Shailendra Pratap Jain
University of Washington
MalleabilityAdvertisingComparative advertisingFrame (networking)Product (category theory)Consumption (economics)BusinessPsychologyActuarial scienceEconomicsMarketingCognitionMicroeconomicsCognitive psychologyRegulatory focus theoryPerspective (graphical)PerceptionValue (mathematics)Context (language use)PreferencePersuasionMessage frameSelf construalMessage framingCuriosityAffect (psychology)Social psychologyInformation processingCategorization
55Publications
14H-index
730Citations
Publications 51
Newest
#1Patrick van Esch (AUT: Auckland University of Technology)H-Index: 11
#1van Esch (AUT: Auckland University of Technology)
view all 3 authors...
We investigate the interactive effect of donors’ self-construal and frame of a persuasive message (emphasizing statistical or identifiable victims affected by COVID-19) on donation intent. Three st...
Source
Source
#1Xingbo LiH-Index: 2
#2Shalini Sarin JainH-Index: 2
Last. Shailendra Pratap JainH-Index: 14
view all 4 authors...
Two studies tested the hypothesis that power affects an individual’s likelihood to be influenced by positively vs. negatively framed comparative messages. Experiment 1 showed that individuals with a higher personal sense of power are more persuaded by positively framed messages than negatively framed messages. Experiment 2 showed that this effect is partly attributable to higher power individuals being more suspicious of the negatively framed communicator’s motivation. Message frame did not have...
Source
AbstractMaladaptive consumption represents potentially uncontrollable and self- and others-harming consumer choices to fulfill a desire for rewarding substances and behaviors. More recently, malada...
Source
#1Gopal Das (IIMB: Indian Institute of Management Bangalore)H-Index: 17
#2Shailendra Pratap Jain (UW: University of Washington)H-Index: 14
Last. Raji Srinivasan (University of Texas at Austin)H-Index: 16
view all 5 authors...
Pandemics have been an unfortunate but consistent facet of human existence over centuries, threatening lives as well as livelihoods globally. Disconcertingly, their frequency persists, with four "major" pandemics disrupting the planet in the last 65 years and more expected in the future. While many of the economic and health consequences of pandemics are well-documented, their marketing implications are less understood. Addressing this gap, we develop a broad, conceptual framework to highlight t...
Source
Source
#1Meng-Hua Hsieh (College of Business Administration)H-Index: 2
#1Meng-Hua Hsieh (College of Business Administration)H-Index: 1
Last. Vanitha Swaminathan (College of Business Administration)
view all 4 authors...
Abstract This research examines how consumers evaluate brands represented in one of two social roles—partner or servant. We theorize that partner brands are perceived to offer greater social connection than servant brands. Across four studies, we show that interdependents express greater likelihood to purchase partner brands than servant brands, as the greater social connection afforded by partner brands enables interdependents to self-enhance. Independents, however, are equally likely to purcha...
Source
#1Patrick van Esch (AUT: Auckland University of Technology)H-Index: 11
#2Yuanyuan (Gina) Cui (AUT: Auckland University of Technology)H-Index: 4
Last. Shailendra Pratap Jain (UW: University of Washington)H-Index: 14
view all 3 authors...
1 CitationsSource
#1Patrick van Esch (AUT: Auckland University of Technology)H-Index: 11
#2Yuanyuan (Gina) Cui (AUT: Auckland University of Technology)H-Index: 4
Last. Shailendra Pratap Jain (UW: University of Washington)H-Index: 14
view all 3 authors...
Abstract We investigate COVID-19 related consumers’ donation intent predicated on their political ideology and the message frame - one emphasising the statistical number of affected victims, and the other focusing on a specifically identified victim. Across three studies, we find that the impact of the message frame depends on consumers’ political ideology. Politically conservative consumers respond to the identifiable victim (vs. statistical victims) frame more favorably while politically liber...
3 CitationsSource
#1Patrick van Esch (AUT: Auckland University of Technology)H-Index: 11
#2Yuanyuan (Gina) Cui (AUT: Auckland University of Technology)H-Index: 4
Last. Shailendra Pratap Jain (UW: University of Washington)H-Index: 14
view all 3 authors...
Artificial intelligence (AI) has penetrated the marketing landscape and is having a profound impact on businesses’ communication strategies. With AI coming under the spotlight, we know surprisingly...
6 CitationsSource