- So far, 5 out of 43 (11.6%) attempted replications in marketing were unambiguously successful.
- This includes only high-powered, preregistered direct replications.
- By default, successful replications are at the top.
| Original study | Study # (original) | Replication study | Unambiguous success | Date replication became available | Project | Notes | Original sample | Replication sample |
|---|---|---|---|---|---|---|---|---|
| Dhar, R. (1997). Consumer preference for a no-choice option. Journal of consumer research, 24(2), 215-231. | 1 and 2 | Evangelidis, I., Levav, J., & Simonson, I. (2020). A Reexamination of the Impact of Decision Conflict on Choice Deferral. Available at SSRN 3702454. Forthcoming at Management Science. | January 18, 2022 | The authors ran 40 experiments with a mix of direct and conceptual studies. More recent studies were preregistered. Fairly consistent failure to support findings of Dhar (1997) and Tversky and Shafir (1992). Most of the studies showed the opposite effect. | total N = 490 students | total n = 26,703 | ||
| Luce, M. F. (1998). Choosing to avoid: Coping with negatively emotion-laden consumer decisions. Journal of consumer research, 24(4), 409-433. | 1 | Evangelidis, I., Levav, J., & Simonson, I. (2020). A Reexamination of the Impact of Decision Conflict on Choice Deferral. Available at SSRN 3702454. Forthcoming at Management Science. | January 18, 2022 | N=235 | N=903 Mturk | |||
| Johnson, E. J., Bellman, S., & Lohse, G. L. (2002). Defaults, framing and privacy: Why opting in-opting out1. Marketing letters, 13(1), 5-15. | 1 | Chandrashekar, S., Adelina, N., Zeng, S., Esther, C. Y. Y., Leung, G. Y. S., Henne, P., … Feldman, G. (2022, January 14). Defaults versus framing: Revisiting Default Effect and Framing Effect with replications and extensions of Johnson and Goldstein (2003) and Johnson, Bellman, and Lohse (2002). https://doi.org/10.31234/osf.io/nymh2 | January 14, 2022 | Gilad Feldman Lab | N=277 online panel | N=1920 Mturk | ||
| S. M. Tully, H. E. Hershfield, T. Meyvis, Seeking lasting enjoyment with limited money: Financial constraints increase preference for material goods over experiences. J. Consum. Res. 42, 59–75 | 5 | O’Donnell, M., Dev, A. S., Antonoplis, S., Baum, S. M., Benedetti, A. H., Brown, N. D., … & Nelson, L. D. (2021). Empirical audit and review and an assessment of evidentiary value in research on the psychological consequences of scarcity. Proceedings of the National Academy of Sciences, 118(44). | Yes | November 2, 2021 | Scarcity PNAS | N=407 Mturk | N=712 Mturk | |
| Lee, S., Baumgartner, H., & Winterich, K. P. (2018). Did they earn it? Observing unearned luxury consumption decreases brand attitude when observers value fairness. Journal of Consumer Psychology, 28(3), 412-436. | 4 | O’Donnell, M., Dev, A. S., Antonoplis, S., Baum, S. M., Benedetti, A. H., Brown, N. D., … & Nelson, L. D. (2021). Empirical audit and review and an assessment of evidentiary value in research on the psychological consequences of scarcity. Proceedings of the National Academy of Sciences, 118(44). | November 2, 2021 | Scarcity PNAS | N=251 undergrads | N=604 Mturk | ||
| Fernbach, P. M., Kan, C., & Lynch Jr, J. G. (2015). Squeezed: Coping with constraint through efficiency and prioritization. Journal of Consumer Research, 41(5), 1204-1227. | 2 | O’Donnell, M., Dev, A. S., Antonoplis, S., Baum, S. M., Benedetti, A. H., Brown, N. D., … & Nelson, L. D. (2021). Empirical audit and review and an assessment of evidentiary value in research on the psychological consequences of scarcity. Proceedings of the National Academy of Sciences, 118(44). | November 2, 2021 | Scarcity PNAS | N=102 Mturk | N=255 Mturk | ||
