Rosellina Ferraro

About

Rosellina Ferraro is an Associate Professor of Marketing and the Associate Dean of MBA Programs at the Robert H. Smith School of Business at the University of Maryland. She received her Ph.D. in Marketing from the Fuqua School of Business at Duke University in 2005. Her research interests include social influence, branding, and identity. Her work has been published in top marketing journals such as the Journal of Consumer Research, Journal of Marketing Research, and Journal of Marketing. She currently serves as an Associate Editor at the Journal of Consumer Psychology and the International Journal of Research in Marketing, and is a member of the Editorial Review Board for several other journals. Professor Ferraro teaches courses including Consumer Behavior and Brand Management.

Research topics

• Political Science
• Computer Science
• Business
• Advertising
• Psychology
• Social psychology
• Sociology
• Engineering
• Operations research
• Public relations

Selected publications

• The Interplay among Category Characteristics, Customer Characteristics, and Customer Activities on in-Store Decision Making

  Journal of Marketing · 2009-08-05 · 522 citations

  articleSenior authorCorresponding

  The authors explore product category and customer characteristics that affect consumers’ likelihood of engaging in unplanned purchases. In addition, they examine consumer activities that can exacerbate or limit these effects. The authors employ a hierarchical modeling approach to test their hypotheses using a data set of in-store intercept interviews conducted with 2300 consumers across 28 stores. The results show that category characteristics, such as purchase frequency and displays, and custom…

  PublisherDOI

• Traveling with Companions: The Social Customer Journey

  Journal of Marketing · 2020 · 279 citations

  When customers journey from a need to a purchase decision and beyond, they rarely do so alone. This article introduces the social customer journey, which extends prior perspectives on the path to purchase by explicitly integrating the important role that social others play throughout the journey. The authors highlight the importance of “traveling companions,” who interact with the decision maker through one or more phases of the journey, and they argue that the social distance between the compan…

  PublisherOA PDFDOI

• Contagious Effects of Customer Misbehavior in Access-Based Services

  Journal of Service Research · 2015-07-20 · 227 citations

  articleOpen accessSenior author

  Customer misbehavior in service settings is problematic for two reasons: (1) because of the direct damage it causes and (2) because of additional negative effects that arise from the contagion of such misbehavior. The authors extend existing theory of customer misbehavior by studying its contagious effect. The investigation focuses on access-based services, defined as transactions in which multiple consumers successively gain temporal, short-term access to a good, while legal ownership remains w…

  PublisherOA PDFDOI

• Look at Me! Look at Me! Conspicuous Brand Usage, Self-Brand Connection, and Dilution

  Journal of Marketing Research · 2013-05-13 · 209 citations

  article1st authorCorresponding

  Conspicuous brand usage, defined as attention-getting use of a brand, causes brand dilution under certain conditions. This research examines changes in observers' attitudes toward a brand after seeing a brand user engaged in conspicuous use of the brand. The authors propose that observers infer that a consumer engaged in conspicuous brand usage is driven by an ulterior motive of impression management. When observers have low self-brand connection, they exhibit less favorable attitudes toward bot…

  PublisherDOI

• Our possessions, our selves: Domains of self‐worth and the possession–self link

  Journal of Consumer Psychology · 2010-10-08 · 195 citations

  article1st authorCorresponding

  Abstract The extent to which a possession is linked to self is a critical determinant of whether a possession elicits grief if lost. We propose a framework for understanding the formation of the possession–self link, arguing that a possession's ability to represent the important domains on which a person bases her self‐worth affects the possession–self link. We also show that dispositional tendencies to incorporate possessions into the self moderate this relationship, while the monetary value of…

  PublisherDOI

Frequent coauthors

• James R. Bettman

  Duke University

  18 shared

• Tanya L. Chartrand

  Duke University

  11 shared

• Rick van Baaren

  Radboud University Nijmegen

  9 shared

• Robin Tanner

  University of Wisconsin–Madison

  9 shared

• Rosemary J. Avery

  8 shared

• Jennifer Edson Escalas

  7 shared

• Amna Kirmani

  6 shared

• Ted Matherly

  4 shared

Awards & honors

• Outstanding Area Editor Award 2020, International Journal of…
• MSI Scholar 2018
• Finalist for the Best Article Award 2016, Journal of Service…
• Finalist for the John D. C. Little Award 2013, Marketing Sci…
• Outstanding Reviewer Award 2011-2012, Journal of Consumer Re…

Similar researchers at University of Maryland, College Park

• Cathy Y. Chenh-171
• Michel Wedelh-85
• Roland Rusth-76