influence of the practices differs by the search or experience orientation of the product, sometimes in counterintuitive ways. These results can serve to help enhance the effectiveness of e-retailers’ communications and, in the case of multichannel retailers, help determine which products are best suited for different channels.}, number={4}, journal={Journal of Retailing}, publisher={Elsevier BV}, author={Weathers, Danny and Sharma, Subhash and Wood, Stacy L.}, year={2007}, month={Dec}, pages={393–401} }
 @article{wood_bettman_2007, title={Predicting Happiness: How Normative Feeling Rules Influence (and Even Reverse) Durability Bias}, volume={17}, ISSN={1057-7408}, url={http://dx.doi.org/10.1016/s1057-7408(07)70028-1}, DOI={10.1016/s1057-7408(07)70028-1}, abstractNote={Consumers’ purchase decisions are often influenced by a simple assessment of how long they expect an anticipated purchase (e.g., buying a sports car or a new outfit) will make them happy. Unfortunately, affective forecasts are prone to durability bias (i.e., the overes‐timation of the duration of felt emotions in response to a future event). Here, this article suggests that normative beliefs, or “feeling rules,” often underlie emotion forecasts. This account suggests that affective forecasts can be influenced by external normative communications and that conditions exist where affect duration may be underestimated rather than overestimated—thus demonstrating a reversal of durability bias. Such reversals occur when existing norms advocate attenuated emotional responses (e.g., one should not be overly impacted by minor setbacks or small imperfections). This article discusses how marketers can influence consumers’ happiness forecasts by modifying salient norms for consumer groups or product categories.}, number={3}, journal={Journal of Consumer Psychology}, publisher={Wiley}, author={Wood, Stacy L. and Bettman, James R.}, year={2007}, month={Jul}, pages={188–201} }
 @article{shimp_wood_smarandescu_2007, title={Self-Generated Advertisements: Testimonials and the Perils of Consumer Exaggeration}, volume={47}, ISSN={0021-8499}, url={http://dx.doi.org/10.2501/s002184990707047x}, DOI={10.2501/s002184990707047x}, abstractNote={ABSTRACT Various forms of traditional promotions (e.g., free-standing inserts) as well as newer versions of viral marketing campaigns ask consumers to write personal testimonials about their brand-related experiences. In the present research we pose this question: does the act of testimonial writing simply record the consumer's extant attitude toward the brand or does this act serve as a form of self-generated advertising with the power to positively impact that attitude? Results from three studies reveal that testimonials do in fact positively bias consumers' evaluative judgments. However, testimonial promotions can be a double-edged sword: the positive effects induced by testimonial writing may be counteracted if testifiers feel obligated—due to the probabilistic prizes that motivate them to write testimonials—to exaggerate their testimonial statements. This research explores testimonial writing as a path to enhance brand evaluations and focuses on whether consumers' natural tendencies to exaggerate their testimonials might mitigate these evaluations. We find that, indeed, brand evaluations suffer when consumers exaggerate their testimonial statements.}, number={4}, journal={Journal of Advertising Research}, publisher={WARC Limited}, author={Shimp, Terence A. and Wood, Stacy L. and Smarandescu, Laura}, year={2007}, month={Dec}, pages={453–461} }
 @article{wood_moreau_2006, title={From Fear to Loathing? How Emotion Influences the Evaluation and Early Use of Innovations}, volume={70}, ISSN={0022-2429 1547-7185}, url={http://dx.doi.org/10.1509/jmkg.70.3.044}, DOI={10.1509/jmkg.70.3.044}, abstractNote={ Innovation adoption is rarely a short process for consumers; accordingly, recent research has explored adoption as a dynamic process that is characterized by changing patterns, or diffusion, of consumer use of the innovation. This research suggests that adoption is rarely a neutral process and that consumers can experience strong emotions in the initial use of innovations. However, given such emotions, two opposing arguments can be made as to whether the inclusion of emotional responses increases the predictive power of traditional models of diffusion. On the one hand, experienced emotion may simply be a function of gained benefits and, as such, may already be captured in extant models through cognitive assessments of net benefits. On the other hand, and as data from two empirical and longitudinal studies demonstrate, the learning process is potentially emotion generating (independent of net benefits), and this emotion colors product evaluations. The emotional influence is sizable and, importantly, not a straightforward case of “easier is better.” In this work, the authors present the E3 (expectation → emotion → evaluation) model, which describes how managers can better predict and influence the successful diffusion of complex technological products. }, number={3}, journal={Journal of Marketing}, publisher={SAGE Publications}, author={Wood, Stacy L. and Moreau, C. Page}, year={2006}, month={Jul}, pages={44–57} }