| Monga, A., May, F., & Bagchi, R. (2017). Eliciting time versus money: time scarcity underlies asymmetric wage rates. Journal of consumer research, 44(4), 833-852. | 4 | O’Donnell, M., Dev, A. S., Antonoplis, S., Baum, S. M., Benedetti, A. H., Brown, N. D., … & Nelson, L. D. (2021). Empirical audit and review and an assessment of evidentiary value in research on the psychological consequences of scarcity. Proceedings of the National Academy of Sciences, 118(44). | November 2, 2021 | Scarcity PNAS | N=189 Mturk | N=467 Mturk | ||
| Roux, C., Goldsmith, K., & Bonezzi, A. (2015). On the psychology of scarcity: When reminders of resource scarcity promote selfish (and generous) behavior. Journal of consumer research, 42(4), 615-631. | 4 | O’Donnell, M., Dev, A. S., Antonoplis, S., Baum, S. M., Benedetti, A. H., Brown, N. D., … & Nelson, L. D. (2021). Empirical audit and review and an assessment of evidentiary value in research on the psychological consequences of scarcity. Proceedings of the National Academy of Sciences, 118(44). | November 2, 2021 | Scarcity PNAS | N=157 Mturk | N=414 Mturk | ||
| Zhu, M., & Ratner, R. K. (2015). Scarcity polarizes preferences: The impact on choice among multiple items in a product class. Journal of Marketing Research, 52(1), 13-26. | 2 | O’Donnell, M., Dev, A. S., Antonoplis, S., Baum, S. M., Benedetti, A. H., Brown, N. D., … & Nelson, L. D. (2021). Empirical audit and review and an assessment of evidentiary value in research on the psychological consequences of scarcity. Proceedings of the National Academy of Sciences, 118(44). | November 2, 2021 | Scarcity PNAS | N=200 online participants | N=595 Mturk | ||
| Mehta, R., & Zhu, M. (2016). Creating when you have less: The impact of resource scarcity on product use creativity. Journal of Consumer Research, 42(5), 767-782. | 2 | O’Donnell, M., Dev, A. S., Antonoplis, S., Baum, S. M., Benedetti, A. H., Brown, N. D., … & Nelson, L. D. (2021). Empirical audit and review and an assessment of evidentiary value in research on the psychological consequences of scarcity. Proceedings of the National Academy of Sciences, 118(44). | November 2, 2021 | Scarcity PNAS | N=153 online | N=381 Mturk | ||
| Kristofferson, K., McFerran, B., Morales, A. C., & Dahl, D. W. (2017). The dark side of scarcity promotions: how exposure to limited-quantity promotions can induce aggression. Journal of Consumer Research, 43(5), 683-706. | 5 | O’Donnell, M., Dev, A. S., Antonoplis, S., Baum, S. M., Benedetti, A. H., Brown, N. D., … & Nelson, L. D. (2021). Empirical audit and review and an assessment of evidentiary value in research on the psychological consequences of scarcity. Proceedings of the National Academy of Sciences, 118(44). | November 2, 2021 | Scarcity PNAS | N=194 Mturk | N=502 Mturk | ||
| Durante, K. M., Griskevicius, V., Redden, J. P., & Edward White, A. (2015). Spending on daughters versus sons in economic recessions. Journal of Consumer Research, 42(3), 435-457. | 4 | O’Donnell, M., Dev, A. S., Antonoplis, S., Baum, S. M., Benedetti, A. H., Brown, N. D., … & Nelson, L. D. (2021). Empirical audit and review and an assessment of evidentiary value in research on the psychological consequences of scarcity. Proceedings of the National Academy of Sciences, 118(44). | November 2, 2021 | Scarcity PNAS | N=194 Mturk | N=502 Mturk | ||
