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A Critical Appraisal of Demand Artifacts in Consumer Research

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  • Shimp, Terence A
  • Hyatt, Eva M
  • Snyder, David J

Abstract

Especially since the publication of Sawyer's instructive article on the topic, consumer researchers have been concerned that demand artifacts significantly compromise the validity and generalizability of experimental findings. In this article the authors provide an overview of the issues surrounding the demand-artifacts controversy, evaluate the preconditions for demand artifacts. and offer a critique of suppositions about the consequences and appropriate control of demand artifacts. J. Kellaris and A. Cox's (1989) critique of G. Gorn's (1982) well-known classical conditioning experiments provides the back-drop for much of the discussion. Copyright 1991 by the University of Chicago.

Suggested Citation

  • Shimp, Terence A & Hyatt, Eva M & Snyder, David J, 1991. "A Critical Appraisal of Demand Artifacts in Consumer Research," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 18(3), pages 273-283, December.
    • Handle: RePEc:oup:jconrs:v:18:y:1991:i:3:p:273-83
    DOI: 10.1086/209259
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    Cited by:

    1. Bone, Paula Fitzgerald, 1995. "Word-of-mouth effects on short-term and long-term product judgments," Journal of Business Research, Elsevier, vol. 32(3), pages 213-223, March.
    2. Khan, Jashim, 2011. "Validation in marketing experiments revisited," Journal of Business Research, Elsevier, vol. 64(7), pages 687-692, July.
    3. Leiby, Justin, 2018. "The role of consultants and management prestige in management control system adoption," Accounting, Organizations and Society, Elsevier, vol. 66(C), pages 1-13.
    4. Ofir, Chezy & Simonson, Itamar & Yoon, Song-Oh, 2007. "Customer Compliance with Presumed Market Research Goals: Motivational Drivers of Negative Service Evaluations," Research Papers 1962, Stanford University, Graduate School of Business.
    5. Armstrong, J. Scott & Collopy, Fred, 1996. "Competitor Orientation: Effects of Objectives and Information on Managerial Decisions and Profitability," MPRA Paper 81676, University Library of Munich, Germany.
    6. Christopher P. Blocker & Kenneth C. Manning & Carlos A. Trujillo, 2023. "Beyond radical affordability in the base of the pyramid: The role of consumer self‐confidence in product acceptance," Journal of Consumer Affairs, Wiley Blackwell, vol. 57(1), pages 619-647, January.
    7. Dotson, Michael J. & Hyatt, Eva M., 2000. "Religious Symbols as Peripheral Cues in Advertising: A Replication of the Elaboration Likelihood Model," Journal of Business Research, Elsevier, vol. 48(1), pages 63-68, April.
    8. Easley, Richard W. & Bearden, William O. & Teel, Jesse E., 1995. "Testing predictions derived from inoculation theory and the effectiveness of self-disclosure communications strategies," Journal of Business Research, Elsevier, vol. 34(2), pages 93-105, October.
    9. Eric T. Anderson & Duncan I. Simester, 2001. "Are Sale Signs Less Effective When More Products Have Them?," Marketing Science, INFORMS, vol. 20(2), pages 121-142, March.
    10. Niek Hensen & Debbie I. Keeling & Ko Ruyter & Martin Wetzels & Ad Jong, 2016. "Making SENS: exploring the antecedents and impact of store environmental stewardship climate," Journal of the Academy of Marketing Science, Springer, vol. 44(4), pages 497-515, July.
    11. Easley, Richard W. & Madden, Charles S. & Dunn, Mark G., 2000. "Conducting Marketing Science: The Role of Replication in the Research Process," Journal of Business Research, Elsevier, vol. 48(1), pages 83-92, April.
    12. Relling, Marleen & Schnittka, Oliver & Sattler, Henrik & Johnen, Marius, 2016. "Each can help or hurt: Negative and positive word of mouth in social network brand communities," International Journal of Research in Marketing, Elsevier, vol. 33(1), pages 42-58.
    13. Teas, R. Kenneth & Laczniak, Russell N., 2004. "Measurement process context effects in empirical tests of causal models," Journal of Business Research, Elsevier, vol. 57(2), pages 162-174, February.
    14. Cleeren, K. & Dekimpe, M.G. & Helsen, K., 2008. "Weathering product-harm crises," Other publications TiSEM 283b51f8-dd35-4a10-930a-8, Tilburg University, School of Economics and Management.
    15. Darryl B. Rice & Regina M. Taylor & Yiding Wang & Sijing Wei & Valentina Ge, 2023. "My Company Cares About My Success…I Think: Clarifying Why and When a Firm’s Ethical Reputation Impacts Employees’ Subjective Career Success," Journal of Business Ethics, Springer, vol. 186(1), pages 159-177, August.
    16. DiClemente, Diane F. & Hantula, Donald A., 2003. "Applied behavioral economics and consumer choice," Journal of Economic Psychology, Elsevier, vol. 24(5), pages 589-602, October.
    17. JS Armstrong & Fred Collopy, 2004. "Effects of Objectives and Information on Managerial Decisions and Profitability," General Economics and Teaching 0412014, University Library of Munich, Germany.
    18. Carl Obermiller & Alan Sawyer, 2011. "The effects of advertisement picture likeability on information search and brand choice," Marketing Letters, Springer, vol. 22(2), pages 101-113, June.
    19. repec:dau:papers:123456789/4252 is not listed on IDEAS
    20. Valerius M. Ciuca, 2006. "Comportement de l’individu questionne le cas du consommateur (Response behavior of the human subject the consumer case)," Working Papers 131, Laboratoire de Recherche sur l'Industrie et l'Innovation. ULCO / Research Unit on Industry and Innovation.
    21. Oliver Schnittka & Alexander Himme & Dominik Papies & David Pellenwessel, 2017. "Are sponsors blamed for edging off? Consumer reactions to sponsorship terminations," Journal of Business Economics, Springer, vol. 87(7), pages 943-984, October.
    22. Valentyna Melnyk & Stijn Osselaer, 2012. "Make me special: Gender differences in consumers’ responses to loyalty programs," Marketing Letters, Springer, vol. 23(3), pages 545-559, September.

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