Similarity as a Double-Edged Sword: The Positive and Negative Effects of Showcasing Similar Previous Winners on Perceived Likelihood of Winning in Sweepstakes

No abstract is available for this paper.

• Publication year

  2019

• Venue

  Journal of Consumer Research

• Publication date

  2019-04-01

• Fields of study

  Business, Psychology

• Identifiers
  DOI 10.1093/JCR/UCY041
• External record

  Open on Semantic Scholar

• Source metadata

  Semantic Scholar

• No claims are published for this paper.

• No concepts are published for this paper.

• Increasing the Power of Your Study by Increasing the Effect Size

  2018cited by this paper
• She Said, She Said: Differential Interpersonal Similarities Predict Unique Linguistic Mimicry in Online Word of Mouth

  2017cited by this paper
• Catching (Up with) Magical Contagion: A Review of Contagion Effects in Consumer Contexts

  2017cited by this paper
• MTurk Character Misrepresentation: Assessment and Solutions

  2017cited by this paper
• Believing what we do not believe: Acquiescence to superstitious beliefs and other powerful intuitions.

  2016cited by this paper
• Physical contact influences how much people pay at celebrity auctions

  2014cited by this paper
• Killing Hope with Good Intentions: The Effects of Consolation Prizes on Preference for Lottery Promotions

  2014cited by this paper
• Lucky Loyalty: The Effect of Consumer Effort on Predictions of Randomly Determined Marketing Outcomes

  2014cited by this paper
• Buyer beware of your shadow: how price moderates the effect of incidental similarity on buyer behavior

  2014cited by this paper
• Like Mike: Ability contagion through touched objects increases confidence and improves performance

  2014cited by this paper
• Working Paper n ° : 2014-61-01 More prizes are not always more attractive : factors increasing prospective sweepstakes participants ’ sensitivity to the number of prizes

  2014cited by this paper
• Authenticity is Contagious: Brand Essence and the Original Source of Production

  2014cited by this paper
• The Impact of Cultural Symbols and Spokesperson Identity on Attitudes and Intentions

  2013cited by this paper
• Introduction to Mediation, Moderation, and Conditional Process Analysis: A Regression-Based Approach

  2013cited by this paper
• The separate roles of the reflective mind and involuntary inhibitory control in gatekeeping paranormal beliefs and the underlying intuitive confusions.

  2013cited by this paper
• Nonnaïveté among Amazon Mechanical Turk workers: Consequences and solutions for behavioral researchers

  2013cited by this paper
• Identity-Based Consumer Behavior

  2012cited by this paper
• On the Importance of Social Integration for Minority Targeting Effectiveness

  2012cited by this paper
• Sympathetic Magic and Gambling: Adherence to the Law of Contagion Varies with Gambling Severity

  2012cited by this paper
• The world's (truly) oldest profession: Social influence in evolutionary perspective

  2012cited by this paper
• From Karen to Katie

  2012cited by this paper
• Identifiable but Not Identical: Combining Social Identity and Uniqueness Motives in Choice

  2012cited by this paper
• Spotlights, Floodlights, and the Magic Number Zero: Simple Effects Tests in Moderated Regression

  2012cited by this paper
• Impact of Locus of Control on Health Message Effectiveness

  2011cited by this paper
• Celebrity Contagion and the Value of Objects

  2011cited by this paper
• Putting Like a Pro: The Role of Positive Contagion in Golf Performance and Perception

  2011cited by this paper
• Nonconscious effects of peculiar beliefs on consumer psychology and choice

  2011cited by this paper
• Better think before agreeing twice. Mere agreement: a similarity-based persuasion mechanism.

  2010cited by this paper
• The Persuasive Role of Incidental Similarity on Attitudes and Purchase Intentions in a Sales Context

  2010cited by this paper
• Randomness, Attributions of Arousal, and Belief in God

  2010cited by this paper
• Consumer Value-Maximizing Sweepstakes and Contests

  2010cited by this paper
• Can Uncertainty Improve Promotions?