| Cook, L. A., & Sadeghein, R. (2018). Effects of perceived scarcity on financial decision making. Journal of Public Policy & Marketing, 37(1), 68-87. | 3 | O’Donnell, M., Dev, A. S., Antonoplis, S., Baum, S. M., Benedetti, A. H., Brown, N. D., … & Nelson, L. D. (2021). Empirical audit and review and an assessment of evidentiary value in research on the psychological consequences of scarcity. Proceedings of the National Academy of Sciences, 118(44). | Yes | November 2, 2021 | Scarcity PNAS | They got a significant 3-way interaction like the original but didn’t indicate whether it followed the same pattern (triple threat borrowed the most) | N=199 Mturk | N=507 Mturk |
| Jordan Etkin, Sarah A Memmi, Goal Conflict Encourages Work and Discourages Leisure, Journal of Consumer Research, Volume 47, Issue 5, February 2021, Pages 716–736, | 1a | http://datacolada.org/97 | May 4, 2021 | Data Replicada | N = 210 Mturk | N = 1008 Mturk; N = 1127 Mturk | ||
| Feinberg, R. A. (1986). Credit cards as spending facilitating stimuli: A conditioning interpretation. Journal of consumer research, 13(3), 348-356. | 2 | Xiao, Q., Lam, C. S., Piara, M., & Feldman, G. (2021). Revisiting status quo bias: Replication of Samuelson and Zeckhauser (1988). Meta-Psychology, 5. | February 3, 2021 | N=60 undergrads | N=178 Mturk N=205 Mturk; N=118 Belgium lab N=191 Belgium online | |||
| Thomas, M., Desai, K. K., & Seenivasan, S. (2011). How credit card payments increase unhealthy food purchases: Visceral regulation of vices. Journal of consumer research, 38(1), 126-139. | 2 | Xiao, Q., Lam, C. S., Piara, M., & Feldman, G. (2021). Revisiting status quo bias: Replication of Samuelson and Zeckhauser (1988). Meta-Psychology, 5. | February 3, 2021 | N=151 university students | N=178 Mturk N=205 Mturk; N=118 Belgium lab N=191 Belgium online | |||
| Wang, Y., & Griskevicius, V. (2014). Conspicuous Consumption, Relationships, and Rivals: Women’s Luxury Products as Signals to Other Women. Journal of Consumer Research, 40(5), 834–854. https://doi.org/10.1086/673256 | 1 | Tunca, B., & Yanar, E. (2020). Women’s Luxury Products as Signals to Other Women. Journal of Marketing Behavior, 4(2-4), 227-238. https://doi.org/10.1561/107.00000066 | December 21, 2020 | 1st study was conceptual; 2nd study was direct replication | N=69 Mturk | N=250 Prolific; N=255 Prolific | ||
| Cian L, Longoni C, Krishna A. Advertising a Desired Change: When Process Simulation Fosters (vs. Hinders) Credibility and Persuasion. Journal of Marketing Research. 2020;57(3):489-508. doi:10.1177/0022243720904758 | 2 | http://datacolada.org/94 | Yes | December 3, 2020 | Data Replicada | N=213 Mturk | N=761 Mturk; N=769 Mturk | |
| Sokolova T, Seenivasan S, Thomas M. The Left-Digit Bias: When and Why Are Consumers Penny Wise and Pound Foolish? Journal of Marketing Research. 2020;57(4):771-788. doi:10.1177/0022243720932532 | 1 | http://datacolada.org/92 | October 1, 2020 | Data Replicada | Both replications showed marginal directional support for the effects (p=.091,p=.099) | N=145 Mturk | N=1099 Mturk; N=1555 Mturk | |
| Noah Vanbergen, Caglar Irmak, Julio Sevilla, Product Entitativity: How the Presence of Product Replicates Increases Perceived and Actual Product Efficacy, Journal of Consumer Research, Volume 47, Issue 2, August 2020, Pages 192–214, https://doi.org/10.1093/jcr/ucaa006 | 1 | http://datacolada.org/90 | August 18, 2020 | Data Replicada | N=87 Mturk | N=636 Mturk: N=574 Mturk; N=702 Mturk | ||
