On Southbound Ease and Northbound Fees: Literal Consequences of the Metaphoric Link between Vertical Position and Cardinal Direction
Leif D. Nelson
University of California, Berkeley - Haas School of Business
Joseph P. Simmons
University of Pennsylvania - The Wharton School; University of Pennsylvania - Operations & Information Management Department
Journal of Marketing Research, Forthcoming
Consumers are influenced by the metaphoric relationship between cardinal direction and vertical position (i.e., "north is up"). People think it will take longer to travel north than south (Study 1), that it will cost more to ship to a northern than to a southern location (Studies 2 and 6), and that a moving company will charge more (Studies 3a and 3b) for northward movement than for southward movement. Furthermore, people have greater intention to visit stores advertised to be south (vs. north) of a reference point (Study 4), especially when ease of travel is important (Study 5).
Number of Pages in PDF File: 38working papers series
Date posted: February 15, 2007 ; Last revised: May 8, 2012
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