Jesper H Nielsen

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Journals/Publications

• Nielsen, J. H., Escalas, J. E., & Hoeffler, S. (2018). Mental Simulation and Category Knowledge Affect Really New Product Evaluation through Transportation. Journal of Experimental Psychology: Applied.
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  Currently under third reviewThis article paper proposes that in the face of evaluating radically new products (RNP), for which where analytical product features are difficult to evaluate, category experts spontaneously generate vivid and realistic usage simulations for radically new products (RNP). These simulations lead to the experience of narrative transportation, which, in turn, positively influences the evaluation of the radically new productRNP. We test our conceptual model in three experiments.
• Schultz, A. E., Lamberton, C., & Nielsen, J. H. (2017). Does pulling together lead to falling apart? The self-regulatory consequences of cooperative orientations for the self-reliant. Journal of Business Research, 81, 70-79. doi:https://doi.org/10.1016/j.jbusres.2017.07.012
• Connell, P. M., Brucks, M., & Nielsen, J. H. (2014). How Childhood Advertising Exposure Can Create Biased Product Evaluations That Persist into Adulthood. JOURNAL OF CONSUMER RESEARCH, 41(1), 119-134.
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  Previous research has found that children incrementally learn how to cope with advertising as they age. The current research investigates whether these developmental constraints in advertising knowledge at time of exposure have enduring consequences. Results from four experimental studies show that childhood exposure to advertisements can lead to resilient biased product evaluations that persist into adulthood. Study 1 demonstrates that positive affect toward ad-related stimuli encountered in childhood mediates the relationship between childhood advertising exposure and biased evaluations for products associated with childhood (but not adulthood) advertising. Study 2 demonstrates stronger biases when participants are exposed to childhood advertising cues relative to childhood consumption cues. Studies 3 and 4 show that even when ability and motivation to correct bias are high, lingering positive affect toward childhood ad-related stimuli is a motivational deterrent to correct biased product evaluations. Study 4 also shows that biased product evaluations can transfer to line extensions.
• Shapiro, S. A., & Nielsen, J. H. (2013). What the blind eye sees: Incidental change detection as a source of perceptual fluency. Journal of Consumer Research, 39(6), 1202-1218.
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  Abstract: As competition for consumer attention continues to increase, marketers must depend in part on effects from advertising exposure that result from less deliberate processing. One such effect is processing fluency. Building on the change detection literature, this research brings a dynamic perspective to fluency research. Three experiments demonstrate that brand logos and product depictions capture greater fluency when they change location in an advertisement from one exposure to the ad to the next. As a consequence, logo preference and brand choice are enhanced. Evidence shows that spontaneous detection of the location change instigates this process and that change detection is incidental in nature; participants in all three experiments were unable to accurately report which brand logos or product depictions changed location across ad exposures. These findings suggest that subtle changes to ad design across repeated exposures can facilitate variables of import to marketers, even when processing is minimal. © 2012 by JOURNAL OF CONSUMER RESEARCH.
• Boland, W. A., Brucks, M., & Nielsen, J. H. (2012). The attribute carryover effect: What the "runner-up" option tells us about consumer choice processes. Journal of Consumer Research, 38(5), 872-885.
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  Abstract: The process used to differentiate a top choice from a runner-up can result in a preference reversal among nonselected alternatives, which we term the attribute carryover effect. A series of three experiments demonstrate that a phased choice process can shift attribute preferences. If the top choice is unavailable, consumers with weak attribute preferences are likely to reject their explicitly identified second choice (the runner-up option). Instead, these consumers choose an option that may not meet the initial screening criteria but that does share a desirable, "differentiating" feature with the unavailable top choice. Judgment data indicate that this preference reversal is due to increased salience of the differentiating attribute during the last phase of the original choice, which "carries over" into the subsequent choice. These findings augment our understanding of consumer choice processes and heighten our ability to predict choice outcomes under situations in which a chosen option is unattainable. © 2011 by JOURNAL OF CONSUMER RESEARCH, Inc.
• Reimann, M., Feye, W., Malter, A. J., Ackerman, J. M., Castaño, R., Garg, N., Kreuzbauer, R., Labroo, A. A., Lee, A. Y., Morrin, M., Nenkov, G. Y., Nielsen, J. H., Perez, M., Pol, G., Rosa, J. A., Yoon, C., & Zhong, C. (2012). Embodiment in judgment and choice. Journal of Neuroscience, Psychology, and Economics, 5(2), 104-123.
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  Abstract: This article discusses the role of embodiment in judgment and choice to (a) attain clarity on conceptual and methodological issues by presenting a literature review of prior empirical research on embodiment, (b) gain an integrative view on the topic of embodiment in judgment and choice by proposing somatic marker theory as a unifying conceptual framework for bridging cognition and affect in terms of embodiment, and (c) discuss and clarify ideas and directions for further research on the topic. © 2012 American Psychological Association.
• Labroo, A. A., & Nielsen, J. H. (2010). Half the thrill is in the chase: Twisted inferences from embodied cognitions and brand evaluation. Journal of Consumer Research, 37(1), 143-158.
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  Abstract: Do our bodies control our minds? That people approach positive outcomes is not surprising, but do people also infer an outcome is rewarding from their bodily sensation of approaching it, and does this positivity transfer indirectly to other outcomes linked in memory to the original negative outcome? We posit that, because people usually approach reward, they mistakenly infer that approach must equal reward. Thus, a sensation of approach, even toward a negative outcome, makes them feel more positively toward the negative outcome and associated outcomes. Experiment 1 demonstrates a positive effect of embodied movement in space toward an otherwise aversive product. Experiments 2 and 3 additionally show positive effects of psychological movement in time, using evaluative conditioning procedures, to associated stimuli in memory. Implications for downward spirals in habit formation-the idea that approaching one bad habit might increase liking of other bad habits-and affect regulation are discussed. © 2009 by JOURNAL OF CONSUMER RESEARCH, Inc.
• Nielsen, J. H., & Escalas, J. E. (2010). Easier is not always better: The moderating role of processing type on preference fluency. Journal of Consumer Psychology, 20(3), 295-305.
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  Abstract: Prior research has shown that preference fluency (i.e., the subjective feeling that forming a preference is easy or difficult) systematically influences consumer choices. When deciding on an option feels difficult, or requires effort, consumers are likely to select a different option or defer the decision. We find that under conditions of narrative processing, difficulty in processing can actually improve preferences because more effort leads to more transportation, or immersion, into the story, thus enhancing brand evaluations. Three experiments demonstrate that the effect of preference fluency reverses when consumers think about a brand as part of a story. © 2010.
• Nielsen, J. H., Shapiro, S. A., & Mason, C. H. (2010). Emotionality and semantic onsets: Exploring orienting attention responses in advertising. Journal of Marketing Research, 47(6), 1138-1150.
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  Abstract: Prior research on attention shifts to advertisements has focused primarily on demonstrating how perceptual features can shift attention to advertisements. In this article, the authors demonstrate that certain semantic characteristics of nonfocal advertising elements may similarly attract attention when consumers are focused on a primary task elsewhere in the visual field. In three experiments, the authors investigate how orienting attention responses to highly emotional advertising elements Influence ad and brand awareness in cluttered environments. Specifically, they demonstrate that preattentive processing of the semantic Information in nonfocal ad headlines can elicit orienting attention responses that result in predictable increases in ad and brand awareness. © 2010, American Marketing Association.
• Nielsen, J., & Shapiro, S. (2009). Coping With Fear Through Suppression and Avoidance of Threatening Information. Journal of Experimental Psychology: Applied, 15(3), 258-274.
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  PMID: 19751075;Abstract: Fear appeal communications are widely used by social marketers in their efforts to persuade individuals to refrain from engaging in risky behaviors. The present research shows that exposure to a fear appeal can lead to the suppression of concepts semantically related to the threat and bias attentional resources away from threat-relevant information. Participants in the experimental condition viewed a fear appeal advertisement depicting the negative consequences of drinking and driving. The results of a reaction time task showed inhibited responses to words semantically related to drinking (e.g., beer, party) relative to a baseline group that controlled for priming effects (Experiment 1a) and level of fear (Experiment 1b). Furthermore, those in the experimental condition were shown to adopt an attention avoidance processing style, decreasing attention to alcohol-related advertisements appearing in a mock magazine (Experiments 2a and 2b). Because processing of alcohol-related advertising has been linked previously to an increase in drinking and driving, inhibited processing of such advertisements suggests a positive outcome of suppression effects. This contrasts with prior claims suggesting that suppression is counter to prevention-based efforts. © 2009 American Psychological Association.