| Hanyong Park, Ashok K Lalwani, David H Silvera, The Impact of Resource Scarcity on Price-Quality Judgments, Journal of Consumer Research, Volume 46, Issue 6, April 2020, Pages 1110–1124, https://doi.org/10.1093/jcr/ucz031 | 2A | http://datacolada.org/89 | July 21, 2020 | Data Replicada | This was actually inconclusive. There was a high rate of attrition that differed across conditions and seemed to severely bias the results. | N=149 Mturk | N=773 Mturk; N=2101 Mturk | |
| Feifei Huang, Vincent Chi Wong, Echo Wen Wan, The Influence of Product Anthropomorphism on Comparative Judgment, Journal of Consumer Research, Volume 46, Issue 5, February 2020, Pages 936–955, https://doi.org/10.1093/jcr/ucz028 | 2 | http://datacolada.org/87 | May 20, 2020 | Data Replicada | N=101 Mturk | N=562 Mturk; N=584 Prolific | ||
| Irmak et al., 2013 C. Irmak, C.J. Wakslak, Y. Trope Selling the forest, buying the trees: The effect of construal level on seller-buyer price discrepancy Journal of Consumer Research, 40 (2013), pp. 284-297, 10.1086/670020 | 2 | Ignazio Ziano, Jing Dan Yao, Yajing Gao, Gilad Feldman, Impact of ownership on liking and value: Replications and extensions of three ownership effect experiments, Journal of Experimental Social Psychology, Volume 89, 2020, 103972, ISSN 0022-1031, https://doi.org/10.1016/j.jesp.2020.103972. | May 19, 2020 | Gilad Feldman Lab | N=60 undergraduates | N=311 Mturk; N=1001 Mturk | ||
| Dubois, David, Derek D. Rucker, and Adam D. Galinsky. “Super size me: Product size as a signal of status.” Journal of Consumer Research 38, no. 6 (2012): 1047-1062. | 1 | Ziano, Ignazio, and Burak Tunca. 2020. “Super Size Me: An Unsuccessful Preregistered Replication of the Effect of Product Size on Status Signaling.” PsyArXiv. April 19. doi:10.31234/osf.io/fm7aj. | April 19, 2020 | N=183 undergraduates | N=415 Mturk | |||
| Kyra L Wiggin, Martin Reimann, Shailendra P Jain, Curiosity Tempts Indulgence, Journal of Consumer Research, Volume 45, Issue 6, April 2019, Pages 1194–1212, https://doi.org/10.1093/jcr/ucy055 | 3 | http://datacolada.org/85 | March 10, 2020 | Data Replicada | The first study actually worked due to demand effect. When removed, the study failed. Should maybe be 1/2, but saying 0/2 seemed more accurate. | N=197 Mturk | N=1518 Mturk; N=1489 Mturk | |
| Jennifer Savary, Ravi Dhar, The Uncertain Self: How Self-Concept Structure Affects Subscription Choice, Journal of Consumer Research, Volume 46, Issue 5, February 2020, Pages 887–903, https://doi.org/10.1093/jcr/ucz022 | 4 | http://datacolada.org/84 | February 11, 2020 | Data Replicada | N=405 mturk | N=1283 Mturk | ||
| Eugenia C Wu, Sarah G Moore, Gavan J Fitzsimons, Wine for the Table: Self-Construal, Group Size, and Choice for Self and Others, Journal of Consumer Research, Volume 46, Issue 3, October 2019, Pages 508–527, https://doi.org/10.1093/jcr/ucy082 | 3 | http://datacolada.org/83 | January 15, 2020 | Data Replicada | The 3-way interaction worked in one study but the shape of the interaction did not support the original hypotheses | N=250 Mturk | N=1118 Mturk; N=1305 Mturk | |
| 1. Jami A. Having Control Over and Above Situations: The Influence of Elevated Viewpoints on Risk Taking. Journal of Marketing Research. 2019;56(2):230-244. doi:10.1177/0022243718813544 | 1b | http://datacolada.org/82 | December 11, 2019 | Data Replicada | N=203 Mturk | N=603 Mturk | ||
