Shailendra Pratap Jain
University of Washington
Comparative advertisingPsychologyMarketingPersuasionSocial psychology
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Publications 25
#1Shailendra Pratap Jain (UW: University of Washington)H-Index: 9
#2Traylor Jordan Weiten (UW: University of Washington)
#1Kyra L WigginH-Index: 1
#2Martin Reimann (UA: University of Arizona)H-Index: 17
Last. Shailendra Pratap Jain (UW: University of Washington)H-Index: 9
view all 3 authors...
Given curiosity’s characterization as a motivational drive for knowledge, prior research has primarily focused on curiosity’s positive effects on knowledge exploration, information acquisition, and learning. Once the desired knowledge has been acquired, curiosity is said to be satisfied. But what happens if curiosity is left unsatisfied? Across five experiments, spanning four domains of indulgence-related decisions and relying on different methods of curiosity elicitation, the present research s...
2 CitationsSource
#1Paolo Antonetti (NEOMA Business School)H-Index: 8
#2Paul Baines (Cranfield University)H-Index: 15
Last. Shailendra Pratap Jain (UW: University of Washington)H-Index: 9
view all 3 authors...
Abstract Past research on guilt-elicitation in marketing does not examine how the communications' effects might persist over time, when there is a gap between advertising at time 1 and the time of choice consideration at time 2. This study explores the processes leading to delayed compliance through guilt-based communications. Guilt elicitation enhances transportation into the message, driving message compliance through the effect of transportation. Transportation explains the effects recorded s...
1 CitationsSource
#1Shalini Sarin Jain (UW: University of Washington)H-Index: 1
#2Shailendra Pratap Jain (UW: University of Washington)H-Index: 9
Abstract Transparency is a significant topic of debate in virtually every domain of human existence today. However, an understanding of conditions when it is preferred and when it is not is ambiguous. In this paper, we show that preference for transparency may be driven by people's power distance belief (PDB; Hofstede, 2001 ). Six studies in different domains—corporate transgressions, job interview settings, and corporate policy—reveal that people low in PDB express greater preference for transp...
1 CitationsSource
#1Xiaojing YangH-Index: 1
Last. Frank R. KardesH-Index: 37
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#1Huifang Mao (UCF: University of Central Florida)H-Index: 6
#2Xingbo Li (University of Louisville)H-Index: 1
Last. Shailendra Pratap Jain (UW: University of Washington)H-Index: 9
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Abstract The current research investigates the interactive influence of self-construal and product feature centrality on product judgment tasks. Feature centrality refers to the extent to which a feature is integral to the product concept and its network of correlated features, and contributes to the coherence of the product’s conceptual representation. While the categorization literature suggests that central features (versus less central features) are weighted more when consumers make judgment...
2 CitationsSource
#1Kyra WigginH-Index: 1
Last. Martin ReimannH-Index: 17
view all 3 authors...
#1Pragya Mathur (CUNY: City University of New York)H-Index: 8
#2Shailendra Pratap Jain (UW: University of Washington)H-Index: 9
Last. Durairaj Maheswaran (NYU: New York University)H-Index: 27
view all 5 authors...
This research investigates the effectiveness of health message framing (gain/loss) depending on the nature of advocacy (prevention/detection) and respondents’ implicit theories (entity/incremental). Three experiments demonstrate that for detection advocacies, incremental theorists are more persuaded by loss frames. For prevention advocacies, incremental theorists are more persuaded by gain frames. For both advocacies (detection and prevention), entity theorists are not differentially influenced ...
9 CitationsSource