Cait Poynor Lamberton

University of Pennsylvania

Professor

Marketing Department

Philadelphia, PA

United States

SCHOLARLY PAPERS

28

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CITATIONS
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Top 28,755

in Total Papers Citations

8

Scholarly Papers (28)

1.

Beyond the 'Like' Button: The Impact of Mere Virtual Presence on Brand Evaluations and Purchase Intentions in Social Media Settings

Journal of Marketing. Accepted May 2012; Forthcoming, November 2012
Number of pages: 52 Posted: 07 Jun 2012
Rebecca Walker Reczek, Cait Poynor Lamberton and Patricia M. West
Ohio State University (OSU) - Department of Marketing and Logistics, University of Pennsylvania and Ohio State University (OSU) - Department of Marketing and Logistics
Downloads 1,865 (7,890)

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Social Influence, Mere Presence, Social Media, Social Networks, Ambiguity

2.

Great Expectations?! Assortment Size, Expectations and Satisfaction

Journal of Marketing Research, 2008, Marshall School of Business Working Paper No. MKT 24-09
Number of pages: 43 Posted: 05 Mar 2009 Last Revised: 19 Apr 2009
Kristin Diehl and Cait Poynor Lamberton
University of Southern California - Marshall School of Business and University of Pennsylvania
Downloads 584 (44,358)
Citation 4

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Assortment Size, Expectation Disconfirmation, Satisfaction, Choice Overload, Information Overload

3.

Taking Stock of the Digital Revolution: A Critical Analysis and Agenda for Digital, Social Media, and Mobile Marketing Research

Saïd Business School WP 2015-16
Number of pages: 66 Posted: 16 Oct 2015
Cait Poynor Lamberton and Andrew T. Stephen
University of Pennsylvania and University of Oxford - Said Business School
Downloads 374 (76,717)

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4.

Eliciting Taxpayer Preferences Increases Tax Compliance

Number of pages: 57 Posted: 11 Dec 2013 Last Revised: 24 Apr 2014
Cait Poynor Lamberton, Jan‐Emmanuel De Neve and Michael I. Norton
University of Pennsylvania, University of Oxford and Harvard Business School - Marketing Unit
Downloads 353 (82,129)

Abstract:

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5.

Retail Choice Architecture: The Effects of Benefit- and Attribute-Based Assortment Organization on Consumer Perceptions and Choice

Journal of Consumer Research, Vol. 40, 2013
Number of pages: 19 Posted: 23 Jan 2014
Cait Poynor Lamberton and Kristin Diehl
University of Pennsylvania and University of Southern California - Marshall School of Business
Downloads 352 (82,385)

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assortment, marketing, consumer behavior, attribute, benefit, construal-level, choice

6.

Seeing Ourselves in Others: Reviewer Ambiguity, Egocentric Anchoring, and Persuasion

Number of pages: 62 Posted: 09 Jul 2010
Rebecca Walker Reczek, Cait Poynor Lamberton and David A. Norton
Ohio State University (OSU) - Department of Marketing and Logistics, University of Pennsylvania and University of Connecticut
Downloads 296 (99,826)
Citation 2

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Key words: agent recommendations, social influence, ambiguity, egocentric bias, anchoring and adjustment

7.

A Spoonful of Choice: How Allocation Increases Satisfaction with Tax Payments

Forthcoming (2013), Journal of Public Policy and Marketing
Number of pages: 50 Posted: 08 Jun 2012 Last Revised: 18 Jun 2012
Cait Poynor Lamberton
University of Pennsylvania
Downloads 287 (103,268)

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taxes, satisfaction, allocation, tax choice, psychology, reactance

8.

Consumer Sharing: Collaborative Consumption, from Theoretical Roots to New Opportunities

Cambridge Handbooks in Psychology (No. 0) Publisher: Cambridge University Press Print Publication Year: 2015 Online Publication Date: 20151005 Online ISBN: 9781107706552 Hardback ISBN: 9781107069206 Paperback ISBN: 9781107641426
Number of pages: 54 Posted: 03 Feb 2016
Cait Poynor Lamberton
University of Pennsylvania
Downloads 249 (119,847)

Abstract:

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sharing, collaborative consumption, consumer behavior

9.

Same Destination, Different Paths: When and How Does Observing Others' Choices and Reasoning Alter Confidence in Our Own Choices?