| Mazar, N., Amir, O., & Ariely, D. (2008). The Dishonesty of Honest People: A Theory of Self-Concept Maintenance. Journal of Marketing Research, 45(6), 633–644. doi:10.1509/jmkr.45.6.633 | 1 | Verschuere B, Meijer EH, Jim A, et al. Registered Replication Report on Mazar, Amir, and Ariely (2008). Advances in Methods and Practices in Psychological Science. September 2018:299-317. doi:10.1177/2515245918781032 | September 1, 2018 | 229 students | 25 replications (total N=4674) w/students in large classrooms | |||
| Wadhwa, M., & Zhang, K. (2015). This number just feels right: The impact of roundedness of price numbers on product evaluations. Journal of Consumer Research, 41(5), 1172-1185. | 5 | Harms, C., Genau, H. A., Meschede, C., & Beauducel, A. (2018). Does it actually feel right? A replication attempt of the rounded price effect. Royal Society open science, 5(4), 171127. | April 25, 2018 | N=318 Mturk | N=588 German speakers recruited through various online channels | |||
| Wadhwa, M., & Zhang, K. (2015). This number just feels right: The impact of roundedness of price numbers on product evaluations. Journal of Consumer Research, 41(5), 1172-1185. | 3 | O’Donnell, M., & Nelson, L. D. (2015, December 3). Wadhwa & Zhang, 2015 Study 3 Replication. https://doi.org/10.17605/OSF.IO/AM32K | April 25, 2018 | This study is described in Harms et al. 2018 (another replication of Wadhwa and Zhang 2015) | N=177 (Mturk?) | N=750? Mturk? | ||
| Gorn, G. J. (1982). The effects of music in advertising on choice behavior: A classical conditioning approach. Journal of marketing, 46(1), 94-101. | 1 | Vermeulen, I., Batenburg, A., Beukeboom, C. J., & Smits, T. (2014). Breakthrough or One-Hit Wonder?. Social Psychology. | January 1, 2014 | N=205 undergrads | N=158 students; N=190 students; N=91 students | |||
| Sussman, A. B., & Olivola, C. Y. (2011). Axe the tax: Taxes are disliked more than equivalent costs. Journal of Marketing Research, 48(SPL), S91-S101. | 1,2 | Olsen, J., Kogler, C., Brandt, M. J., Dezső, L., & Kirchler, E. (2019). Are consumption taxes really disliked more than equivalent costs? Inconclusive results in the USA and no effect in the UK. Journal of Economic Psychology, 75, 102145. | 06-Feb-19 | There was a slight, barely significant effect in the USA sample of Experiment 2 (p = .012, r = 0.09, 95% CI [0.01, 0.16]) but not for Experiment 1. Both experiments failed in the UK extension. | Experiment 1 N = 191 (Mturk, mall intercept, undergrads); Experiment 2 N=351 Mturk | Experiment 1 Prolific (N = 596 US and N = 600 UK); Experiment 2 Prolific (N = 702 US and N = 699 UK) | ||
| Klink, R. R. (2000). Creating brand names with meaning: the use of sound symbolism. Market. Lett. 11, 5–20. doi: 10.1023/A:1008184423824 | 1 | Motoki, K., & Iseki, S. Evaluating Replicability of Ten Influential Research on Sensory Marketing. Frontiers in Communication, 231. | Yes | 28-Oct-22 | Sensory marketing | N=265 US undergrads | N=823 recruited from Crowdworks online (Japanese participants) | |
| Shrum, L. J., Lowrey, T. M., Luna, D., Lerman, D. B., and Liu, M. (2012). Sound symbolism effects across languages: implications for global brand names. Int. J. Res. Market. 29, 275–279. doi: 10.1016/j.ijresmar.2012.03.002 | 1a, 1b, 1c | Motoki, K., & Iseki, S. Evaluating Replicability of Ten Influential Research on Sensory Marketing. Frontiers in Communication, 231. | Yes | 28-Oct-22 | Sensory marketing | n=88 French undergrads; n=88 U.S. undergrads (large proportion of Hispanic students); n=181 Chinese undergrads | N=823 recruited from Crowdworks online (Japanese participants) | |
