Publications Database

Welcome to the new Schulich Peer-Reviewed Publication Database!

The database is currently in beta-testing and will be updated with more features as time goes on. In the meantime, stakeholders are free to explore our faculty’s numerous works. The left-hand panel affords the ability to search by the following:

  • Faculty Member’s Name;
  • Area of Expertise;
  • Whether the Publication is Open-Access (free for public download);
  • Journal Name; and
  • Date Range.

At present, the database covers publications from 2012 to 2020, but will extend further back in the future. In addition to listing publications, the database includes two types of impact metrics: Altmetrics and Plum. The database will be updated annually with most recent publications from our faculty.

If you have any questions or input, please don’t hesitate to get in touch.

 

Search Results

Berger, J., Rocklage, M. D., and Packard G. (2022). "Expression Modalities: How Speaking versus Writing Shapes Word of Mouth", Journal of Consumer Research.

Open Access Download

Abstract Word of mouth is both frequent and important. But might the way consumers communicate (i.e., speaking versus writing) shape the language they use? And, as a result, the impact of what they share? While a great deal of research has begun to examine the behavioral drivers of word of mouth, there has been less attention to how communication modality might shape what consumers share. Five studies demonstrate that compared to writing, speaking increases the emotionality of communication. Speaking often involves less time to deliberate about what to say, so consumers use more emotional language. This difference in language produced, in turn, can lead to greater persuasion. This work sheds light on drivers of word of mouth, effects of communication modality, and role of language in communication.

Packard, G. and Berger J. (2017). "How Language Shapes Word of Mouth’s Impact", Journal of Marketing Research, 54(4), 572-588.

Open Access Download

Packard, G., Gershoff, A. and Wooten D. (2016). "When Boastful Word of Mouth Helps Versus Hurts Social Perceptions and Persuasion", Journal of Consumer Research, 43(1), 26-43.

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Abstract Although self-enhancement has recently been established as a central motive for sharing word-of-mouth information, little is known about the impact of self-enhancing assertions (e.g., boasting) on persuasion. We theorize, and demonstrate in three studies, that although boasting is perceived negatively, such immodest self-presentations can either impede or enhance social perceptions and persuasion. The valence of the persuasion outcome depends heavily on trust cues that change the meaning of boasting to the word-of-mouth recipient. Boasting in the presence of low trust cues activates heightened vigilance (e.g., valenced thoughts) about the source’s motives, leading to decreased persuasion. However, when given reason to trust the source specifically or people generally, boasting is readily accepted as a signal of source expertise, leading to increased persuasion. Implications for consumer decision making and firms seeking to manage consumer social influence are discussed.

Packard, G. and Wooten, D. (2013). "Compensatory Knowledge Signaling in Consumer Word-of-Mouth", Journal of Consumer Psychology, 23(4), 434-450.

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Abstract This paper extends prior research on consumer knowledge beliefs and word-of-mouth transmission. Findings from four studies suggest that people compensate for unfavorable discrepancies between their actual and ideal consumer knowledge with heightened efforts to signal knowledgeability through the content and volume of their word-of-mouth transmissions. This compensatory knowledge signaling effect is moderated by the self-concept relevance (psychological closeness) of the word-of-mouth target and lay beliefs in the self-enhancement benefits of transmitting product knowledge. Content analysis of participants' product communications further supports our knowledge signaling account. The relationship between actual:ideal knowledge discrepancies and heightened word-of-mouth intentions is mediated by the specific negative emotion associated with actual:ideal self-discrepancies. Overall, the findings suggest that the relationship between consumer knowledge and word-of-mouth transmission depends not only on what you think you know, but also on what you wish you knew.