Presentations

• Farmer, M., & Nielsen, J. H. (2021, October). The Story of My Life: The Role of Reflective Immersion in Nostalgic Persuasion. Association for Consumer Research Conference. Online: Association for Consumer Research.
• Farmer, M. G., & Nielsen, J. H. (2019, October). The Role of Fear in Narrative Transportation. Association for Consumer Research. Atlanta, GA: Association for Consumer Research.
• Lane, K., Savary, J., & Nielsen, J. H. (2019, December). Seeking Negative Information about Self-Connected Brands: How External Symbols Drive Information Choice. Future of Brands Conference. Columbia University, New York City: Journal of Consumer Research.
• Lane, K., Savary Danilowitz, J., & Nielsen, J. H. (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.
• Nielsen, J. H., Lane, K., & Savary, J. (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., Lane, K., & 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., 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.
• Brucks, M. L., Connell, P. M., & Nielsen, J. H. (2012, Fall). Exposure to Advertising and Packaging Cues in Early Childhood Leads to Blurred Distinctions between Commercial and Entertainment Media that Persists into Adulthood. ACR 2012. Vancouver: ACR.
• Brucks, M. L., Connell, P. M., & Nielsen, J. H. (2012, June). Effects of Exposure to Advertisements in Early Childhood that Persist into Adulthood. University of Toronto research conference.
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  Invited Speaker—Celebrate Andy Mitchell Conference, University of Toronto, June 22, 2012.