Steven S. Posavac
Vanderbilt University
AdvertisingBusinessEconometricsPsychologyEconomicsMarketingSet (psychology)CognitionMicroeconomicsCognitive psychologyConsumer behaviourPerceptionPsychological interventionInferenceIsolation (psychology)Quality (business)Context (language use)CredibilityObject (philosophy)Computer scienceClinical psychologySocial psychologyStatistical hypothesis testingInformation processing
105Publications
27H-index
2,963Citations
Publications 80
Newest
#1Steven S. Posavac (Vandy: Vanderbilt University)H-Index: 27
#2Frank R. Kardes (UC: University of Cincinnati)H-Index: 50
Last. Donald R. Gaffney (UC: University of Cincinnati)
view all 4 authors...
This research was conducted to highlight the utility of considering clinical psychology concepts in judgment and decision research. Our overarching thesis is that the judgments and choices people make may often be influenced by clinically relevant phenomena, and that understanding these relationships can, in a reciprocal fashion, help advance our understanding of judgment and decision making as well as specific clinical diagnoses and proclivities. We focused on histrionic personality disorder an...
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#1Steven S. Posavac (Vandy: Vanderbilt University)H-Index: 27
#2Heidi D. PosavacH-Index: 5
The study of when and how individuals compare themselves against standards has been an enduring focus for clinical and social psychology researchers in efforts to facilitate well-being and health. ...
2 CitationsSource
#1Michal Herzenstein (UD: University of Delaware)H-Index: 12
#2Steven S. Posavac (Vandy: Vanderbilt University)H-Index: 27
Abstract Research was conducted to understand what drives individuals’ decisions to make charitable donations to local charities versus international charities that serve targets in far-away places. Six experiments using real charities were conducted: in two experiments participants donated their own money and in the other four participants dictated the allocation of money donated by the authors. Results demonstrate that when individuals perceive that their personal financial resources are scarc...
5 CitationsSource
#1Steven S. Posavac (Vandy: Vanderbilt University)H-Index: 27
#2Mark Ratchford (Tulane University)H-Index: 3
Last. David M. Sanbonmatsu (UofU: University of Utah)H-Index: 26
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Abstract This research documents a premature infatuation effect in financial judgment and choice, and seeks to understand why it occurs. In many financial decisions, one potential investment choice becomes focal. The premature infatuation effect occurs when a focal investment possibility comes to be overvalued simply because it has come to the fore. Three experiments demonstrate that the premature infatuation effect influences financial judgments, choice intentions, and non-hypothetical decision...
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#1Nicolas P. B. Bollen (Vandy: Vanderbilt University)H-Index: 28
#2Steven S. Posavac (Vandy: Vanderbilt University)H-Index: 27
We study the impact of gender on asset allocation recommendations. Graduate business students and professional wealth managers are randomly assigned a male or female client. Participants recommend an allocation and choose an allocation for themselves. Male students choose a riskier allocation than female students, consistent with existing evidence of a gender difference in risk tolerance, and recommend a riskier allocation. In contrast, male and female wealth managers choose and recommend the sa...
8 CitationsSource
Research was conducted to explore if individuals with anxiety symptoms may be particularly susceptible to certain types of persuasion. Specifically, we focused on adult separation anxiety disorder, and hypothesized that individuals with relatively elevated symptoms would be differentially favorable to an advertisement if it contained an appeal to the concept of home. In an experiment, adult separation anxiety symptomology was measured among a nonclinical sample, and attitudes toward an advertise...
3 CitationsSource
#1Steven S. Posavac (Vandy: Vanderbilt University)H-Index: 27
#2Emil J. Posavac (LUC: Loyola University Chicago)H-Index: 14
The authors describe the Pennies for Milk exercise, a participative classroom experience in which students generate a regression to the mean effect within the context of simulated household milk purchases. Regression to the mean is a ubiquitous threat for marketing researchers and managers but is often hard for students to understand. The Pennies for Milk exercise provides students with an intuitive understanding of regression to the mean and gives instructors a segue to discuss marketplace phen...
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#1Dawn Iacobucci (Vandy: Vanderbilt University)H-Index: 51
#2Deidre Popovich (TTU: Texas Tech University)H-Index: 6
Last. Frank R. Kardes (UC: University of Cincinnati)H-Index: 50
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For the behavioral marketing scholar, experimentation and the analysis of variance are among the most important and frequently relied upon tools of the trade, and many useful texts exist to guide researchers on these topics. This monograph is intended to be a supplemental resource and a helpful guide for conducting three essential analytical techniques that are also frequently useful to the behavioral researcher: (1) we discuss the practice of conducting a median split on a continuous variable t...
2 Citations
#1Dawn Iacobucci (Vandy: Vanderbilt University)H-Index: 51
#2Steven S. Posavac (Vandy: Vanderbilt University)H-Index: 27
Last. Deidre Popovich (Emory University)H-Index: 6
view all 5 authors...
Abstract Some behavioral researchers occasionally wish to conduct a median split on a continuous variable and use the result in subsequent modeling to facilitate analytic ease and communication clarity. Traditionally, this practice of dichotomization has been criticized for the resulting loss of information and reduction in power. More recently, this practice has been criticized for sometimes producing Type I errors for effects regarding other terms in a model, resulting in a recommendation of t...
180 CitationsSource
#1Dawn Iacobucci (Vandy: Vanderbilt University)H-Index: 51
#2Steven S. Posavac (Vandy: Vanderbilt University)H-Index: 27
Last. Deidre Popovich (TTU: Texas Tech University)H-Index: 6
view all 5 authors...
In this rebuttal, we discuss the comments of Rucker, McShane, and Preacher (2015) and McClelland, Lynch, Irwin, Spiller, and Fitzsimons (2015). Both commentaries raise interesting points, and although both teams clearly put a lot of work into their papers, the bottom line is this: our research sets the record straight that median splits are perfectly acceptable to use when independent variables are uncorrelated. The commentaries do a good job of furthering the discussion to help readers better d...
147 CitationsSource