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    Browsing Research Output by Author "Warlop, Luk"

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      • Thumbnail

        Adding exchange to charity: A reference price explanation

        Briers, Barbara; Pandelaere, Mario; Warlop, Luk (2005)
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        Adding exchange to charity: a reference price explanation

        Briers, Barbara; Pandelaere, Mario; Warlop, Luk (Journal of Economic Psychology, 2007)
        Charities often request donations while offering a near-worthless token, like a key chain, in exchange. Little research has examined whether such ‘exchange’ requests are met with higher compliance rates than simply asking people to donate. Our studies suggest that in simple donation settings people may have difficulties in estimating a socially acceptable donation amount and therefore prefer opportunities that provide them with an anchor price. The value of a material good in a donation setting can play this anchoring role and signal a reference price. To the extent that the suggested reference price is low enough, exchange requests lead to more compliance than simple donation requests. However, our results indicate that, when accompanied by specified amounts, simple donation requests result in even better compliance rates than exchange requests.
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        Adding exchange to charity: the role of the justice motive

        Briers, Barbara; Warlop, Luk (2004)
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        Better think before agreeing twice. Mere agreement: a similarity-based persuasion mechanism

        Pandelaere, Mario; Briers, Barbara; Dewitte, Siegfried; Warlop, Luk (International Journal of Research in Marketing, 2010)
        The present paper shows that the frequency of people's compliance with a request can be substantially increased if the requester first gets them to agree with a series of statements unrelated to the request but selected to induce agreement. We label this effect the ‘mere-agreement effect’ and present a two-step similarity-based mechanism to explain it. Across five studies, we show that induced mere agreement subtly causes respondents to view the presenter of the statements as similar to themselves, which in turn increases the frequency compliance with a request from that same person. We support the similarity explanation by showing that the effect of agreement on compliance is suppressed when agreement is induced to indicate dissimilarity with the interviewer, when the request is made by some other person, and when the artificially high level of agreement is made salient. We also validate the practical relevance of the mere-agreement persuasion technique in a field study. We discuss how the mere-agreement effect can be broadly used as a tool to increase cooperation and be readily implemented in marketing interactions.
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        Bringing cognitive load to daily life. Cognitive demand has negative after-effects on consumer decision making

        Dewitte, Siegfried; Pandelaere, Mario; Briers, Barbara; Warlop, Luk (2005)
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        Competitive Pricing in Markets with Different Overhead Costs: Concealment or Leakage of Cost Information?

        Cardinaels, Eddy; Roodhooft, Filip; Warlop, Luk; Van Herck, Gustaaf (Journal of Accounting Research, 2008)
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        Customer profitability analysis reports for resource allocation: the role of complex marketing environments

        Cardinaels, Eddy; Roodhooft, Filip; Warlop, Luk (Abacus, 2004)
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        Diagnostic market feedback attenuates the benefits of ABC for competitive price setting in a heterogeneous market

        Roodhooft, Filip; Cardinaels, Eddy; Warlop, Luk (Journal of Management Accounting Research, 2004)
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        Het voordeel van meer nauwkeurige kosten - rapporten voor de beslissingnemer in de onderneming

        Cardinaels, Eddy; Roodhooft, Filip; Warlop, Luk; Van Herck, Gustaaf (Fiducie, 2003)
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        Hungry for money: The desire for caloric resources increases the desire for financial resources and vice versa

        Briers, Barbara; Pandelaere, Mario; Dewitte, Siegfried; Warlop, Luk (Psychological Science, 2006)
        This report attempts to provide an evolutionary explanation for humans' motivation to strive for money in present-day societies. We propose that people's desire for money is a modern derivate of their desire for food. In three studies, we show the reciprocal association between the incentive value of food and of money. In Study 1, hungry participants were less likely than satiated participants to donate to charity. In Study 2, participants in a room with an olfactory food cue, known to increase the desire to eat, offered less money in a give-some game compared with participants in a room free of scent. In Study 3, participants' desire for money affected the amount of M&M's® they ate in a subsequent taste test, but only among participants who were not restricting their food intake in order to manage their weight.
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        Hungry for the money: The desire for caloric resources increases the desire for financial resources and vice versa

        Briers, Barbara; Pandelaere, Mario; Dewitte, Siegfried; Warlop, Luk (2006)
        We propose that people’s desire for money is a modern derivative of their evolved desire for food. In three studies we show the reciprocity between the incentive value of food and money. In Study 1, hungry participants were less likely to donate to charity than satiated participants. In Study 2, an olfactory food cue, known to increase the desire to eat, made participants offer less money in an economic game compared to participants in a room free of scent. In Study 3, the respondents’ desire for money affected the amount of candy eaten in a subsequent taste test, but only for dietary-unrestrained participants.
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        Market feedback, cost system choice and competitve pricing: the advantage of not being a leader

        Cardinaels, Eddy; Roodhooft, Filip; Warlop, Luk; Van Herck, Gustaaf (2004)
        This study experimentally investigates the value of cost report accuracy in an interactive pricing context. Market agents received feedback about their own profits via either a volume-based costing or a more accurate activity-based costing report. They also received a typical market report containing the performance of their rivals. While prior work suggested that market discipline and learning from salient competitors can overcome performance decrements due to inaccurate costing, our results imply that the corrective nature of market feedback depends on the decision maker's role in the competitive play. Compared to other participants, decision makers endowed with the role of a 'reputational' market leader are less effective in screening available market feedback because they predominantly fixate on their own cost data. Even when receiving biased volume-based costing, reputational leaders ignore valuable market signals of opponents having access to more accurate cost data. Consequently other market players can take advantage of them.
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        On the Role of Sunk Costs, Uncertainty and Asset Specificity in Outsourcing Decisions

        Roodhooft, Filip; Warlop, Luk (Accounting, Organizations and Society, 1999)
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        Positive testing in marketing interactions: how to increase cooperation or spending

        Briers, Barbara; Pandelaere, Mario; Warlop, Luk (2005)
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        The benefits of cost system in a leader/follower pricing duopoly

        Roodhooft, Filip; Cardinaels, Eddy; Warlop, Luk; Van Herck, Gustaaf (2003)
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        The effect of cost information on buyer-supplier negotiations in different power settings

        Roodhooft, Filip; Van den Abbeele, Alexandra; Warlop, Luk (2005)
      • Thumbnail

        The effect of cost information on buyer-supplier negotiations in different power settings

        Roodhooft, Filip; Van den Abbeele, Alexandra; Warlop, Luk (2006)
      • Thumbnail

        The effect of cost information on buyer-supplier negotiations in different power settings

        Roodhooft, Filip; Van den Abbeele, Alexandra; Warlop, Luk (2005)
      • Thumbnail

        The effect of cost information on buyer-supplier negotiations in different power settings

        Roodhooft, Filip; Van den Abbeele, Alexandra; Warlop, Luk (2005)
      • Thumbnail

        The effect of cost information on buyer-supplier negotiations in different power settings

        Van den Abbeele, Alexandra; Roodhooft, Filip; Warlop, Luk (Accounting Organizations and Society, 2009)
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