Articles & Working Papers
John G. Lynch, Jr.
Roy J. Bostock Professor of Marketing
Ph.D. University of Illinois
, 1979

Working Papers

Zhao, Xinshu, John G. Lynch, Jr., and Qimei Chen (2009), "Reconsidering Baron and Kenny: Myths and Truths about Mediation Analysis," June 20, 2009. PDF

 

Publications

Lynch, John G., Jr. (in press), "A Consumer Psychologist's Comments on 'Consumer Behaviors: Opportunities for Innovative Products'," To appear in: in Steven Sheppelwich (Ed.) Innovative Financial Services for the Underserved. Federal Reserve Community Affairs Conference. PDF

Burson, Katherine A., Richard P. Larrick, and John G. Lynch, Jr. (in press), "Six of One, Half Dozen of the Other: Expanding and Contracting Numerical Dimensions Produces Preference Reversals," Psychological Science. PDF

Alexander, David, John G. Lynch, Jr. and Qing Wang (2008), “ As Time Goes By: Do Cold Feet Follow Warm Intentions for Really-New vs. Incrementally-New Products?" Journal of Marketing Research, 45 (June), 307–319.Executive Summary PDF MSI Insights Summary

Lynch, John G., Jr. and Gal Zauberman (2007), “Construing Consumer Decision Making," Journal of Consumer Psychology, 17 (2): 107-112 . PDF

Lo, Alison Kingchung, John G. Lynch, Jr., and Richard Staelin (2007), “How to Attract Customers by Giving Them the Short End of the Stick,” Journal of Marketing Research, 44 (February), 128-141. PDF Quicktime Video Media Coverage: Boston Globe US News & World Report

Lynch, John G., Jr. and Wendy Wood (2006), "Special Issue Editors' Statement: Helping Consumers Help Themselves, Journal of Public Policy and Marketing, 25 (Spring), 1-7. PDF

Lynch, John G., Jr. and Gal Zauberman (2006), “When Do You Want It? Time, Decisions, and Public Policy,” Journal of Public Policy and Marketing, 25 (Spring), 67–78. PDF

Lynch, John G., Jr. (2006), “Accessibility-Diagnosticity and the Multiple Pathway Anchoring and Adjustment Model,” Journal of Consumer Research, 33 (June), 25-27. PDF

Lynch, John G., Jr (2005), "Accessible but Nondiagnostic Memories about Memory and Consumer Choice," in Abbie Griffin and Cele Otnes (Eds.), 16th Paul D. Converse Symposium. Chicago: American Marketing Association, pp. 88-115. PDF

Zauberman, Gal and John G. Lynch, Jr. (2005) "Resource Slack and Discounting of Future Time versus Money," Journal of Experimental Psychology: General, 134 (1), 23-37. PDF. Media Coverage: Monitor on Psychology | American Psychological Association Press Release | Psychology Today |American Psychological Society Observer| New Scientist | WebMD | Scientific American | Australian Broadcasting Corporation | Die Welt |Seattle Post-Intelligencer | Arizona Republic | NY Times | US News & World Report | Boston Globe |

Ariely, Dan, John G. Lynch, Jr., and Manuel Aparicio IV (2004), "Learning by Collaborative and Individual-Based Recommendation Agents," Journal of Consumer Psychology, 14 (1&2), 81-95. Abstract. PDF

Diehl, Kristin, Laura Kornish, and John G. Lynch, Jr. (2003), "Smart Agents: When Lower Search Costs for Quality Information Increase Price Sensitivity," Journal of Consumer Research, 30 (June), 56-71. Abstract. PDF

Wood, Stacy L. and John G. Lynch, Jr., (2002) "Prior Knowledge and Complacency in New Product Learning," Journal of Consumer Research, 29 (December), 416-426. Abstract. PDF

Owhoso, Vincent E., William F. Messier, Jr. and John G. Lynch Jr. (2002), "Error Detection by Industry Specialized Teams During Sequential Audit Review" Journal of Accounting Research, 40 (June), 883-900. Abstract. PDF.

Hutchinson, J. Wesley, Wagner A. Kamakura, and John G. Lynch, Jr., (2000) "Unobserved Heterogeneity As An Alternative Explanation for 'Reversal' Effects in Behavioral Research." Journal of Consumer Research, 27 (December), 323-344. Abstract. PDF.

Lynch, John G., Jr. and Dan Ariely (2000), "Wine Online: Search Costs and Competition on Price, Quality, and Distribution," Marketing Science, 19 (1), 83-103. Winner of the 2001 Marketing Science Institute Best paper award. Finalist for John D. C. Little Award, 2001, for the best paper published in Marketing Science/Management Science in 2000. Abstract. PDF. Wall Street Journal Coverage. MSI Insights Summary.

