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 50
Newest
#1Paolo Antonetti (NEOMA Business School)H-Index: 13
#2Paul Baines (Cranfield University)H-Index: 17
Last. Shailendra Pratap Jain (UW: University of Washington)H-Index: 14
view all 3 authors...
Abstract Past research on guilt-elicitation in marketing does not examine how the communications' effects might persist over time, when there is a gap between advertising at time 1 and the time of choice consideration at time 2. This study explores the processes leading to delayed compliance through guilt-based communications. Guilt elicitation enhances transportation into the message, driving message compliance through the effect of transportation. Transportation explains the effects recorded s...
7 CitationsSource
#1Shalini Sarin Jain (UW: University of Washington)H-Index: 2
#2Shailendra Pratap Jain (UW: University of Washington)H-Index: 14
Abstract Transparency is a significant topic of debate in virtually every domain of human existence today. However, an understanding of conditions when it is preferred and when it is not is ambiguous. In this paper, we show that preference for transparency may be driven by people's power distance belief (PDB; Hofstede, 2001 ). Six studies in different domains—corporate transgressions, job interview settings, and corporate policy—reveal that people low in PDB express greater preference for transp...
8 CitationsSource
#1Xiaojing YangH-Index: 1
Last. Frank R. KardesH-Index: 50
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#1Huifang Mao (UCF: University of Central Florida)H-Index: 8
#2Xingbo Li (University of Louisville)H-Index: 1
Last. Shailendra Pratap Jain (UW: University of Washington)H-Index: 14
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Abstract The current research investigates the interactive influence of self-construal and product feature centrality on product judgment tasks. Feature centrality refers to the extent to which a feature is integral to the product concept and its network of correlated features, and contributes to the coherence of the product’s conceptual representation. While the categorization literature suggests that central features (versus less central features) are weighted more when consumers make judgment...
4 CitationsSource
#1Debra M. Desrochers (UR: University of Rochester)
#2Shailendra Pratap Jain (UR: University of Rochester)H-Index: 14
Last. Shailendra Pratap Jain (UR: University of Rochester)H-Index: 1
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Marketers try to communicate a brand’s position using various methods. One such tactic may be to, literally, position the brand in a particular aisle of a store. The proximity of various products may spontaneously encourage categorizations which allows consumers several advantages, including purchasing complementary items and making comparisons and substitutions. These categorization processes may in turn influence consumers’ perceptions of important and unimportant attributes and, consequently,...
Source
#1Kyra WigginH-Index: 1
Last. Martin ReimannH-Index: 19
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#1Pragya Mathur (CUNY: City University of New York)H-Index: 7
#2Shailendra Pratap Jain (UW: University of Washington)H-Index: 14
Last. Durairaj Maheswaran (NYU: New York University)H-Index: 30
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This research investigates the effectiveness of health message framing (gain/loss) depending on the nature of advocacy (prevention/detection) and respondents’ implicit theories (entity/incremental). Three experiments demonstrate that for detection advocacies, incremental theorists are more persuaded by loss frames. For prevention advocacies, incremental theorists are more persuaded by gain frames. For both advocacies (detection and prevention), entity theorists are not differentially influenced ...
16 CitationsSource
#1Pragya Mathur (CUNY: City University of New York)H-Index: 7
#2Shailendra Pratap Jain (UW: University of Washington)H-Index: 14
Last. Durairaj Maheswaran (NYU: New York University)H-Index: 30
view all 3 authors...
Abstract Three studies document that consumers' implicit theories about the fixedness/malleability of personality guide brand personality updating in a brand extension context. The first two studies show that extension fit with the parent brand impacts brand personality updating only for incremental (vs. entity theorists). Specifically, for incremental theorists, brand personality is enhanced (vs. diluted) when extension fit is poor (vs. good), and only when brand personality is salient. The thi...
39 CitationsSource