• Publications
  • Influence
Strategic Herding Behavior in Peer-to-Peer Loan Auctions
Online Peer-to-Peer (P2P) loan auctions enable individual consumers to borrow and lend money directly to one another. We study herding behavior, defined as a greater likelihood of bidding in auctionsExpand
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Tell Me a Good Story and I May Lend you Money: The Role of Narratives in Peer-to-Peer Lending Decisions
This research examines how identity claims constructed in narratives by borrowers influence lender decisions about unsecured personal loans. Specifically, do the number of identity claims and theirExpand
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The Democratization of Personal Consumer Loans? Determinants of Success in Online Peer-to-peer Lending Communities
Online peer-to-peer (P2P) lending communities enable individual consumers to borrow from, and lend money to, one another directly. We study the borrowerand loan listing-related determinants ofExpand
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Adoption of New and Really New Products: The Effects of Self-Regulation Systems and Risk Salience
This article explores how consumers' self-regulation affects the likelihood of purchase of new and really new products. A mall-intercept field study shows that consumers with a chronic disposition toExpand
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How accounts shape lending decisions through fostering perceived trustworthiness
We examine the roles of social accounts in influencing lenders' decisions about loaning money to borrowers. Using field data and a laboratory experiment, we show that lenders will lend moneyExpand
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How Consumers’ Attitudes Toward Direct-to-Consumer Advertising of Prescription Drugs Influence Ad Effectiveness, and Consumer and Physician Behavior
Data from 1081 adults surveyed by the FDA were analyzed to explore consumers’ attitudes toward direct-to-consumer advertising (DTCA) of prescription drugs, and the relation between these attitudesExpand
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The Role of Decision Importance and the Salience of Alternatives in Determining the Consistency between Consumers' Attitudes and Decisions
This research examines how the importance of a consumer decision influences attitude-decision consistency and choice in decision contexts that contain versus do not contain specified alternatives.Expand
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Tell Me a Good Story and I May Lend You My Money: The Role of Narratives in Peer-to-Peer Lending Decisions
We examine the role of identity claims constructed in narratives by borrowers in influencing lender decision making regarding unsecured personal loans. We study whether the number of identity claimsExpand
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Living with terrorism or withdrawing in terror: Perceived control and consumer avoidance
Terror attacks targeting civilians are becoming more frequent and affecting more places around the globe. Given the increasing intensity of terrorism and the threat of terrorism, consumer behavioralExpand
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Of clouds and zombies: How and when analogical learning improves evaluations of really new products
We examine the impact of revealing more stages of an analogy (access, mapping/transfer, and inference) and the proximity of the base domain of the analogy on evaluations of an RNP. Expand
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