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Marsha Richins

Myron Watkins Distinguished Professor of Marketing
Marketing
Office: 
430
Building: 
Cornell Hall
Phone: 
(573) 882-0280
Email: 
richinsm@missouri.edu
Vita: 
marsha_richins_vita.pdf

Professor Richins is past president of the Association for Consumer Research, a Fellow of the Society for Consumer Psychology, and a past Associate Editor for the Journal of Consumer Research. Her research interests include the study of consumer values (especially materialism), the role products play in people's lives, and the influence of advertising on self-perceptions and perceived quality of life. Professor Richins has published in many academic journals, including the Journal of Consumer Research, Journal of Marketing, Journal of Consumer Psychology, and American Behavioral Scientist, among others.

Education: 

B.A., California State University, 1974; M.A., University of Texas at Austin, 1976; M.B.A., University of Texas at Austin, 1980; Ph.D., University of Texas at Austin, 1979.

Publications

article

"The Discipline of Consumer Research," ACR News, March, 1-5, 2000.

"Research Longevity Among ACR Scholars," ACR News, June, 1-7, 2000.

book chapter

"Consumption Emotions,"  in Product Experience:  Perspectives on Human-Product Interaction, Hendrick N.J. Schifferstein and Paul Hekkert (editors), Amsterdam:  Elsevier, 399-422, 2007.

"What Consumers Desire: Goals and Motives in the Consumption Environment," in Inside Consumption: Consumer Motives, Goals, and Desires, S. Ratneshwar and D.G. Mick (editors), London: Routledge, 2005.

“Possessions, Materialism, and Other-Directedness in the Expression of Self,” in Consumer Value: A Framework for Analysis and Research, M. Holbrook (editor), New York: Routledge, 85-104, 1999.

“Material Values,” in The Elgar Companion to Consumer Research and Economic Psychology, P. Earl and S. Kemp (editors), Northampton: Elgar, 374-380, 1999.

 

“Materialism, Desire, and Discontent: Contributions of Idealized Advertising Images and Social Comparison,” in Marketing and Consumer Research in the Public Interest, R. Hill (editor), Thousand Oaks, CA: Sage, 109-132, 1996.

“Social Comparison, Advertising, and Consumer Discontent,” in The Consumer Society with N. Goodwin, F. Ackerman, and D. Kiron (editors), Global Development and Environment Institute, Tufts University, Island Press, 242-245, 1995.

"The Mother-Child Observation Study of Type A-Type B Behavior," with K. Matthews and D. Glass, reported in D. Glass et al., Behavior Patterns, Stress, and Coronary Disease, Hillsdale, NJ : Lawrence Erlbaum Associates, 1977.

book review

Book review of Advanced Questionnaire Design in Journal of Marketing Research, 18, November 1981.

Book review of Marketing Research and Knowledge Development in Journal of Marketing Research, 18, February 1981.

conference proceedings

"Aspirational Transformations among Consumers," in Advances in Consumer Research, 30, Association for Consumer Research, forthcoming.

"The Positive and Negative Consequences of Materialism: What Are They and When Do They Occur?" Advances in Consumer Research, B. Kahn and M. Luce (editors), 31, 232-235, 2004.

“Presidential Address: Consumer Behavior as a Social Science,” presented at plenary session, annual conference of the Association for Consumer Research; published in Advances in Consumer Research, 28, M. Gilly and J. Meyers-Levy (editors), 1-5, 2001.

"Materialism and the Idealized Images of Advertising," in Marketing Theory and Applications, 4, Rajan Varadarajan et al., Chicago, American Marketing Association, 1993.

"Self-Gifts and the Manifestation of Material Values," with K. McKeage and K. Debevec, Advances in Consumer Research, L. McAlister and M. Rothschild (editors), 20, 359-364, 1993.

"Media Images, Materialism, and What Ought to Be: The Role of Social Comparison," in Meaning, Measure, and Morality of Materialism, with F. Rudmin (editors), Provo, UT: Association for Consumer Research, 202-206, 1992.