Lynch, John G., Jr. (1999), "Theory and External Validity," Journal of the Academy of Marketing Science, 27 (Summer), 367-376. Invited comment on "Experimentation in the 21st Century: The Importance of External Validity" by Russell S. Winer. PDF

Lynch, John G., Jr. (1998), "Presidential Address: Reviewing" in Joseph Alba and J. Wesley Hutchinson, Advances in Consumer Research, Volume 25, 1-6 HTML or ACR Website

Alba, Joseph, John Lynch, Barton Weitz, Chris Janiszewski, Richard Lutz, Alan Sawyer, Stacy Wood (1997), "Interactive Home Shopping: Consumer, Retailer, and Manufacturer Incentives to Participate in Electronic Marketplaces," Journal of Marketing, 61 (July), 38-53. [Winner of the Paul Root/MSI Award for greatest contribution to the practice of marketing in 1997 Journal of Marketing. Winner of 2005 AMA Louis Stern Award for Outstanding 1997-2002 Article on Marketing Channels and Distribution. Reprinted in Marketing Communications Classics, (Eds. M. Fitzgerald and D. Arnott), London: Thompson Learning 2000, in Internet Marketing: Readings and Online Resources, (Ed. Paul Richardson), New York: McGraw-Hill Irwin 2001, and as "Achat interactif a domicile: quels avantages pour les consommateurs, les distributeurs et les producteurs presents sur le marche electronique?" in Recherche et Applications en Marketing, Vol. 13, N°3, 38-53. Partially reproduced as Marketing Science Institute Report #97-105, "Interactive Home Shopping and the Retail Industry." Summarized in Thomas Kiely, "Interactive Home Shopping: The Pleasures and Perils of Selling in Cyberspace," Harvard Business Review, September-October 1996, p. 12.] Abstract PDF

Huber, Joel, John Lynch, Kim Corfman, Jack Feldman, Morris Holbrook, Don Lehmann, Bertrand Munier, David Schkade, and Itamar Simonson (1997), "Thinking About Values in Prospect and Retrospect: Maximizing Experienced Utility," Marketing Letters, 8 (June), 323-334. PDF

Mitra, Anusree, and John G. Lynch, Jr. (1996), "Advertising Effects on Prices Paid and Liking for Brands Selected," Marketing Letters, 7 (1), 19-29. PDF

Mitra, Anusree, and John G. Lynch, Jr. (1995), "Toward a Reconciliation of Market Power and Information Theories of Advertising Effects on Price Elasticity," Journal of Consumer Research, 21 (March), 644-659. (Winner of the 1995 Robert Ferber Award for best interdisciplinary article based on a doctoral dissertation published in JCR.) PDF

Wright, Alice A. and John G. Lynch, Jr. (1995), "Communication Effects of Advertising vs. Direct Experience When Both Search and Experience Attributes are Present." Journal of Consumer Research, 21 (March), 708-718. PDF

Sawyer, Alan G., John G. Lynch, Jr., and David L. Brinberg (1995), "A Bayesian Analysis of the Information Value of Manipulation and Confounding Checks in Theory Tests." Journal of Consumer Research, 21 (March), 581-595. PDF

Lynch, John G., Jr., Thomas E. Buzas, and Sanford V. Berg (1994), "Regulatory Measurement and Evaluation of Telephone Service Quality," Management Science, 40 (February), 169-194. Abstract. PDF

Simmons, Carolyn J., Barbara Bickart, and John G. Lynch, Jr. (1993), "Capturing and Creating Public Opinion in Survey Research." Journal of Consumer Research, 20 (September), 316-329. PDF

Brinberg, David L., John G. Lynch, Jr., and Alan G. Sawyer (1992), "Hypothesized and Confounded Explanations in Theory Tests: A Bayesian Analysis." Journal of Consumer Research, 19 (September), 139-154.a,b (Finalist, 1993 JCR Award for Best Article 1990-92 & Finalist, 1995 JCR Award for Best Article 1992-1994.) PDF

Berg, Sanford and John G. Lynch, Jr. (1992), "The Measurement and Encouragement of Telephone Service Quality," Telecommunications Policy, (April), 210-224. PDF

Alba, Joseph W., J. Wesley Hutchinson, and John G. Lynch, Jr., "Memory and Decision Making," in H. Kassarjian and T. Robertson (Eds.) Handbook of Consumer Behavior. Englewood Cliffs, NJ: Prentice Hall, 1991, 1-49. PDF

