Direct-to-consumer advertising and the role of hope

Delbaere, Marjorie; Willis, Erin

doi:10.1177/1745790416640369

Cited by 5 publications

(6 citation statements)

References 48 publications

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“…In one way, it demonstrates that the emotion hope can emerge in negative financial situations. Although medical research suggests the existence of hope in bad situations (e.g., when diagnosed with a serious disease, Delbaere & Willis, 2015), financial research often assumes that hope coexists only when people are in positive situations (e.g., when their stocks are winning, Gärling et al, 2017). The current findings suggest that the positive emotion of hope emerges when people are in negative financial situations.…”

Section: Discussionmentioning

confidence: 99%

“…Feelings of hope seem to be specifically related to bad situations in which people are not optimistic about their prospects (Bruininks & Malle, 2005; Bury et al, 2016). For example, hope helps people to get through or cope with difficult situations such as being diagnosed with a disease (Delbaere & Willis, 2015), being bereaved (Holtslander & Duggleby, 2009), and dealing with the aftermath of September 11 (Peterson & Seligman, 2003).…”

Section: The Disposition Effect and The Role Of Hopementioning

confidence: 99%

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A dark side of hope: Understanding why investors cling onto losing stocks

Luo

Horen

Millet

et al. 2022

Behavioral Decision Making

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Investors are often inclined to keep losing stocks too long, despite this being irrational. This phenomenon is part of the disposition effect (“people ride losers too long, and sell winners too soon”). The current research examines the role of hope as a potential explanation of why people ride losers too long. Three correlational studies (1A, 1B, and 2) find that people's trait hope is positively associated with their inclination to keep losing stocks, regardless of their risk‐seeking tendency (Study 2). Further, three experimental studies (3, 4, and 5) reveal that people are inclined to hold on to losing (vs. not‐losing) stocks because of their hope to break even and not because of their hope to gain. Studies 4 and 5 provide process evidence confirming the role of hope and indicate potential interventions to decrease people's tendency to keep losing stocks by reducing the hope. The findings contribute to the limited empirical literature that has investigated how emotions influence the disposition effect by providing empirical evidence for the role of hope. Moreover, the findings add to the literature of hope by revealing its role in financial decision‐making and show a “dark side” of this positive emotion.

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Section: Discussionmentioning

confidence: 99%

Section: The Disposition Effect and The Role Of Hopementioning

confidence: 99%

A dark side of hope: Understanding why investors cling onto losing stocks

Luo

Horen

Millet

et al. 2022

Behavioral Decision Making

View full text Add to dashboard Cite

show abstract

“…On the other hand, the validity and accuracy of the test itself are questionable, which might result in incorrect, incomplete and misleading information about consumers' health conditions. 15 This study intends to provide a more comprehensive picture of these debates by analyzing how media portray and how companies strategize DTCA of genetic tests. It is important to study media coverage since media are a major source for gaining health information and improving health literacy.…”

Section: Controversies Of Dtca Of Genetic Testsmentioning

confidence: 99%

“…On the other hand, the validity and accuracy of the test itself are questionable, which might result in incorrect, incomplete and misleading information about consumers’ health conditions. 15…”

Section: Introductionmentioning

confidence: 99%

An incongruent picture of direct-to-consumer advertising of genetic tests: Qualitative framing analysis on newspapers and 23andMe’s press releases

Wen

2015

Journal of Medical Marketing

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Drawing upon framing theory, this exploratory study suggested that conservative newspaper (the Wall Street Journal) regarded direct-to-consumer advertising of genetic tests as a regulation issue whereas liberal newspaper (the New York Times) as a science issue. The company, 23andMe, communicated the topic with the purpose of reputation building. This research informs genetic testing scientists and professionals about how media and company may influence consumers' perceptions, and allow them to strategize how to shape future communication.

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“…As individuals seek efficient means of problem solving, they often rely on associations interpreted from marketing communications to make a decision that seeks beneficial interventions and avoids pain (Mowen, 1988). In the case of the consumption of health care and related services, how marketing communications are created and disseminated is particularly of concern as the consumers' field of reference is often limited (Delbaere and Willis, 2015).…”

Section: Introductionmentioning

confidence: 99%

A crossed-disciplinary evaluation of parental perceptions surrounding pediatric non-invasive brain stimulation research

Behan

Nawshin

Nemanich

et al. 2020

IJPHM

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Purpose Recruitment for pediatric non-invasive brain stimulation (NIBS) studies is often challenged by low enrollment. Understanding parental perceptions regarding NIBS is crucial to develop new communication strategies to increase enrollment. Design/methodology/approach Integrating a crossed-disciplinary approach, the authors conducted a survey at the 2018 Minnesota State Fair querying the perception of risk and preferences of current and future parents associated with pediatric NIBS research. The survey consisted of 28 closed-text questions including demographics, photographs portraying NIBS, terminologies and factors related to NIBS studies. Findings Complete surveys were analyzed from 622 parent participants. A significant number of participants (42.8%) perceived the photographs of NIBS as “risky.” Additionally, 65.43% perceived the term “Non-invasive brain therapy” as not risky, a word combination not currently being used when recruiting potential participants. Over 90% (561/622) of participants chose the photograph of child-friendly MRI suite. Research limitations/implications Although this survey identified aspects crucial in recruitment for pediatric NIBS research, there were limitations. For example, the authors did not record the sex or demographic distribution (e.g. rural versus urban setting) of the participants. These factors may also influence recruitment messaging. Originality/value For important medical research to impact and improve the lives of the potential remedies, participation by the public in clinical trials is necessary. Often the general public perceives the trials as risky as a result of poor marketing communication recruitment material. This study sought to be understood if how the message is encoded has an impact on the decoding by the receiver.

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Direct-to-consumer advertising and the role of hope

Cited by 5 publications

References 48 publications

A dark side of hope: Understanding why investors cling onto losing stocks

A dark side of hope: Understanding why investors cling onto losing stocks

An incongruent picture of direct-to-consumer advertising of genetic tests: Qualitative framing analysis on newspapers and 23andMe’s press releases

A crossed-disciplinary evaluation of parental perceptions surrounding pediatric non-invasive brain stimulation research

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