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
#1Michael A. Wiles (ASU: Arizona State University)H-Index: 6
#2Shailendra Pratap Jain (UW: University of Washington)H-Index: 14
Last. Charles D. Lindsey (SUNY: State University of New York System)H-Index: 7
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Whereas a growing body of research has examined the consumer-related implications of deceptive advertising, the stock market consequences stemming from the regulatory exposure of such infractions remain largely unexplored. In a step to address this gap, the current research examines the effect of regulatory reports of misleading ads on firm stock prices. Results from an event study, focusing on the pharmaceutical industry as the empirical context, show an average abnormal return of -0.91% associ...
29 CitationsSource
#1Huifang Mao (UCF: University of Central Florida)H-Index: 8
#2Xueming Luo (UTA: University of Texas at Arlington)H-Index: 53
Last. Shailendra Pratap Jain (UW: University of Washington)H-Index: 14
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While research on innovation and new product development abounds in the literature, studies on firms deleting brands from their portfolio are virtually non-existent. This paper provides a pioneering examination of how brand elimination might influence consumer evaluations of the firm. As compared to a widely-held belief that brand elimination would adversely affect firm image, we propose that in situations where brand elimination can be viewed as the firm's effort to improve performance, consume...
20 CitationsSource
#1Steven S. Posavac (Vandy: Vanderbilt University)H-Index: 27
#2J. Joško Brakus (UR: University of Rochester)H-Index: 12
Last. Shailendra Pratap Jain (UW: University of Washington)H-Index: 14
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Research has consistently shown that the process of eliciting environmental values is fraught with potential pitfalls that can produce biased estimates. The present research focused on how to preclude one such pitfall, overvaluation of a focal environmental entity, in light of the psychological processes that have been recently shown to underlie this bias. Analysis of a survey of respondents' valuations of environmental entities demonstrated focal entity overvaluation, and that specifying altern...
9 CitationsSource
#1Shailendra Pratap Jain (UW: University of Washington)H-Index: 14
#2Pragya Mathur (CUNY: City University of New York)H-Index: 7
Last. Durairaj Maheswaran (NYU: New York University)H-Index: 30
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Abstract This research suggests that consumers' approach/avoidance tendencies depend on their implicit theories about the world around them. Entity theorists believe in the immutability of the world, and thus they are not influenced by whether a persuasive message is framed in terms of approach or avoidance. In contrast, incremental theorists believe that the world is mutable, and thus they are influenced by the message frame. This proposition is supported in two studies that feature advertising...
50 CitationsSource
#1Steven S. Posavac (Vandy: Vanderbilt University)H-Index: 27
#2Maria L. Cronley (Miami University)H-Index: 14
Last. Shailendra Pratap Jain (UW: University of Washington)H-Index: 14
view all 3 authors...
Research has consistently shown that the process of eliciting environmental values is fraught with potential pitfalls that can produce biased estimates. The present research focused on how to preclude one such pitfall, overvaluation of a focal environmental entity, in light of the psychological processes that have been recently shown to underlie this bias. Analysis of a survey of respondents’ valuations of environmental entities demonstrated focal entity overvaluation, and that specifying altern...
Four studies, using chronic and situational self-construal, supported the proposition that individualists (collectivists) focus on within-category richness (between-category differentiation). Collectivists judged paired products as less similar than individualists did, but only at the higher level of a category hierarchy (studies 1 and 2). Further, collectivists were more context driven in product ratings in a categorization task (study 3). Study 4 focused on high-level pairs and found that unde...
51 CitationsSource
#1Shailendra Pratap Jain (IU: Indiana University)H-Index: 14
#1Shailendra Pratap Jain (IU: Indiana University)H-Index: 5
Last. Durairaj Maheswaran (NYU: New York University)H-Index: 30
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Three experiments examine how prevention-focused and promotion-focused consumers evaluate the comparison brand and what information they anchor on in direct comparative ads framed positively or negatively. Negative (vs. positive) frames lead prevention-focused respondents to exhibit higher evaluations for the advertised brand and lower evaluations for the comparison brand. Under promotion focus, positive (vs. negative) frames lead to more favorable attitudes toward the advertised brand with no d...
52 CitationsSource
#1Shailendra Pratap Jain (IU: Indiana University)H-Index: 5
#1Shailendra Pratap Jain (IU: Indiana University)H-Index: 14
Last. Charles D. Lindsey (UB: University at Buffalo)H-Index: 7
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Firms routinely offer warranties, often as attempts to differentiate their offerings from those of competitors. Despite this practice common to virtually every consumer durable category, extant research has been inconclusive regarding the effect of warranties on quality judgments. One potential limitation of these prior investigations is the failure to model a key element of a product warranty—consumer-side transaction costs associated with warranty redemption. In this article, we introduce the ...
9 CitationsSource
#1Xiaojing YangH-Index: 1
Last. Frank R. KardesH-Index: 50
view all 4 authors...
3 Citations