"An Exploration of Materialism and Consumption-Related Affect," with K. McKeage and D. Najjar, Advances in Consumer Research, J. Sherry, Jr. and B. Sternthal (editors), 19, 229-236, 1992.

"The Role of Involvement and Opinion Leadership in Consumer Word-of-Mouth: An Implicit Model Made Explicit," with T. Root-Shaffer, Advances in Consumer Research, M. Houston (editor), 15, 32-36, 1988.

"Media, Materialism, and Human Happiness," Advances in Consumer Research, M. Wallendorf and P. Anderson (editors), 14, 352-356, 1987.

"Adapting Psychometric Measures for Use in Cross-Cultural Consumer Research," Proceedings of the 1986 Annual Meeting of the Decision Sciences Institute, 519, 1986.

"Factors Affecting the Level of Consumer-Initiated Complaints to Marketing Organizations," in Consumer Satisfaction, Dissatisfaction and Complaining Behavior, H. Hunt and R. Day (editors), 82-84, 1985.

"The Role of Product Importance in Complaint Initiation," in Consumer Satisfaction, Dissatisfaction and Complaining Behavior, H. Hunt and R. Day (editors), 50-53, 1985.

 

"Word of Mouth Communication as Negative Information," Advances in Consumer Research, T. Kinnear, 11, 697- 702, 1984.

"Shopping Without Purchase: An Investigation of Consumer Browsing Behavior," with M.L. Richins, Advances in Consumer Research, R.P. Bagozzi and A.M. Tybout, (editors) Ann Arbor, MI: Association for Consumer Research, 10, 389-393, 1983.

"An Investigation of Cognitive Structure in a Shopping Context," with M.L. Richins, Advances in Consumer Research, R.P. Bagozzi and A.M. Tybout, (editors) Ann Arbor, MI: Association for Consumer Research, 10, 555-558, 1983.

"Word-of-Mouth as an Expression of Product Dissatisfaction," in International Fare in Consumer Satisfaction and Complaining Behavior, R. Day and H. Hunt (editors), 100-104, 1983.

"An Investigation of Consumers' Attitudes Toward Complaining," Advances in Consumer Research, A. Mitchell (editor), 9, 502-506, 1982.

"What is Product Importance? A Theoretical Analysis and Synthesis," with M.L. Richins, Theoretical Developments in Marketing, C. Lamb and P. Dunne (editors) Chicago: American Marketing Association, 190-193, 1980.

"Product Dissatisfaction: Causal Attribution Structure and Strategy," in Marketing in the 80's, AMA Educators' Proceedings, R. Bagozzi et al. (editor), 105-108, 1980.

"Consumer Perceptions of Costs and Benefits Associated with Complaining," in Refining Concepts and Measures of Consumer Satisfaction and Complaining Behavior, R. Day and H. Hunt (editors), 50-53, 1980.

"Consumer Complaining Processes: A Comprehensive Model," in New Dimensions of Consumer Satisfaction and Complaining Behavior, R. Day and H. Hunt (editors), 30-34, 1979.

encyclopedia entry

"Consumer Materialism," in Wiley International Encyclopedia of Marketing, eds. Richard P. Bagozzi and Ayalla Ruvio, Wiley, 2010.

Journal article

"Materialism, Transformation Expectations, and Spending: Implications for Credit Usage and Public Policy," Journal of Public Policy and Marketing, forthcoming.

"Ambivalence and Attitudes in Consumer Replacement Decisions," with C. Roster, Journal of Consumer Psychology, 19 (January), 48-61, 2009.

“The Material Values Scale: A Re-inquiry into Its Measurement Properties and the Development of a Short Form,” Journal of Consumer Research, 31 (June), 209-219, 2004.

"Social Comparison and the Idealized Images of Advertising," Journal of Consumer Research, 18 (June), 71-83, 1991. Reprinted, Classic Articles on Gender and Advertising, L. Scott (editor), University of Chicago Press, 2003.

“Measuring Emotions in the Consumption Experience,” Journal of Consumer Research, 1997 Best Article Award, 24 (September), 127-146, 1997.

