Claire Heeryung Kim
Desautels Faculty of Management
AdvertisingProduct (category theory)BusinessPsychologyIdeologyRelevance (law)Prosocial behaviorIndividualismSalience (language)Cognitive psychologyPersonalityRegulatory focus theoryAccountabilityPower (social and political)ImpressionIdentity (social science)CouponContext (language use)PreferencePersuasionFAVORABLE RESPONSEConsumer responsePrice promotionPrice discountInteractive effectsHierarchyImpression managementPromotion (rank)Social psychologyPoliticsCollectivism
Publications 8
#1Claire Heeryung Kim (Desautels Faculty of Management)H-Index: 3
#2Eunjoo Han (AUT: Auckland University of Technology)H-Index: 2
Abstract Building on the persuasion knowledge model, the present research suggests that price discounts have divergent effects on consumer response to fairtrade products depending on the level of personal relevance to fairtrade (i.e., cause involvement). More- (vs. less-) involved consumers are engaged in more effortful processing of information to evaluate fairtrade products. For this reason, in response to a price discount, more-involved consumers access persuasion knowledge that entails suspi...
6 CitationsSource
#1Claire Heeryung Kim (Desautels Faculty of Management)H-Index: 3
#2DaHee Han (Desautels Faculty of Management)H-Index: 7
Last. Zakary L. Tormala (Stanford University)H-Index: 38
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ABSTRACTThe current research examines how political identity shapes preferences for objects and messages that highlight either equality or hierarchy. We find that liberals show a greater preference for an object associated with less as opposed to more hierarchy, whereas conservatives do not exhibit such a preference (Study 1). We also find that liberals are more persuaded by persuasive appeals that endorse equality rather than hierarchy, whereas conservatives are less sensitive to this distincti...
4 CitationsSource
#1JaeHwan KwonH-Index: 5
Last. Adam DuhachekH-Index: 25
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1 Citations
#2DaHee HanH-Index: 7
Last. Adam DuhachekH-Index: 25
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#1Claire Heeryung Kim (IU: Indiana University)H-Index: 3
#2Youjae Yi (SNU: Seoul National University)H-Index: 40
This research examines the effects of impression management on consumers’ coupon redemption and suggests different underlying mechanisms with respect to cultural self-construal. Four studies show that, when primed with impression management, individualistic (vs. collectivistic) consumers are more likely to redeem coupons, because individualists believe that coupon redemption creates the impression of being smart. On the other hand, collectivistic consumers are less likely to redeem coupons when ...
7 CitationsSource
#1Derek D. RuckerH-Index: 3
#1Derek D. RuckerH-Index: 52
Last. DaHee HanH-Index: 7
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