Journal of Consumer Psychology, 2012, Mays Business School Research Paper No. 2012-63
Number of pages: 17 Posted: 16 May 2012
Cait Poynor Lamberton, Rebecca Walker Reczek and Kelly Haws
University of Pennsylvania, Ohio State University (OSU) - Department of Marketing and Logistics and Vanderbilt University - Marketing
Downloads 195 (151,890)
Citation 1

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Social influence, Reasoning, Choice confidence, Social comparison, Reason-based choice, Public versus private behavior

10.

Smart Subcategories: How Assortment Formats Influence Consumer Learning and Satisfaction

Journal of Consumer Research, Vol. 37, No. 1, pp. 159-175, June 2010
Number of pages: 48 Posted: 08 Jul 2010
Cait Poynor Lamberton and Stacy Wood
University of Pennsylvania and North Carolina State University - Poole College of Management
Downloads 174 (168,308)

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Learning, Expertise, Prior Knowledge, Categorization, Retailing, Expectations

11.

The Effects of Benefit and Feature-Based Assortment Structures on Similarity Perceptions and Strength of Preference

Number of pages: 51 Posted: 15 Jul 2010
Cait Poynor Lamberton and Kristin Diehl
University of Pennsylvania and University of Southern California - Marshall School of Business
Downloads 150 (191,080)

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assortment structure, similarity perceptions, strength of preference, consumer goals, feature-benefit correlation

12.

Seize the Day! Encouraging Indulgence for the Hyperopic Consumer

Journal of Consumer Research, Vol. 35, No. 4, December 2008, Pages 680-691
Number of pages: 45 Posted: 24 Apr 2009 Last Revised: 22 Oct 2011
Kelly Haws and Cait Poynor Lamberton
Vanderbilt University - Marketing and University of Pennsylvania
Downloads 146 (195,327)
Citation 1

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hyperopia, indulgence, long-term goals, self-control

13.

Does Pulling Together Lead to Falling Apart? The Self-Regulatory Consequences of Cooperative and Competitive Mindsets

Number of pages: 41 Posted: 11 Jul 2014
Cait Poynor Lamberton, Ainslie Schultz and Jesper H. Nielsen
University of Pennsylvania, University of Arizona - Department of Marketing and University of Arizona - Department of Marketing
Downloads 122 (224,982)

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cooperation, competition, self-regulation, self-sufficiency, income

14.

The Devil You (Don’t) Know: Interpersonal Ambiguity and Inference Making in Competitive Contexts

Journal of Consumer Research, Vol. 40, No. 4, 2013
Number of pages: 56 Posted: 05 Jan 2013
David A. Norton, Cait Poynor Lamberton and Rebecca Walker Reczek
University of Connecticut, University of Pennsylvania and Ohio State University (OSU) - Department of Marketing and Logistics
Downloads 121 (226,408)

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inference-making, ambiguity, competition, egocentric bias, similarity

15.

More than a Feeling: The Role of Empathetic Care in Promoting Safety in Healthcare

Number of pages: 48 Posted: 17 Apr 2016
Carrie R. Leana, Jirs Meuris and Cait Poynor Lamberton
University of Pittsburgh - Katz Graduate School of Business, University of Wisconsin - Madison - Department of Management and Human Resources and University of Pennsylvania
Downloads 86 (285,513)

Abstract:

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16.

Lines in the Sand: The Role of Motivated Categorization in the Pursuit of Self-Control Goals

Journal of Consumer Research. Volume 35, Issue 5, Page 772–787, Feb 2009
Number of pages: 16 Posted: 24 Apr 2009 Last Revised: 22 Oct 2011
Cait Poynor Lamberton and Kelly Haws
University of Pennsylvania and Vanderbilt University - Marketing
Downloads 80 (298,295)

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categorization, self-control, motivated reasoning, indulgence, restriction, goal pursuit

17.

Organizing Products with Complements versus Substitutes: Effects on Store Preferences as a Function of Effort and Assortment Perceptions

Journal of Retailing, 91 (1), March, 1-18, 2015
Number of pages: 18 Posted: 11 Feb 2015
Kristin Diehl, Erica van Herpen and Cait Poynor Lamberton
University of Southern California - Marshall School of Business, Wageningen UR and University of Pennsylvania
Downloads 79 (300,516)

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Assortment organization, decision effort, substitutes, complements, hedonic, utilitarian

18.

Collaborative Consumption: A Goal-Based Framework

Lamberton, Cait (2016), "Collaborative Consumption: a goal-based framework," Current Opinion in Psychology, 1 (10), 55-69.
Number of pages: 16 Posted: 02 Feb 2016
Cait Poynor Lamberton
University of Pennsylvania
Downloads 64 (337,622)

Abstract:

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sharing, consumer behavior, collaborative consumption

19.

