Areas of Expertise (9)
Susan M. Broniarczyk is a professor and expert in the field of consumer psychology and human behavior as it relates to important life decisions, including product choices and consumption, brand loyalty, product recommendations and advice, and gift-giving. She has also looked at how consumers make decisions about participation in retirement plans.
Broniarczyk is an acclaimed researcher and writer on brand strategy, product assortment, marketing theory and practice, retailing strategy, consumer motivations, and marketing science. Her research has been featured in the media including Time Magazine, Business Week, and U.S. News and World Report.
Broniarczyk became president of the Society for Consumer Psychology in 2014. She serves as associate editor at the Journal of Marketing Research and on the editorial boards of the Journal of Consumer Research, Journal of Consumer Psychology, and Journal of Marketing. She has been active in the Association for Consumer Research serving on its advisory board, as Treasurer, and 2001 ACR conference co-chair.
University of Florida: Ph.D., Marketing
University of Illinois at Urbana-Champaign: B.Sc. (Summa Cum Laude), Business Administration
Media Appearances (8)
Why Your BFF Gets You Terrible Gifts
This is the dilemma at the heart of a fascinating series of experiments to be published soon in the Journal of Marketing Research. According to Morgan Ward of Southern Methodist University and Susan Broniarczyk of the University of Texas at Austin, people typically cite two primary motivations in picking out gifts for others: They want to choose something the recipient will like, or they seek to “signal relational closeness with gifts that demonstrate their knowledge of the recipient.”
Signs, Signs, Everywhere a Sign
Texas Enterprise | Big Ideas in Business online
New research has found that instead of helping shoppers select a product quickly and easily, recommendation signs can actually exacerbate the difficulty of making a decision.
Choice: Giving customers too much of a good thing online
Susan Broniarczyk, a professor of marketing at UT Austin’s McCombs School of Business, first identified the phenomenon in her 2005 paper, “The deleterious Consumers have more choices than ever before, and it's up to marketers to give them direction.effects of living in consumer hyperchoice.”
When Gift Giving Is All About the Giver
How people compensate for giving gifts that conflict with their personal views is the subject of a recent study in the Journal of Consumer Research.
Are We There Yet? How Feedback Influences Motivation
Texas Enterprise | Big Ideas in Business online
A new study looks at how people, in an effort to achieve their goals, may have biased perceptions of how much progress they’ve made.
Tampon Trip Proves Choice Can Be Bad
The Globe and Mail online
Consumer hyperchoice is “an ever-increasing amount of buying that occurs amidst an ever-increasing amount of new products, brands and brand extensions, in the midst of an ever-increasing amount of other daily demands and an ever-decreasing amount of discretionary time.”
When Holiday Gift Giving Offends the Giver
Researchers studied the behavior of two groups that adhere to a die-hard sort of tribalism — college sports fans and political junkies — after buying gifts for the other side.
Marketing Tips for 21st Century Retailers
Wharton Magazine online
While gift registries serve gift recipients, some gift givers don’t like using them, especially for closer contacts, because they make it difficult to convey one’s relationship with the recipient, as marketing professor Susan Broniarczyk (University of Texas at Austin) explained.
Listing of top scholarly works by Susan M. Broniarczyk.
Gift givers balance their goal to please recipients with gifts that match recipient preferences against their own goal to signal relational closeness with gifts that demonstrate their knowledge of the recipient. Five studies in a gift registry context show that when close (vs. distant) givers receive attribution for the gifts they choose, they are more likely to diverge from the registry to choose items that signal their close relationships.
This research examines how individuals’ relationship with others sharing the pursuit of the same individual goal may change from early to later stages of the pursuit
We examine the impact of two key factors of consumer empowerment - choice freedom and expansion of information - on the choice difficulty consumers experience in today’s decision environment.
The authors explore investors’ tendency to engage in the 1/n heuristic—
that is, allocating their dollars evenly across all available investment
This article suggests that for repurchase decisions that involve an information-based evaluation of alternatives to the incumbent, likelihood of defection will be influenced by “how much” customers know about those alternatives.
How consumers form assortment perceptions in the face of SKU reduction with a particular emphasis on the availability of a favorite product and the amount of shelf space devoted to the category.
Brand-specific associations may dominate the effects of brand affect and category similarity, particularly when consumer knowledge of the brands is high.
Intuitive beliefs about the relationships between attributes are perceived as a particularly reliable basis for inter-attribute inference.