{"387401":{"#nid":"387401","#data":{"type":"event","title":"Ph.D. Defense by Daniel Sheehan","body":[{"value":"\u003Cp\u003E\u003Cstrong\u003ELocation: \u003C\/strong\u003EFriday, March 27\u003Csup\u003Eth\u003C\/sup\u003E beginning at 9:00 AM in Room 201\u003C\/p\u003E\u003Cp\u003E\u003Cstrong\u003EDissertation Title:\u003C\/strong\u003E\u003C\/p\u003E\u003Cp\u003EDynamic In-Store Decision Making\u003C\/p\u003E\u003Cp\u003E\u003Cbr \/\u003E\u003Cstrong\u003ECommittee Members:\u003C\/strong\u003E\u003C\/p\u003E\u003Cp\u003ESara Dommer (Chair), Koert van Ittersum, Sam Bond, Ryan Hamilton, J. Jeff Inman\u003C\/p\u003E\u003Cp\u003E\u0026nbsp;\u003C\/p\u003E\u003Cp\u003E\u003Cstrong\u003EAbstract\u003C\/strong\u003E\u003C\/p\u003E\u003Cp\u003EMuch of our current understanding of how consumers shop for goods and services is based on cross-sectional analyses of end-of-trip variables (e.g., basket composition, total spending) that has largely assumed purchase behavior is constant over the course of a shopping trip, however research has begun to demonstrate how an initial purchase can influence a subsequent purchase decision. This suggests shopping behavior may not only vary throughout a shopping trip, but rather is specifically influenced by when a purchase decision occurs within a shopping trip. Furthermore, as technology now allows retailers to track, target, and engage customers at any point within a shopping experience, research is critically needed to understand how a consumer\u2019s decisions may vary within a shopping trip.\u0026nbsp; I build on this foundation through two essays that show how and why a consumer\u2019s in-store purchasing behavior is influenced by both the decisions they have made and the decisions they will make.\u003C\/p\u003E\u003Cp\u003E\u0026nbsp;\u003C\/p\u003E\u003Cp\u003EThe first essay demonstrates that a consumer\u2019s relative spending\u2014 the price of an item, relative to the prices of the other items in the same product category\u2014evolves nonlinearly over a single shopping trip. As research has demonstrated the manner in which consumer categorize and track their spending influences their subsequent spending, I examine these spending patterns for both budget and nonbudget shoppers. Budget shoppers\u2014consumers who shop with an explicit and consequential budget in mind\u2014evaluate their in-store spending against a different reference point than nonbudget shoppers. The unique reference points are expected to give rise to distinct patterns in relative spending.\u003C\/p\u003E\u003Cp\u003E\u0026nbsp;\u003C\/p\u003E\u003Cp\u003EThe second essay examines whether and how encountering promotions in-store, but temporally in advance of the promoted product influences a consumer\u2019s redemption decision. Specifically, by building on temporal framing and attitude accessibility literature, I suggest that promotions received before and temporally separated from the promoted product may actually be more effective, and more likely to be redeemed, than traditional shelf promotions. Throughout four studies, I demonstrate that temporal promotions alter the information consumers think about when making the purchase decision. This amplifies shoppers\u2019 evaluation of the promoted brand, subsequently influencing the likelihood that a promotion will be redeemed.\u003C\/p\u003E","summary":null,"format":"limited_html"}],"field_subtitle":"","field_summary":"","field_summary_sentence":[{"value":"Dynamic In-Store Decision Making"}],"uid":"27707","created_gmt":"2015-03-13 08:57:01","changed_gmt":"2016-10-08 01:48:32","author":"Tatianna Richardson","boilerplate_text":"","field_publication":"","field_article_url":"","field_event_time":{"event_time_start":"2015-03-27T10:00:00-04:00","event_time_end":"2015-03-27T12:00:00-04:00","event_time_end_last":"2015-03-27T12:00:00-04:00","gmt_time_start":"2015-03-27 14:00:00","gmt_time_end":"2015-03-27 16:00:00","gmt_time_end_last":"2015-03-27 16:00:00","rrule":null,"timezone":"America\/New_York"},"extras":[],"groups":[{"id":"221981","name":"Graduate Studies"}],"categories":[],"keywords":[{"id":"35511","name":"College of Business"},{"id":"1366","name":"defense"},{"id":"121411","name":"gradute students"},{"id":"913","name":"PhD"}],"core_research_areas":[],"news_room_topics":[],"event_categories":[{"id":"1788","name":"Other\/Miscellaneous"}],"invited_audience":[{"id":"78771","name":"Public"}],"affiliations":[],"classification":[],"areas_of_expertise":[],"news_and_recent_appearances":[],"phone":[],"contact":[],"email":[],"slides":[],"orientation":[],"userdata":""}}}