Nidhi Agrawal
University of Washington
Valence (psychology)AdvertisingInternal medicineEndocrinologyOncologyBusinessPsychologyEconomicsMarketingFraming (social sciences)SelfPolitical scienceCognitive psychologyPediatricsRegulatory focus theoryConsumer behaviourConstrual level theoryReferentPresentation (obstetrics)HappinessMEDLINETranssphenoidal surgerySadnessContext (language use)ShamePersuasionHealth informationHealth riskIn patientSelf-controlPublic relationsAnxietyMedicineCoping (psychology)Social psychology
Publications 75
#1Nidhi Agrawal (NYU: New York University)H-Index: 17
#2Durairaj Maheswaran (NYU: New York University)H-Index: 30
In this research, we examine the conditions under which outcomes bias judgments, and we provide insights on the processes underlying such bias effects. A series of three studies identified motivated reasoning as a major determinant of when outcomes would bias judgments. The processes underlying outcome bias effects also varied depending on the motivational goal. Accuracy goals minimized outcome bias based on objective elaboration. Defense goals enhanced outcome bias by promoting selective proces...
58 CitationsSource
#1Nidhi Agrawal (NYU: New York University)H-Index: 17
#2Durairaj Maheswaran (NYU: New York University)H-Index: 30
Past research examining the effect of self-construal on persuasion has shown that advertising appeals that are consistent with consumers' chronically accessible (chronic) self-construal as well as appeals that are consistent with the temporarily accessible (latent) self-construal are both persuasive. In two studies, we identify brand commitment as a moderating variable that determines the effectiveness of appeals consistent with the consumers' chronic or latent self-construal. Under high commitm...
187 CitationsSource
#1Durairaj Maheswaran (NYU: New York University)H-Index: 30
#2Nidhi Agrawal (NYU: New York University)H-Index: 17
Terror management theory provides a viable framework to examine the effects of mortality salience (MS) and related coping behaviors. We explore the utility of viewing MS effects from an information processing perspective and discuss the implications for understanding consumer behavior. We suggest that a better understanding of the motivational nature of MS and the underlying processes could provide additional insights on the persuasive impact of MS. We also anticipate effects of MS to differ acr...
57 CitationsSource