Will I Pay for Your Pleasure? Consumers' Perceptions of Negative Externalities and Responses to Pigovian Taxes

Number of pages: 51 Posted: 25 Apr 2016
Paula Fitzgerald, Cait Poynor Lamberton and Michael Walsh
West Virginia University - College of Business & Economics, University of Pennsylvania and West Virginia University - College of Business & Economics
Downloads 41 (411,027)

Abstract:

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taxes, consumer behavior, perceptions, public policy, externalities

20.

Moderation by Extremes: Biases in Reward Perceptions Drive Compromise Effects in Financial Bundles

Number of pages: 36 Posted: 10 Feb 2016
Peggy Liu, Cait Poynor Lamberton and Kelly Haws
Duke University - Marketing, University of Pennsylvania and Vanderbilt University - Marketing
Downloads 32 (447,375)

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financial portfolio; compromise effect; extremeness aversion; bundles; risk; reward

21.

Measuring Empathetic Care: Development and Validation of a Self-Report Scale

Journal of Applied Gerontology, Forthcoming
Number of pages: 27 Posted: 28 Dec 2013
Cait Poynor Lamberton, Carrie R. Leana and John Williams
University of Pennsylvania, University of Pittsburgh - Katz Graduate School of Business and University of Pittsburgh
Downloads 30 (456,555)

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empathetic care, CNA, caregiving, emotions

22.

Will You Buy a Surprise? Gender Differences in the Purchase of Surprise Offerings

Number of pages: 57 Posted: 07 Mar 2017 Last Revised: 28 Mar 2019
Aleksandra Kovacheva, Hristina Nikolova and Cait Poynor Lamberton
School of Business, University at Albany, Boston College and University of Pennsylvania
Downloads 18 (521,013)

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Surprise, Uncertainty, Agency, Control, Gender, Choice, Risk

23.

Is Their Crystal Ball Cloudy or Clear? A Practical and Valid Measure of Consumers' Affective Forecasting Accuracy

Number of pages: 29 Posted: 16 Mar 2018
Hristina Nikolova and Cait Poynor Lamberton
Boston College and University of Pennsylvania
Downloads 12 (555,677)

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affective forecasting accuracy, forecasting ability, affect forecasting error, impact bias, scale development.

24.

Whose Experience Is It, Anyway? Psychological Ownership and Enjoyment of Shared Experiences

In Psychological Ownership and Consumer Behavior (pp. 195-210). New York: Springer, 2018
Number of pages: 31 Posted: 22 Apr 2019
Aleksandra Kovacheva and Cait Poynor Lamberton
School of Business, University at Albany and University of Pennsylvania
Downloads 2 (621,053)

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group decision making, shared consumption, power, resource investments, psychological ownership, consumer experiences

25.

It's Your Experience: Investigating the Effect of Asymmetric Resource Investments on the Enjoyment of Group Consumption Experiences

Posted: 29 Nov 2017
Aleksandra Kovacheva, Cait Poynor Lamberton and Eugenia Wu
School of Business, University at Albany, University of Pennsylvania and Independent

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Group, Experiences, Happiness, Enjoyment, Personal Control, Power, Resources

26.

When and Why We Partner in Crime: Comparing the Unethical Decisions of Dyads and Individuals

Posted: 07 Mar 2015
Hristina Nikolova, Cait Poynor Lamberton and Nicole Coleman
Boston College, University of Pennsylvania and University of Pittsburgh - Marketing Group

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unethical behavior, cheating, dishonesty, dyads, joint decision-making

27.

When is Ours Better than Mine? A Framework for Understanding and Altering Participation in Commercial Sharing Systems

Journal of Marketing, July 2012
Posted: 05 Oct 2011 Last Revised: 30 Aug 2014
Cait Poynor Lamberton and Randall L Rose
University of Pennsylvania and University of South Carolina

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sharing, marketing communications, risk, competition, pooled resources, social similarity

28.

Matters of Time (Scarcity): Do Offline Theories Predict Online Effects?

Number of pages: 74
Jillian Hmurovic, Cait Poynor Lamberton and Kelly Goldsmith
affiliation not provided to SSRN, University of Pennsylvania and Vanderbilt University - Marketing
Downloads 0

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scarcity, promotion, time scarcity, online marketing, digital marketing