Michael Tsiros
University of Miami
Customer retentionValence (psychology)AdvertisingProduct (category theory)AttributionBusinessEconometricsPsychologyEconomicsMarketingChoice setCognitionMicroeconomicsCustomer satisfactionProcess managementPerceptionService recoveryNeglectAffect (psychology)Process (engineering)Product (business)RegretSocial psychology
52Publications
20H-index
3,868Citations
Publications 38
Newest
#1Daniel Villanova (UA: University of Arkansas)H-Index: 1
#1Daniel Villanova (UA: University of Arkansas)
Last. Cheryl HatfieldH-Index: 1
view all 10 authors...
Abstract The evolving retail landscape in the digital age has resulted in opportunities and novel capabilities for retailers. This paper identifies four key challenges facing retailers based on insights from practitioners and academics using the customer journey framework as a guide. It then considers evidence from both practice and theory on how contemporary retailers might best innovate in the face of these challenges, to get “the right message to the right shopper at the right time.” Historic...
2 CitationsSource
Both the total amount to be donated and the way it is communicated can influence consumer reactions to cause-related marketing (CM) campaigns. While companies often choose not to explicate any dona...
3 CitationsSource
#1Haipeng Chen (A&M: Texas A&M University)H-Index: 15
#1Michael Tsiros (UM: University of Miami)H-Index: 20
Last. Sorin M. Sorescu (A&M: Texas A&M University)H-Index: 23
view all 2 authors...
Purchase decisions occasionally involve ratio calculations (e.g., calories per serving). When faced with decisions that involve information presented in such formats, consumers often ignore the convexity inherent in these calculations and rely on the more intuitive arithmetic mean rather than the correct harmonic mean in averaging ratios. In three studies, we show that convexity neglect systematically affects consumers' judgment and leads to suboptimal choices. In addition, we provide evidence t...
1 CitationsSource
#1Michael Tsiros (UM: University of Miami)H-Index: 20
#2Haipeng Chen (UK: University of Kentucky)H-Index: 15
Purchase decisions occasionally involve ratio calculations (e.g., calories per serving). When faced with decisions that involve information presented in such formats, consumers often ignore the convexity inherent in these calculations and rely on the more intuitive arithmetic mean rather than the correct harmonic mean in averaging ratios. In three studies, we show that convexity neglect systematically affects consumers’ judgment and leads to suboptimal choices. In addition, we provide evidence t...
#1Tatiana M. Fajardo (FSU: Florida State University)H-Index: 3
#2Jiao Zhang (UO: University of Oregon)H-Index: 13
Last. Michael Tsiros (UM: University of Miami)H-Index: 20
view all 3 authors...
This research examines how situational factors influence the symbolic associations generated from visual design elements and their downstream consequences in terms of consumption intent. Specifically, this research focuses on a common and yet little studied brand design element: logo frames. The authors propose that a logo frame may be perceived as either protecting or confining, depending on the level of risk associated with a purchase. A high perception of risk increases the accessibility of a...
21 CitationsSource
#1Juliano Laran (UM: University of Miami)H-Index: 19
#2Michael Tsiros (UM: University of Miami)H-Index: 20
The authors provide a framework to predict when uncertainty will have a beneficial or detrimental impact on marketing promotions involving free gifts. While uncertainty (i.e., not knowing which free gift will be offered) decreases purchase likelihood when the decision is cognitive, it increases purchase likelihood when the decision is affective. Using field and laboratory studies, the authors demonstrate that when the decision involves affect, people like to be surprised and appreciate uncertain...
#1Tatiana M. FajardoH-Index: 3
#2Jiao ZhangH-Index: 13
Last. Michael TsirosH-Index: 20
view all 3 authors...
#1Haipeng Chen (A&M: Texas A&M University)H-Index: 15
#2Howard Marmorstein (UM: University of Miami)H-Index: 18
Last. Akshay R. Rao (UMN: University of Minnesota)H-Index: 23
view all 4 authors...
In a series of studies, we document an advantage in sales volume for a bonus pack relative to an economically equivalent price discount. We provide evidence that consumers’ preferences for quantity changes (including bonus packs and quantity decreases) are due to their tendency toward neglecting the base value of percentages.
Source
#1Haipeng ChenH-Index: 15
#2Howard MarmorsteinH-Index: 18
Last. Michael TsirosH-Index: 20
view all 3 authors...