Daniel Fernandes

Associate Professor of Marketing

Católica-Lisbon School of Business and Economics

Universidade Católica Portuguesa

Email: daniel.fernandes[at]ucp[dot]pt

Publications

Looking up or down on the social ladder: How socioeconomic comparisons shape judgments about monetary and time donations [web appendix]

Demczuk, Mantovani, and Fernandes (2023, Journal of Behavioral Decision Making)

People who make social comparisons to wealthier others believe that those wealthier others should donate more money and time to charity. However, people who make social comparisons to poorer others don't think they should donate more money than those poorer others. This is because richer people don't think they have more money to spare. Richer people only donate more when reminded of their hierarchical position (i.e., "you as a wealthier person") at the time of judgment, and in the rare cases when they don't believe in meritocracy (e.g., earned money because of luck and opportnity).

How Political Identity Shapes Customer Satisfaction [web appendix]

Fernandes, Ordabayeva, Han, Jung, and Mittal (2022, Journal of Marketing)

Conservatives are more satisfied with their purchases. This is because conservatives are more likely to believe in free-will that people are responsible for their actions and for the decisions they make. Conservatives believe in individual responsibility (e.g., wealth = effort and talent, obesity = lack of self-control, criminals = lack of morality). Consumers are willing to think they made a good choice, a motivated process that enables confident decisions and reduces the cognitive dissonance after choice. For instance, people like the attributes of the products they choose more so after choice than before choice (Simon and Spiller 2016, Psychological Science). Because conservatives think they are responsible for their actions, they engage more in this process. As a result, conservatives tend to trust their choices and be more satisfied with the things they choose.

Politics at the Mall: The Moral Foundations of Boycotts [web appendix] [conference slides]

Fernandes (2020, Journal of Public Policy and Marketing)

The differential distribution of moral concern explains the boycotts of liberals and conservatives, and contributes to the greater tendency of liberals to boycott. Liberals boycott to protect individual rights and conditions (individualizing values), whereas conservatives boycott in rarer cases to protect their inner circles (binding values). Therefore, liberals extend their concern for more permeable groups including animals and even plants, whereas conservatives care more for the protection of their social groups be that their family, extended relationships, affiliations or country.

Better or Different? How Political Ideology Shapes Preferences for Differentiation in the Social Hierarchy [web appendix] [video explaining findings]

Ordabayeva and Fernandes (2018, Journal of Consumer Research)

All consumers seek differentiation in choices. But liberals and conservatives do it in distinct ways. Liberals seek horizontal differentiation with more unique, different, personalized products, whereas conservatives seek vertical differentiation with more status, luxurious, high price products. This is because conservatives and liberals hold opposing beliefs about the legitimacy of the social hierarchy. Conservatives endorse the dominance-based view that the social hierarchy legitimately reflects individual differences in effort and ability, whereas liberals oppose that view.

How Am I Doing? Perceived Financial Well-Being, Its Potential Antecedents, and Its Relation to Overall Well-Being [web appendix]

Netemeyer, Warmath, Fernandes, and Lynch (2018, Journal of Consumer Research)

We develop a scale of financial well-being that is composed of two related, but separate constructs: 1) current money management stress; and 2) expected future financial security. Separate antecedents predict these constructs. Present-biased behaviors like making late or minimum payments, being materialistic and lacking self-control increase current money management stress, whereas more long-term beneficial behaviors like planning for money, having savings and investments, and being willing to take risks increase future financial security. Financial well-being explains about half of the variance in general well-being. For low-income consumers, current money management stress has a stronger influence on well-being. For middle and high-income consumers, what really matters is a sense of future financial security.

Ordabayeva and Fernandes (2017, Journal of Experimental Social Psychology)

Prompting people to focus on similarities increases support for redistribution (higher taxes among the rich and government spending for the poor). When focused on similarities, people are more likely to perceive that others are similar to each other and as such that income should be more fairly distributed.

When and Why We Forget to Buy

Fernandes, Puntoni, van Osselaer and Cowley (2016, Journal of Consumer Psychology)

Consumers are more likely to remember familiar products from their memory (memory-based shopping) and unfamiliar products from inspecting the store (stimulus-based shopping). Familiar chores come more easily to mind, but we can better detect unfamiliar products we need to buy in the store. Shoppers cannot anticipate when they are more likely to forget.

Financial Literacy, Financial Education and Downstream Financial Behaviors

Fernandes, Lynch, and Netemeyer (2014, Management Science)

The effect of financial literacy on downstream financial behaviors is very small. Across all studies ever conducted, the correlation between measured financial literacy and financial behaviors is r = .13. The effect of financial education interventions is even lower (r = .03) and decays over time. The effect of financial literacy is lower among low-income groups and is reduced when controlling for its correlates (numeracy, propensity to plan, confidence in investing, and willingness to take risks).

Political Conservatism and Variety-Seeking

Fernandes and Mandel (2014, Journal of Consumer Psychology)

Conservatives seek more variety in choices. Variety-seeking is a social norm (Ratner and Kahn 2002, Journal of Consumer Research). Conservatives follow norms and therefore are more likely to switch options, whereas liberals stick to whatever they prefer.

The 1/N Rule Revisited: Heterogeneity in the Naïve Diversification Bias

Fernandes (2013, International Journal of Research in Marketing)

The naïve diversification bias is observed among graduate and undergraduate students, mturk workers and even professors of finance at the university. Only intuitive thinking correlates with the extent to which people incur the naïve diversification bias.

The Anchor Contraction Effect in International Marketing Research

De Langhe, Puntoni, Fernandes, and van Osselaer (2011, Journal of Marketing Research)

People give more extreme ratings in their non-native language. The non-native language is less emotionally strong (Puntoni, De Langhe and van Osselaer 2009, Journal of Consumer Research). Therefore, the anchors of emotional scales feel less strong in the non-native language.

-----------------------------------

Book chapters

How Political Ideology Shapes Consumption Decisions

Ordabayeva, Çakanlar, and Fernandes (2023, Cambridge Handbook of Consumer Psychology)

The paper reviews how consumer, company and system political ideology shapes consumption decisions.

Evidence-Based Interventions for Financial Well-Being

Fernandes (2022, Behavioral Science in the Wild)

Four types of interventions for financial well-being are reviewed: financial education, rules of thumb, planning prompts and peer influence.

-----------------------------------

Working papers

Mortgage Blind Spot: Rent as the Reference Point for Mortgage Monthly Payments (with Nelson Camanho)

Does Prosocial Spending Increase Consumer Wellbeing? A Meta-analysis and Co-Twin Control Design (with Joe Gladstone)

Google Sites

Report abuse