Jennifer Savary

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Scholarly Contributions

Journals/Publications

• Huang, L., & Savary Danilowitz, J. (2020). When Payments Go Social: Use of Person-to-Person Payment Methods Attenuates the Endowment Effect. Journal of Marketing Research.
• Kupor, D., Reich, T., & Savary, J. (2021).

  Evolving choice sets: The effect of dynamic (vs. static) choice sets on preferences

  . Organizational Behavior and Human Decision Processes, 164, 147-157. doi:10.1016/j.obhdp.2021.03.003
  More info

  Abstract Most decision-making research examines static choice sets, with fixed options presented all at once. In contrast, people often make decisions from dynamic choice sets, in which new alternatives arise during the decision process. We show that compared to a static choice set, a dynamic choice set can systematically affect preferences, even when the final choice is from an identical set of options. Moreover, dynamic presentation can have opposite effects on preferences. To explain these patterns we propose a unified theory based on perceived variance of the attribute distribution. When dynamic presentation increases the perceived variance of a focal attribute, preferences shift towards the option that is best on that attribute. In contrast, when dynamic presentation reduces perceived variance of a focal attribute, preferences shift towards the option that is best on a non-focal attribute. Five studies examine this proposal using asymmetrically dominated and compromise choice sets.
• Savary, J., & Reich, T. (2020). Evolving Choice Sets: The Effect of Dynamic (vs. Static) Choice Sets on Revealed Attribute Preferences. OBHDP.
• Savary, J., & Dhar, R. (2020).

  The Uncertain Self: How Self-Concept Structure Affects Subscription Choice

  . Journal of Consumer Research, 46(5), 887-903. doi:10.1093/jcr/ucz022
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  Whether it is clothing, meals or an exercise regimen, consumers purchase a wide range of goods on a recurring basis using a subscription model. While past research indicates that people continue to subscribe to these services even when they rarely use them, no work to date has examined how identity considerations affect preferences in this domain. Building on research on signaling and self-concept structure, we propose that quitting an ongoing subscription can threaten the stability of the self-concept by signaling a change in identity. Consumers who are uncertain about their self-concept (i.e., low self-concept clarity) and motivated to maintain a stable self-concept are thus more likely to keep unused subscriptions than those who are more certain. In support of the underlying mechanism, we demonstrate that self-concept clarity affects choices only for identity-relevant subscription choices, and that it affects choices for subscriptions, but not one-shot product choices that are a weaker signal of identity. Finally, because signing up for a new subscription also signals an identity change that can threaten the stability of the self, consumers with low self-concept clarity are also less likely to subscribe to a new service compared to those with more certain self-concepts.
• Savary Danilowitz, J., & Dhar, R. (2016). The Uncertain Self: How Self-Concept Structure Affects Subscription Choice. Journal of Consumer Research.
• Savary Danilowitz, J., & Goldsmith, K. (2019). Unobserved Altruism: How Self-signaling Motivations and Social Benefits Shape Willingness to Donate. Journal of Experimental Psychology: Applied.
• Huang, L., & Savary, J. (2018).

  Attenuating Endowment Effect With Venmo: Online Payment Systems Make It a Pleasure to Pay

  . ACR North American Advances.
• Savary Danilowitz, J., Friedman, E., & Dhar, R. (2018). Apples, Oranges, and Erasers: The Effect of Considering Similar versus Dissimilar Alternatives on Purchase Decisions. Journal of Consumer Research. doi:https://doi.org/10.1093/jcr/ucy023
  More info

  https://doi.org/10.1093/jcr/ucy023
• Savary, J., Li, C., & Newman, G. E. (2017).

  Exalted Purchases Or Tainted Donations? the Effects of Product Incentives on Charitable Giving

  . ACR North American Advances.
• Friedman, L., Savary, J., & Dhar, R. (2015).

  The Role of Similarity When Considering Alternatives in Purchase Decisions

  . ACR North American Advances.
• Savary, J., Goldsmith, K., & Dhar, R. (2015). Giving Against the Odds: When Highlighting Tempting Alternatives Increases Willingness to Donate. Journal of Marketing Research.
• Savary, J., Kleiman, T., Hassin, R. R., & Dhar, R. (2015). Positive Consequences of Conflict on Decision Making: When a Conflict Mindset Facilitates Choice. Journal of Experimental Psychology: General.
• Savary, J. (2008). Advocacy marketing: Toyota’s Secrets for Partnering with Trendsetters to Create Passionate Brand Advocates. Journal of Sponsorship.