 @article{rose_wood_2005, title={Paradox and the Consumption of Authenticity through Reality Television}, volume={32}, ISSN={0093-5301 1537-5277}, url={http://dx.doi.org/10.1086/432238}, DOI={10.1086/432238}, abstractNote={We position reality television within the broader category of consumer practices of authenticity seeking in a postmodern cultural context. The study draws on relevant perspectives from consumer research, literary criticism, sociology, and anthropology to argue that viewers of reality television encounter three elements of paradox in the process of constructing authenticity. The negotiation of each paradox exceeds the process of coping with or resolving their inherent contradictions to encompass the creation of new values. We argue that consumers blend fantastic elements of programming with indexical elements connected to their lived experiences to create a form of self-referential hyperauthenticity. (c) 2005 by JOURNAL OF CONSUMER RESEARCH, Inc..}, number={2}, journal={Journal of Consumer Research}, publisher={Oxford University Press (OUP)}, author={Rose, Randall L. and Wood, Stacy L.}, year={2005}, month={Sep}, pages={284–296} }
 @article{cotte_wood_2004, title={Families and Innovative Consumer Behavior: A Triadic Analysis of Sibling and Parental Influence}, volume={31}, ISSN={0093-5301 1537-5277}, url={http://dx.doi.org/10.1086/383425}, DOI={10.1086/383425}, abstractNote={Although family socialization is a rich field in consumer behavior, to date no research has been done to disaggregate family influences on behavior into separate parent and sibling components. Here we use triadic analysis (parent and two siblings) to explore the influence of family on consumer innovativeness. We develop hypotheses that postulate parental influence, and, based on conflicting views of sibling similarity in the recent behavioral genetics and developmental psychology literature, set competing hypotheses about sibling influence on innovativeness and innovative behavior. Using a model tested with triads from 137 families, we find that both parents and siblings influence innovativeness, but that parental influence is stronger than sibling influence. We discuss the implications of our work for the study of family influence in consumer behavior.}, number={1}, journal={Journal of Consumer Research}, publisher={Oxford University Press (OUP)}, author={Cotte, June and Wood, Stacy L.}, year={2004}, month={Jun}, pages={78–86} }
 @inbook{wooten_wood_2004, place={NJ}, title={In the Spotlight: The Drama of Gift Reception}, booktitle={Contemporary Consumption Rituals: A Research Anthology}, publisher={Lawrence Erlbaum Associates}, author={Wooten, David and Wood, Stacy L.}, editor={Otnes, Cele C. and Lowrey, TinaEditors}, year={2004}, pages={213–236} }
 @article{wood_2002, title={Future fantasies: a social change perspective of retailing in the 21st century}, volume={78}, ISSN={0022-4359}, url={http://dx.doi.org/10.1016/s0022-4359(01)00069-0}, DOI={10.1016/s0022-4359(01)00069-0}, abstractNote={Experts expect great retailing changes in the next ten years. What do consumers expect? With increasing innovation in retail technology and the large-scale implementation of e-commerce formats, shifts in consumer behavior can be categorized as social change. Sociologists have long studied the interaction of social change and technology, focusing on society members’ characteristics to help predict the future. One characteristic of enduring influence is age. In this research note, we consider consumer expectations regarding the evolution of retailing, with an emphasis on expectations of social change and the variance of such expectations by age cohort.}, number={1}, journal={Journal of Retailing}, publisher={Elsevier BV}, author={Wood, Stacy L}, year={2002}, month={Mar}, pages={77–83} }
 @article{wood_lynch_2002, title={Prior Knowledge and Complacency in New Product Learning}, volume={29}, ISSN={0093-5301 1537-5277}, url={http://dx.doi.org/10.1086/344425}, DOI={10.1086/344425}, abstractNote={Our research examines the role of prior knowledge in learning new product information. Three studies demonstrate that, compared to consumers with lower prior knowledge, those with higher prior knowledge learn less about a new product. Further, higher knowledge consumers are able to learn more but learn less due to motivational deficits; inferior learning of new product information by those with higher prior knowledge is caused by inattention at encoding rather than reconstructive errors at retrieval. These results hold both when prior knowledge is manipulated experimentally (studies 1 and 2) and when it is an individual difference factor (study 3).}, number={3}, journal={Journal of Consumer Research}, publisher={Oxford University Press (OUP)}, author={Wood, Stacy L. and Lynch, John G., Jr.}, year={2002}, month={Dec}, pages={416–426} }
