Areas of Expertise (11)
Wayne D. Hoyer is a marketing professor and expert on consumer psychology and behavior, decision-making, brand awareness and perception, pricing strategy, and the impact of advertising. His research explains how consumers process information and make buying decisions, and how marketers influence customer satisfaction and behavior.
Hoyer is the former chair of the department of marketing (ranked 3rd among top-tier marketing programs by U.S. News 2014), and holds the James L. Bayless/William S. Farrish Fund Chair for Free Enterprise at the McCombs School of Business, The University of Texas at Austin.
A prolific marketing researcher, Hoyer has published over 60 articles in the Journal of Consumer Research, Journal of Marketing Research, Journal of Marketing, Journal of the Academy of Marketing Science, Journal of Retailing, and other marketing and psychology forums. He is co-author of a textbook in consumer behavior with Deborah MacInnis (now in the 5th Edition). He has also taught internationally at the University of Mannheim, the University of Muenster, and the Otto Bleisheim School of Management in Germany, the University of Bern in Switzerland, and was a research fellow at the University of Cambridge (UK).
Purdue University: Ph.D., Social-Consumer Psychology 1980
Purdue University: M.S., Social-Consumer Psychology 1979
Purdue University: B.A., Psychology 1976
Media Appearances (1)
UT's McCombs School to Create New Position with $1M Gift From Longtime Marketing Executive
Austin Business Journal online
Robert Malcolm, a longtime marketing executive who now nurtures entrepreneurs as an angel investor and mentor, has given $1 million to his employer, the University of Texas at Austin.
Listing of top scholarly works by Wayne David Hoyer.
This article examines potential negative spillover effects from a sabotaged manufacturer brand on the respective retailer. ... Based on two large-scale online experiments, this article reveals negative spillover effects from a sabotaged manufacturer brand on the retailer brand and that an adequate response of the retailer (i.e., delisting vs. continuing to carry the brand) can decrease this effect, depending on contingency factors.
In the context of a consumer-based strategy, this study investigates whether life events change actual purchase behavior as well as how three important and managerially actionable consumer difference variables (consumer innovativeness, the variety seeking tendency, and price consciousness) mediate this link.
The purpose of this paper is to examine causal attribution in interactional service experiences. The paper investigates how triggers in the environment of a customer-employee interaction influence customer behavioral response to employees' negative and positive affect. Additionally, it studies the role of sympathy and authenticity as underlying mechanisms of this relationship.
In recent years, companies have been confronted with a new type of negative consumer behavior: consumers who have turned hostile and who are strongly determined to cause damage to the brand. Empowered by new technological possibilities, an individual consumer can now wreak havoc on a brand with relatively little effort. In reflection of this new phenomenon, the authors introduce the concept of consumer brand sabotage (CBS).
To help understand the unconscious drivers of overeating, we examine the effect of health portrayals on people’s judgments of the fillingness of food. An implicit association test and two consumption studies provide evidence that people hold an implicit belief that healthy foods are less filling than unhealthy foods, an effect we label the “healthy = less filling” intuition. The consumption studies provide evidence that people order greater quantities of food, consume more of it, and are less full after consuming a food portrayed as more versus less healthy.
Marketers and advertisers long have searched for new and more powerful ways to measure the effectiveness of advertising. One data source that has proven useful is consumers' moment-to-moment affective responses to television advertisements. The current study examined consumers' moment-to-moment advertisement evaluations by applying a form of principal-components analysis that allows researchers to understand divergence in consumer response and link this divergence to specific elements of the advertisement's storyline.
Customers’ long-term brand relations are crucial drivers of a service brand’s sustainable competitive advantage. This research empirically examines the quality of customer-service brand relationships in the context of an airline’s frequent flyer program.
Customer satisfaction is generally acknowledged as a key determinant of the value a customer contributes to a firm. The authors develop a framework for understanding and predicting functional differences across consumers and situations.
This study develops a conceptual framework that guides the investigation of the role of four moderating factors in strengthening the private label brand share-store loyalty.
A literature review, exploration, and research agenda regarding the role of consumer taste in judgement and decision making.
Two experimental studies reveal the existence of a strong, positive impact of customer satisfaction on willingness to pay.