Presentations

• Savary, J. (2019, April). P2P payment methods attenuate the Endowment Effect. UVA Research Camp.
• Savary, J., Pocheptsova, A., Schneider, G., & Matherly, T. (2019, February). Signaling in Political Contributions: Why We Give. Society for Consumer PsychologySociety for Consumer Psychology.
• Farmer, M., & Savary Danilowitz, J. (2020, Winter). If at First You Don’t Succeed: Framing of a Prior Goal Failure Affects Goal Recommitment. Society for Consumer Psychology.
• Savary Danilowitz, J., & Pocheptsova, A. (2020, Fall). Knowledge Forum: Political Consumption. Association for Consumer Research.
• Matherly, T., Pocheptsova, A., Savary Danilowitz, J., & Gustavo, S. (2019, October). Political Participation via Consumer Purchasing Power. Association for Consumer Research Conference.
• Matherly, T., Pocheptsova, A., Savary Danilowitz, J., & Schneider, G. (2019, February). Political Participation via Consumer Purchasing Power. Society for Consumer Psychology Winter Conference.
• Nielsen, J. H., Savary Danilowitz, J., & Lane, K. (2018, May). When Ignorance Is No Longer Bliss: Seeking Threatening Information About Self-Relevant Brands. Brands and Brand Relationships Conference. Boston, MA: Brands and Brand Relationships Institute.
• Savary, J., & Goldsmith, K. (2018, October). Unobserved Altruism: How Social- and Self-signaling Motivations Shape Willingness to Donate.. Association for Consumer Research. Dallas: Association for Consumer Research.
• Savary, J., & Huang, L. (2018, October). P2P payment methods attenuate the Endowment Effect. Association for Consumer Research. Dallas: Association for Consumer Research.
• Savary, J., Lane, K., & Nielsen, J. H. (2018, February). When Ignorance is No Longer Bliss: Seeking Threatening Information about Identity-Relevant Brands. Society for Consumer Psychology. Dallas: Society for Consumer Psychology.
• Savary, J., Newman, G., & Li, C. (2018, January). Exalted Purchases or Tainted Donations? The Effects of Product Incentives on Charitable Giving. Society for Consumer Psychology - Consumption of Vice and Virtue Boutique Conference. Australia.
• Savary, J., Savary, J., Lane, K., Lane, K., Nielsen, J. H., & Nielsen, J. H. (2018, 10/17). When Ignorance is No Longer Bliss: Seeking Threatening Information about Identity-Relevant Brands. Yale Center for Consumer Insights Whitebox ConferenceYCCI.
• Savary, J., Friedman, L., & Dhar, R. (2017, October). Purchase Quantity Decisions and Default Effects in Assortments. Association for Consumer Research.
• Savary, J., Lane, K., & Nielsen, J. H. (2017, 10/17). When Ignorance is No Longer Bliss: Seeking Threatening Information about Identity-Relevant Brands. Association for Consumer ResearchAssociation for Consumer Research.
• Savary, J., Newman, G., & Li, C. (2017, October). Exalted Purchases or Tainted Donations? The Effects of Product Incentives on Charitable Giving. Association for Consumer Research.
• Savary Danilowitz, J. (2016, June). The Role of Similarity When Considering Alternatives in Purchase Decisions. Behavioral Decision Research in Management Conference. Toronto, ON: University of Toronto’s Rotman School of Management.
• Savary Danilowitz, J., & Dhar, R. (2016, Winter). When Quitting Feels Like Giving Up: Self Signaling in Retention Choice. Invited Talk at University of Washington. Seattle, WA: University of Washington.
• Savary Danilowitz, J., Newman, G., & Li, C. (2016, April). Exalted Purchases or Tainted Donations? The Effects of Product Incentives on Charitable Giving. ASU/UA Symposium. Phoenix, AZ: Arizona State University.