Lynch, John G. Jr., Dipankar Chakravarti, and Anusree Mitra (1991), "Contrast Effects in Consumer Judgments: Changes in Mental Representations or in the Anchoring of Rating Scales?" Journal of Consumer Research, 18 (December), 284-297.a (Winner of 1994 JCR Award for Best Article appearing in JCR in 1991-1993.) PDF

Simmons, Carolyn J. and John G. Lynch, Jr. (1991), "Inference Effects Without Inference Making? Effects of Missing Information on Discounting and Use of Presented Information," Journal of Consumer Research, 17 (March), 477-491. PDF

Lynch, John G., and Chezy Ofir (1989), "Effects of Cue Consistency and Value on Base-Rate Utilization," Journal of Personality and Social Psychology, 56 (Feb.), 170-181. PDF

Lynch, John G., Howard Marmorstein, and Michael F. Weigold (1988), "Choices from Sets Including Remembered Brands: Use of Recalled Attributes and Prior Overall Evaluations," Journal of Consumer Research, 15 (September), 169-184. (Winner of the JCR Award for Best Article appearing in JCR in 1988-1990.) PDF

Feldman, Jack M. and John G. Lynch, Jr. (1988), "Self-Generated Validity and Other Effects of Measurement on Belief, Attitude, Intention, and Behavior," Journal of Applied Psychology, 73 (August), 421-435. (Winner of 2004 Paul D. Converse Award for Outstanding Contribution to the Science of Marketing. Reprinted in M.L. Hogg (Ed.), Consumer Behaviour (Vol. 2) , London : Sage Publications, 2005.) Abstract PDF

Lynch, John G., Jr. (1985), "Uniqueness Issues in Decompositional Modeling of Multiattribute Overall Evaluations: An Information Integration Perspective," Journal of Marketing Research, 22 (February), 1-19.b (Winner of the 1990 William O'Dell Award for Outstanding Article in JMR in 1985.) PDF

Ofir, Chezy and John G. Lynch, Jr. (1984), "Context Effects on Judgment Under Uncertainty," Journal of Consumer Research, 11 (September), 668-679. PDF

Chakravarti, Dipankar and John G. Lynch, Jr. (1983), "A Framework for Exploring Context Effects in Consumer Judgment and Choice." In Richard P. Bagozzi and Alice M. Tybout (Eds.), Advances in Consumer Research, Vol. 10, Ann Arbor, MI: Association for Consumer Research, , 289-297. HTML

Lynch, John G., Jr. (1983), "The Role of External Validity in Theoretical Research," Journal of Consumer Research, 10 (June), 109-111. PDF

Lynch, John G., Jr. (1982), "On the External Validity of Experiments in Consumer Research," Journal of Consumer Research, 9 (December), 225-239. PDF. Erratum

Lynch, John G., Jr. and Thomas K. Srull (1982), "Memory and Attentional Factors in Consumer Choice," Journal of Consumer Research, 9 (June), 18-37. (Winner of 2004 Paul D. Converse Award for Outstanding Contribution to the Science of Marketing. Reprinted in M.L. Hogg (Ed.), Consumer Behaviour (Vol. 2) , London : Sage Publications, 2005.) PDF

Lynch, John G., Jr. (1981), "A Method for Determining the Sequencing of Cognitive Processes in Judgment: Order Effects on Reaction Times." In Kent B. Monroe (Ed.) Advances in Consumer Research, Vol. 8, Ann Arbor, MI: Association for Consumer Research, 134-139. HTML

Lynch, John G., Jr. (1979), "Why Additive Utility Models Fail as Descriptions of Choice Behavior," Journal of Experimental Social Psychology, 15 (July), 397-417. PDF

Lynch, John G., Jr. and Jerry L. Cohen (1978), "The Use of Subjective Expected Utility Theory as an Aid to Understanding Variables that Influence Helping Behavior," Journal of Personality and Social Psychology, 36 (October), 1130-1151. PDF

Really Old Working Papers

Below are two versions of a working paper that I never published. Both versions are occasionally cited.

Lynch, John G., Jr. (1984), "Adventures in Paramorphic Modeling: Models of Consumers' Processing of Negative Information." University of Florida, Center for Consumer Research Working Paper #39. PDF

Lynch, John G. Jr. (1983) "Looking for Confirming Evidence: The Case of the Elusive Conjunctive Consumer Decision Process." University of Florida, Center for Consumer Research Working Paper #31. PDF (very large file)