 @article{wood_swait_2002, title={Psychological Indicators of Innovation Adoption: Cross-Classification Based on Need for Cognition and Need for Change}, volume={12}, ISSN={1057-7408}, url={http://dx.doi.org/10.1207/s15327663jcp1201_01}, DOI={10.1207/s15327663jcp1201_01}, abstractNote={Predicting how and when consumers will switch from a current familiar brand to a new option is a matter of concern for every level of new product introduction—from brand extensions to “really new” discontinuous innovations. In this article, we build on the innovativeness literature by investigating the degree to which 2 consumer characteristics, the need for cognition (Ncog) and the need for change (Nchange), help explain individuals’ propensity to choose new innovations versus status quo options. We demonstrate that by separating Ncog and Nchange and cross‐classifying individuals based on these attributes, 4 unique patterns of change behavior emerge. A large‐scale choice study was conducted by surveying metropolitan residents about changes in telecommunication services (local, long distance, and cellular). We use a latent class model to uncover the segmentation structure in the choice data, using the constructs as concommitant variables in the segment classification portion of the econometric model. The results show that the predicted theoretical structure explains observed data and can be used to significantly increase the predictive power of models of change behavior.}, number={1}, journal={Journal of Consumer Psychology}, publisher={Wiley}, author={Wood, Stacy L. and Swait, Joffre}, year={2002}, month={Jan}, pages={1–13} }
 @article{wood_2001, title={Remote Purchase Environments: The Influence of Return Policy Leniency on Two-Stage Decision Processes}, volume={38}, ISSN={0022-2437 1547-7193}, url={http://dx.doi.org/10.1509/jmkr.38.2.157.18847}, DOI={10.1509/jmkr.38.2.157.18847}, abstractNote={ The growth of catalog sales and the enormous potential of e-commerce elevates the importance of understanding remote purchase. Remote purchase environments differ from traditional bricks-and-mortar purchases in that the purchase decision is more likely to be framed as two separate decisions: consumers' decisions to order and, upon receipt, their decisions to keep or return the item. These two decisions are separated by a period of time, and crucial experiential information often is available only at the second decision point (i.e., after receipt). Consumers' initial lack of experiential information makes product choice more risky. Return policy leniency is one way to minimize the inherent consumer risk, but retailers may avoid instituting overtly lenient policies because they expect increased return rates. However, the endowment effect suggests some surprising benefits of return policy leniency to the retailer. Results from three experiments provide support for the idea that product ownership depends more on perception than possession. }, number={2}, journal={Journal of Marketing Research}, publisher={SAGE Publications}, author={Wood, Stacy L.}, year={2001}, month={May}, pages={157–169} }
 @article{alba_lynch_weitz_janiszewski_lutz_sawyer_wood_1997, title={Interactive Home Shopping: Consumer, Retailer, and Manufacturer Incentives to Participate in Electronic Marketplaces}, volume={61}, ISSN={0022-2429 1547-7185}, url={http://dx.doi.org/10.1177/002224299706100303}, DOI={10.1177/002224299706100303}, abstractNote={ The authors examine the implications of electronic shopping for consumers, retailers, and manufacturers. They assume that near-term technological developments will offer consumers unparalleled opportunities to locate and compare product offerings. They examine these advantages as a function of typical consumer goals and the types of products and services being sought and offer conclusions regarding consumer incentives and disincentives to purchase through interactive home shopping vis-à-vis traditional retail formats. The authors discuss implications for industry structure as they pertain to competition among retailers, competition among manufacturers, and retailer-manufacturer relationships. }, number={3}, journal={Journal of Marketing}, publisher={SAGE Publications}, author={Alba, Joseph and Lynch, John and Weitz, Barton and Janiszewski, Chris and Lutz, Richard and Sawyer, Alan and Wood, Stacy}, year={1997}, month={Jul}, pages={38–53} }