  2010cited by this paper
• Computational procedures for probing interactions in OLS and logistic regression: SPSS and SAS implementations

  2009cited by this paper
• What's next? Judging sequences of binary events.

  2009cited by this paper
• Sympathetic magic and perceptions of randomness: The hot hand versus the gambler's fallacy

  2009cited by this paper
• Wins, Winning and Winners: The Commercial Advertising of Lottery Gambling

  2009cited by this paper
• The unique consequences of feeling lucky : Implications for consumer behavior

  2009cited by this paper
• Identity Congruency Effects on Donations

  2008cited by this paper
• Database Marketing: Analyzing and Managing Customers

  2008cited by this paper
• Shifting Signals to Help Health: Using Identity-Signaling to Reduce Risky Health Behaviors

  2008cited by this paper
• Conscious and Nonconscious Components of Superstitious Beliefs in Judgment and Decision Making

  2008cited by this paper
• Who drives divergence? Identity signaling, outgroup dissimilarity, and the abandonment of cultural tastes.

  2008cited by this paper
• Gambling at Lucky Stores: Empirical Evidence from State Lottery Sales

  2008cited by this paper
• Interpersonal Similarity as a Social Distance Dimension: Implications for Perception of Others' Actions.

  2008cited by this paper
• Death to Dichotomizing

  2008cited by this paper
• Perception of randomness and predicting uncertain events

  2008cited by this paper
• Positive Consumer Contagion: Responses to Attractive Others in a Retail Context

  2008cited by this paper
• Where Consumers Diverge from Others: Identity Signaling and Product Domains

  2007cited by this paper
• Are All Out-Groups Created Equal? Consumer Identity and Dissociative Influence

  2007cited by this paper
• Product Contagion: Changing Consumer Evaluations through Physical Contact with “Disgusting” Products

  2007cited by this paper
• From a fixation on sports to an exploration of mechanism: The past, present, and future of hot hand research

  2006cited by this paper
• Consumer Contamination: How Consumers React to Products Touched by Others

  2006cited by this paper
• Biases in casino betting: The hot hand and the gambler’s fallacy

  2006cited by this paper
• To Be or Not Be? The Influence of Dissociative Reference Groups on Consumer Preferences

  2006cited by this paper
• Self‐Construal, Reference Groups, and Brand Meaning

  2005cited by this paper
• Losers, winners, and biased trades

  2005cited by this paper
• Name Letter Branding: Valence Transfers When Product Specific Needs Are Active

  2005cited by this paper
• The hot hand fallacy and the gambler’s fallacy: Two faces of subjective randomness?

  2004cited by this paper
• Randomness and inductions from streaks: “Gambler’s fallacy” versus ”hot hand“

  2004cited by this paper
• Social influence: compliance and conformity.

  2004cited by this paper
• Activating the Self‐Importance of Consumer Selves: Exploring Identity Salience Effects on Judgments

  2004cited by this paper
• What a Coincidence! The Effects of Incidental Similarity on Compliance

  2004cited by this paper
• Comparison processes in social judgment: mechanisms and consequences.

  2003cited by this paper
• You Are What They Eat: The Influence of Reference Groups on Consumers’ Connections to Brands

  2003cited by this paper
• Superstitious responding and frequency matching in the positive bias and gambler’s fallacy effects

  2003cited by this paper
• The Deployment of Personal Luck: Sympathetic Magic and Illusory Control in Games of Pure Chance

  2002cited by this paper
• Identity salience and the influence of differential activation of the social self-schema on advertising response.