“Social Comparison, Advertising, and Consumer Discontent,” American Behavioral Scientist, 38 (February), 593-607, 1995.

"Special Possessions and the Expression of Material Values," Journal of Consumer Research, 21 (December), 522-533, 1994.

"Valuing Things: The Public and Private Meanings of Possessions," Journal of Consumer Research, 21 (December), 504-521, 1994.

"Materialism and Economic Psychology," with Floyd Rudmin, Journal of Economic Psychology, 15 (June), 217-231, 1994.

"A Consumer Values Orientation for Materialism and Its Measurement: Measure Development and Validation," with S. Dawson, Journal of Consumer Research, 19 (December), 303-316, 1992.

"Some Theoretical and Popular Notions Concerning Materialism," with S. Fournier, Journal of Social Behavior and Personality, 6, 403-414, 1991.

"Measuring Material Values: A Preliminary Report of Scale Development," with S. Dawson, Advances in Consumer Research, M. Goldberg et al. (editor), 17, 169-175, 1990.

"Het Meten van Assertief en Agressief Consumentengedrag in de V.S. en Nederland," with B. Verhage, Jaarboek van de Nederlandse Vereniging van Marktonderzoekers, 127-137, 1988.

"Assertiveness and Aggression in Marketplace Exchanges: Testing Measure Equivalence," with B. Verhage, Journal of Cross-Cultural Psychology, 18 (March), 93-105, 1987.

"A Multivariate Analysis of Responses to Dissatisfaction," Journal of the Academy of Marketing Science, 15 (Fall), 24-31, 1987.

"Strategic Orientation and Marketing Strategy: An Analysis of Residential Real Estate Brokerage Firms," with W. Black and C.F. Sirmans, Journal of Real Estate Research, 2 (Winter), 41-54, 1987.

"Beter Klagende Klanten dan Ontevreden Kopers," with B. Verhage, Tijdschrift voor Marketing, November, 26-35, 1987.

"Seeking Redress for Consumer Dissatisfaction: The Role of Attitudes and Situational Factors," with B. Verhage, Journal of Consumer Policy, 8 (March), 29-44, 1985.

"Cross-Cultural Differences in Consumer Attitudes and Their Implications for Complaint Management," with B. Verhage, International Journal of Research in Marketing, 2, 197-206, 1985.

"Negative Word-of-Mouth by Dissatisfied Consumers: A Pilot Study," Journal of Marketing, 47 (Winter), 68-78, 1983.

"An Analysis of Consumer Interaction Styles in the Marketplace," Journal of Consumer Research, 10 (June), 73-82, 1983.

other

"Supply and Demand Strategies in the Service Sector: An Expanded View of Real Estate Strategy Options," with W. Black, Real Estate Institute Reports, Louisiana State University, 1989.

"Competitive Market Structure and Strategies in the Service Sector: A Case Study of the Baton Rouge Residential Real Estate Market," with W. Black, Real Estate Institute Reports, Louisiana State University, 1987.

Refereed Journal Articles

"Attractiveness, Adornments, and Exchange," with M.L. Richins, Psychology & Marketing, 11 (December), 467-469, 1993.

"How Enduring and Situational Involvement Combine to Create Involvement Responses," with M.L. Richins and E. McQuarrie, Journal of Consumer Psychology, 1:2, 143-154, 1992.

"Post-Purchase Product Satisfaction: Incorporating the Effects of Involvement and Time," with M.L. Richins, Journal of Business Research, 23 (September), 145-158, 1991.

"The Role of Situational and Enduring Involvement in Post-Purchase Product Evaluation," with M.L. Richins, Journal of Consumer Satisfaction, 1, 10-15, 1988.

"After the New Wears Off: The Temporal Context of Product Involvement," with M.L. Richins, Journal of Consumer Research, 13 (September), 280-285, 1986.

"A Theoretical Model for the Study of Product Importance Perceptions," with M.L. Richins, Journal of Marketing, 47 (Summer), 69-81, 1983.