matteo dea

Sharing with Friends versus Strangers: How Interpersonal Closeness Influences Word-of-Mouth Valence

Journal of Marketing Research, 2016

How does interpersonal closeness (IC)—the perceived psychological proximity between a sender and ... more How does interpersonal closeness (IC)—the perceived psychological proximity between a sender and a recipient—influence word-of-mouth (WOM) valence? The current research proposes that high levels of IC tend to increase the negativity of WOM shared, whereas low levels of IC tend to increase the positivity of WOM shared. The authors hypothesize that this effect is due to low versus high levels of IC triggering distinct psychological motives. Low IC activates the motive to self-enhance, and communicating positive information is typically more instrumental to this motive than communicating negative information. In contrast, high IC activates the motive to protect others, and communicating negative information is typically more instrumental to this motive than communicating positive information. Four experiments provide evidence for the basic effect and the underlying role of consumers’ motives to self-enhance and protect others through mediation and moderation. The authors discuss implic...

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The Luxury Fashion Market in Russia

by Cesare Amatulli and matteo dea

Handbook of Research on Global Fashion Management and Merchandising, 2000

Effetti temporali dei mezzi pubblicitari sulle vendite: evidenze da uno studio italiano

... matori stessi. Ad esempio, Boyer (1974) ha distinto tra pubblicità puramente informativa, che... more

The influence of corporate social responsibility on consumers' attitudes and intentions toward genetically modified foods: evidence from Italy

by Cesare Amatulli, Alessandro M. Peluso, and matteo dea

Journal of Cleaner Production, 2015

The Stuck In The Middle Effect

PsycEXTRA Dataset

Stuck in the Middle

Psychological Science, 2011

The classic goal-gradient hypothesis posits that motivation to reach a goal increases monotonical... more The classic goal-gradient hypothesis posits that motivation to reach a goal increases monotonically with proximity to the desired end state. However, we argue that this is not always the case. In this article, we show that motivation to engage in goal-consistent behavior can be higher when people are either far from or close to the end state and lower when they are about halfway to the end state. We propose a psychophysical explanation for this tendency to get “stuck in the middle.” Building on the assumption that motivation is influenced by the perceived marginal value of progress toward the goal, we show that the shape of the goal gradient varies depending on whether an individual monitors progress in terms of distance from the initial state or from the desired end state. Our psychophysical model of goal pursuit predicts a previously undiscovered nonmonotonic gradient, as well as two monotonic gradients.

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A meta-analysis of satisfaction with complaint handling in services

Journal of the Academy of Marketing Science, 2009

Abstract Academics as well as managers have long been interested in the role of satisfaction with... more

On Braggarts and Gossips: A Self-Enhancement Account of Word-of-Mouth Generation and Transmission

Journal of Marketing Research, 2012

Previous research on word of mouth (WOM) has presented inconsistent evidence on whether consumers... more Previous research on word of mouth (WOM) has presented inconsistent evidence on whether consumers are more inclined to share positive or negative information about products and services. Some findings suggest that consumers are more inclined to engage in positive WOM, whereas others suggest that consumers are more inclined to engage in negative WOM. The present research offers a theoretical perspective that provides a means to resolve these seemingly contradictory findings. Specifically, the authors compare the generation of WOM (i.e., consumers sharing information about their own experiences) with the transmission of WOM (i.e., consumers passing on information about experiences they heard occurred to others). They suggest that a basic human motive to self-enhance leads consumers to generate positive WOM (i.e., share information about their own positive consumption experiences) but transmit negative WOM (i.e., pass on information they heard about others' negative consumption exp...

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Effetti temporali dei mezzi pubblicitari sulle vendite: evidenze da uno studio italiano

Economia e politica industriale, 2009

... matori stessi. Ad esempio, Boyer (1974) ha distinto tra pubblicità puramente informativa, che... more

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