Andrea Bonezzi
New York University
Public economicsWelfareValence (psychology)Internet privacyScarcityAdvertisingMarginal valueProduct (category theory)Consumption (economics)Word of mouthBusinessPsychophysicsArtificial intelligencePsychologyHealth careMarketingInterpersonal communicationSelfCognitive psychologyPerspective (graphical)Psychological interventionControl (management)NeglectSelf-enhancementGoal pursuitReservationClosenessGenerosityMedical decision makingDecision processConsumer resistanceSense of controlResource scarcityAdvice givingResistance (psychoanalysis)Public relationsCommunicationGossipMonotonic functionSocial psychologyCustomer relationship management
Publications 26
#1Monika LisjakH-Index: 4
#2Andrea BonezziH-Index: 8
Last. Derek D. RuckerH-Index: 52
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This research illustrates how marketing perks can be leveraged to spur WOM. We introduce a previously-overlooked, yet practically-relevant dimension on which perks differ: contractuality. Contractu...
#1Andrea Bonezzi (NYU: New York University)H-Index: 8
#2Massimiliano Ostinelli (College of Business Administration)
Algorithms have been the subject of a heated debate regarding their potential to yield biased decisions. Prior research has focused on documenting algorithmic bias and discussing its origins from a technical standpoint. We look at algorithmic bias from a psychological perspective, raising a fundamental question that has received little attention: are people more or less likely to perceive decisions that yield disparities as biased, when such decisions stem from algorithms as opposed to humans? W...
#1Chiara LongoniH-Index: 3
#2Andrea BonezziH-Index: 8
Last. Carey K. MorewedgeH-Index: 27
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#1Chiara Longoni (BU: Boston University)H-Index: 3
#2Andrea Bonezzi (NYU: New York University)H-Index: 8
Last. Carey K. Morewedge (BU: Boston University)H-Index: 27
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Artificial intelligence (AI) is revolutionizing healthcare, but little is known about consumer receptivity to AI in medicine. Consumers are reluctant to utilize healthcare provided by AI in real and hypothetical choices, separate and joint evaluations. Consumers are less likely to utilize healthcare (study 1), exhibit lower reservation prices for healthcare (study 2), are less sensitive to differences in provider performance (studies 3A–3C), and derive negative utility if a provider is automated...
70 CitationsSource
It is well established that consumers often engage in word of mouth to self-enhance. Self-enhancement motives are reflected in consumers’ tendency to spread negative word of mouth about others and positive word of mouth about oneself when self-views are threatened. The present research argues that this behavior is not universal. The authors contend that belief in karma moderates consumers’ tendency to transmit negative and generate positive word of mouth as a way to self-enhance in response to t...
3 CitationsSource
#1Alessandro M. Peluso (University of Salento)H-Index: 17
#2Andrea Bonezzi (NYU: New York University)H-Index: 8
Last. Derek D. Rucker (NU: Northwestern University)H-Index: 52
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Consumers often give advice by recommending products and services to one another. The present research explores the idea that advice giving sometimes reflects a self-serving desire to compensate for a loss of control. Four experiments provide convergent evidence for a phenomenon we term compensatory word of mouth, whereby consumers' communications contain advice fueled by their own need to restore control. Experiment 1 explores the potential practical relevance of this idea by showing that adver...
15 CitationsSource
#1David L. DuBoisH-Index: 66
#1David DuboisH-Index: 15
Last. Matteo De AngelisH-Index: 12
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#1David L. DuBois (Ad: INSEAD)H-Index: 66
#1David Dubois (Ad: INSEAD)H-Index: 15
Last. Matteo De Angelis (Libera Università Internazionale degli Studi Sociali Guido Carli)H-Index: 12
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AbstractHow does interpersonal closeness (IC)—the perceived psychological proximity between a sender and a recipient—influence word-of-mouth (WOM) valence? The current research proposes that high levels of IC tend to increase the negativity of WOM shared, whereas low levels of IC tend to increase the positivity of WOM shared. The authors hypothesize that this effect is due to low versus high levels of IC triggering distinct psychological motives. Low IC activates the motive to self-enhance, and ...
77 CitationsSource
#1Matteo De Angelis (Libera Università Internazionale degli Studi Sociali Guido Carli)H-Index: 12
#2Andrea Bonezzi (NYU: New York University)H-Index: 8
Last. Alessandro M. Peluso (University of Salento)H-Index: 17
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When engaging in word-of-mouth (WOM) communications, consumers generally share either opinions, whereby they merely communicate whether they like or dislike a product (e.g., “I like the product I just bought”), or advice, whereby they offer explicit recommendations as to how others should behave (e.g., “buy or do not buy this product”). Past research has not examined whether and when advice and opinions exert similar or differential influence for WOM recipients’ behavior. We fill this gap by pro...