Robert J. Trulaske Sr., College of Business, University of Missouri

People Directory

Marsha Richins

Bailey K. Howard World Book Chair of Marketing
Marketing
Office: 
430
Building: 
Cornell Hall
Phone: 
(573) 882-0280

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

Journal Articles

Richins, Marsha and Lan Chaplin, (2015). “Material Parenting: How the Use of Goods in Parenting Fosters Materialism in the Next Generation,” Journal of Consumer Research, 41(6), 1333-1357 (lead article)

Richins, Marsha L. (2013), “When Wanting Is Better Than Having: Materialism, Transformation Expectations, and Product-Evoked Emotions in the Purchase Process,” Journal of Consumer Research, 40 (June), 1-18 (lead article).

Richins, Marsha L. (2011), "Materialism, Transformation Expectations, and Spending: Implications for Credit Use," Journal of Public Policy and Marketing, 30, 141-156 (lead article).

Roster, Catherine A. and Marsha L. Richins (2009), "Ambivalence and Attitudes in Consumer Replacement Decisions," Journal of Consumer Psychology, 19 (January), 48-61.

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

Richins, Marsha L. (2004), “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.

"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.

Richins, Marsha L. (2000), "Research Longevity Among ACR Scholars," ACR News, June, 1-7.

Richins, Marsha L. (2000), "The Discipline of Consumer Research," ACR News, March, 1-5.

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

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

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

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

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

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

Bloch, Peter, Marsha L. Richins and E. McQuarrie (1992), "How Enduring and Situational Involvement Combine to Create Involvement Responses," Journal of Consumer Psychology, 1:2, 143-154.

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

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

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

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

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

Bloch, Peter and Marsha L. Richins (1988), "The Role of Situational and Enduring Involvement in Post-Purchase Product Evaluation," Journal of Consumer Satisfaction, 1, 10-15.

Richins, Marsha L. and B. Verhage (1988), "Het Meten van Assertief en Agressief Consumentengedrag in de V.S. en Nederland," Jaarboek van de Nederlandse Vereniging van Marktonderzoekers, 127-137.

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

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

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

Verhage, Bronislaw J. and Marsha L. Richins (1987), "Beter Klagende Klanten dan Ontevreden Kopers," Tijdschrift voor Marketing, November, 26-35.

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

Richins, Marsha L. and Bronislaw J. Verhage (1985), "Seeking Redress for Consumer Dissatisfaction: The Role of Attitudes and Situational Factors," Journal of Consumer Policy, 8 (March), 29-44.

Richins, Marsha L. and Bronislaw J. Verhage (1985), "Cross-Cultural Differences in Consumer Attitudes and Their Implications for Complaint Management," International Journal of Research in Marketing, 2, 197-206.

Richins, Marsha L. (1983), "An Analysis of Consumer Interaction Styles in the Marketplace," Journal of Consumer Research, 10 (June), 73-82. Featured in the Word of Mouth Marketing Association Newsletter and blog, November 2006.

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

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

Conference Proceedings

"Aspirational Transformations among Consumers," in Advances in Consumer Research, 30, Association for Consumer Research, 2013.

“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.

"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.

"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 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.

Book Chapters

Richins, Marsha L. (2010), "Consumer Materialism," in Wiley International Encyclopedia of Marketing, eds. Richard P. Bagozzi and Ayalla Ruvio, Wiley.

Richins, Marsha L. (2005), "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.

Richins, Marsha L. (1999), “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.

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

Richins, Marsha L. (1996), “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.

Richins, Marsha L. (1995), “Social Comparison, Advertising, and Consumer Discontent,” American Behavioral Scientist, 38 (February), 593-607; abstracted in The Consumer Society (1997), eds. Neva R. Goodwin, Frank Ackerman, and David Kiron, Global Development and Environment Institute, Tufts University, Island Press, 242-245.

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

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.

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.