| Hagtvedt, H., and Brasel, S. A. (2017). Color Saturation Increases Perceived Product Size. J. Consum. Res. 44, 396–413. doi: 10.1093/jcr/ucx039 | 3 | Motoki, K., & Iseki, S. Evaluating Replicability of Ten Influential Research on Sensory Marketing. Frontiers in Communication, 231. | 28-Oct-22 | Sensory Marketing | 77 undergrads | N=823 recruited from Crowdworks online (Japanese participants) | ||
| Romero, M., and Biswas, D. (2016). Healthy-left, unhealthy-right: can displaying healthy. items to the left (vs. right) of unhealthy items nudge healthier choices? J. Consum. Res. 43, 103–112. doi: 10.1093/jcr/ucw008 | 1B | Motoki, K., & Iseki, S. Evaluating Replicability of Ten Influential Research on Sensory Marketing. Frontiers in Communication, 231. | 28-Oct-22 | Sensory Marketing | n=93 U.S. undergrads | N=823 recruited from Crowdworks online (Japanese participants) | ||
| Yorkston, E., and Menon, G. (2004). A sound idea: phonetic effects of brand names on consumer judgments. J. Consum. Res. 31, 43–51. doi: 10.1086/383422 | 1 | Motoki, K., & Iseki, S. Evaluating Replicability of Ten Influential Research on Sensory Marketing. Frontiers in Communication, 231. | 28-Oct-22 | Sensory Marketing | n=1236 US undergrads | N=823 recruited from Crowdworks online (Japanese participants) | ||
| Motoki, K., & Iseki, S. Evaluating Replicability of Ten Influential Research on Sensory Marketing. Frontiers in Communication, 231. | 4 | Motoki, K., & Iseki, S. Evaluating Replicability of Ten Influential Research on Sensory Marketing. Frontiers in Communication, 231. | 28-Oct-22 | Sensory Marketing | n=78 online panel | N=823 recruited from Crowdworks online (Japanese participants) | ||
| Jiang, Y., Gorn, G. J., Galli, M., and Chattopadhyay, A. (2015). Does your company have the right logo? How and why circular- and angularlogo shapes influence brand attribute judgments. J. Consum. Res. 42, 709–726. doi: 10.1093/jcr/ucv049 | 1 | Motoki, K., & Iseki, S. Evaluating Replicability of Ten Influential Research on Sensory Marketing. Frontiers in Communication, 231. | 28-Oct-22 | Sensory Marketing | n=109 undergrads | N=823 recruited from Crowdworks online (Japanese participants) | ||
| Chae, B., and Hoegg, J. (2013). The future looks “right”: effects of the horizontal location. of advertising images on product attitude. J. Consum. Res. 40, 223–238. doi: 10.1086/669476 | 2 | Motoki, K., & Iseki, S. Evaluating Replicability of Ten Influential Research on Sensory Marketing. Frontiers in Communication, 231. | 28-Oct-22 | Sensory Marketing | n=194 English speaking online subject pool | N=823 recruited from Crowdworks online (Japanese participants) | ||
| Cian, L., Krishna, A., and Elder, R. S. (2014). This logo moves me: dynamic imagery from static images. J. Market. Res. 51, 184–197. doi: 10.1509/jmr. 13.0023 | 1 | Motoki, K., & Iseki, S. Evaluating Replicability of Ten Influential Research on Sensory Marketing. Frontiers in Communication, 231. | 28-Oct-22 | Sensory Marketing | n=74 U.S. undergrads | N=823 recruited from Crowdworks online (Japanese participants) | ||
| Madzharov, a V., and Block, L. G. (2010). Effects of product unit image on consumption of snack foods. J. Consum. Psychol. 20, 398–409. doi: 10.1016/j.jcps.2010.06.007 | 1a | Motoki, K., & Iseki, S. Evaluating Replicability of Ten Influential Research on Sensory Marketing. Frontiers in Communication, 231. | 28-Oct-22 | Sensory Marketing | n=37 U.S. undergrads | N=823 recruited from Crowdworks online (Japanese participants) |
Inclusion criterion: Original study appeared in a marketing journal (journals with the word “consumer” or “marketing” in the title).