  2002cited by this paper
• Source and Nonsource Cues in Advertising and Their Effects on the Activation of Cultural and Subcultural Knowledge on the Route to Persuasion

  2002cited by this paper
• Heuristics and Biases: Sympathetic Magical Thinking: The Contagion and Similarity “Heuristics”

  2002cited by this paper
• Illusory Causation: Why It Occurs

  2002cited by this paper
• Handbook of positive psychology

  2002cited by this paper
• Heuristics and Biases: The Psychology of Intuitive Judgment

  2002cited by this paper
• Toward a Theory of Business Buyer-Seller Similarity

  2001cited by this paper
• What We See Makes Us who We are: Priming Ethnic Self-Awareness and Advertising Response

  2001cited by this paper
• Imagining the impossible : magical, scientific, and religious thinking in children

  2000cited by this paper
• Nontarget Markets and Viewer Distinctiveness: The Impact of Target Marketing on Advertising Attitudes

  2000cited by this paper
• The Causal Influences of Attributions on Emotions: A Procedural Priming Approach

  2000cited by this paper
• Dual-process theories in social psychology

  1999cited by this paper
• An Exploratory Study of Gender and Age Matching in the Salesperson-Prospective Customer Dyad: Testing Similarity-Performance Predictions

  1998cited by this paper
• Minimal conditions for the creation of a unit relationship: the social bond between birthdaymates

  1998cited by this paper
• AIDS and Me, Never the Twain Shall Meet: The Effects of Information Accessibility on Judgments of Risk and Advertising Effectiveness

  1998cited by this paper
• Social Psychology: Handbook of Basic Principles

  1998cited by this paper
• The Belief in Good Luck Scale

  1997cited by this paper
• Lucky Events and Beliefs in Luck: Paradoxical Effects on Confidence and Risk-Taking

  1997cited by this paper
• Making Sense of Randomness " Implicit Encoding as a Basis for Judgment

  1997cited by this paper
• Magical thinking about illness virulence: conceptions of germs from "safe" versus "dangerous" others.

  1995cited by this paper
• Assessing the Domain Specificity of Deal Proneness: A Field Study

  1995cited by this paper
• Measuring belongingness: The Social Connectedness and the Social Assurance scales.

  1995cited by this paper
• A Tale of Two Cities: Distinctiveness Theory and Advertising Effectiveness

  1994cited by this paper
• Magical contagion and AIDS risk perception in a college population.

  1994cited by this paper
• The Effect of Priming Causal Dimensional Categories on Social Judgments

  1993cited by this paper
• Notes: The Gambler's Fallacy in Lottery Play

  1993cited by this paper
• Designing Effective Promotional Games: Opportunities and Problems

  1991cited by this paper
• Development and validation of a scale for measuring state self-esteem.

  1991cited by this paper
• The perception of randomness

  1991cited by this paper
• Cultural psychology: The keynote address

  1990cited by this paper
• Another Indirect Tactic of (Self-) Image Management

  1989cited by this paper
• Chance and luck are not the same

  1988cited by this paper
• Self-generated validity and other effects of measurement on belief, attitude, intention, and behavior.

  1988cited by this paper
• Psychology of intergroup relations

  1986cited by this paper

• Multiple Medium‐Sized Rewards Outperform One Large Reward in Draws

  2025cites this paper
• The Compatriot Win Effect and Behavioural Biases in Lottery Markets

  2025cites this paper
• How online lottery promotions influence consumer responses toward online retailers

  2025cites this paper
• Customer traffic and customer Experience: Creating a contrived similarity to address the crowding dilemma

  2024cites this paper
• Why leave items in the shopping cart? The impact of consumer filtering behavior

  2024cites this paper
• Enjoying the present or saving for the future: the influence of luck perception on intertemporal choice

  2024cites this paper
• Augmentation of Predictive Competence of Non-Small Cell Lung Cancer Datasets through Feature Pre-Processing Techniques

  2022cites this paper
• The influence of perception of luck on consumers' behavior and its theoretical explanation

  2022cites this paper
• “It Could Happen for Me … but How Good Can It Be?” Investigating the Relationship between Scarcity Beliefs, Similarity, and Perceived Value

  2020influential citation
• Lucky Events and the Need for Uniqueness

  2020cites this paper