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Mirror, Mirror on the Retail Wall Self-Focused Attention Promotes Reliance on Feelings in Consumer Decisions

Mirror, Mirror on the Retail Wall Self-Focused Attention Promotes Reliance on Feelings in Consumer Decisions

 Chang, Hannah H.
 2018.
 p. 586-599. English
MarketingAffect.Ảnh hưởng.Judgment.Self.Cảm giác.Feeling.Self-focus.
Tác giả CN Chang, Hannah H.
Nhan đề Mirror, Mirror on the Retail Wall: Self-Focused Attention Promotes Reliance on Feelings in Consumer Decisions / Hannah H. Chang, Iris W. Hung.
Thông tin xuất bản 2018.
Mô tả vật lý p. 586-599.
Tóm tắt The authors propose that consumers’ increased self-focused attention promotes their relative reliance on affective feelings when they make decisions. The authors test this hypothesis in a variety of consumption domains and decision tasks, including real-life, consequential charitable donations. Consistent support from five experiments with more than 1,770 participants shows that (1) valuations of the decision outcome increase when consumers with high (low) self-focus adopt a feeling-based (reason-based) strategy. The hypothesized effect of self-focus on relative reliance on feelings in decision making is (2) moderated by self-construal. Furthermore, greater attention to the self (3) increases evaluations of products that are affectively superior but (4) decreases evaluations of products that are affectively inferior and (5) exerts little influence on evaluations of products that are less affective in nature (i.e., utilitarian products). Finally, self-focused attention (6) amplifies a decision bias typically attributed to feeling-based judgments, known as scope-insensitivity bias, in a hypothetical laboratory study and in a real-life, consequential charitable donation. Theoretical and marketing implications are discussed.
Thuật ngữ chủ đề Marketing-Consumer
Từ khóa tự do Affect.
Từ khóa tự do Ảnh hưởng.
Từ khóa tự do Judgment.
Từ khóa tự do Self.
Từ khóa tự do Cảm giác.
Từ khóa tự do Feeling.
Từ khóa tự do Self-focus.
Tác giả(bs) CN Hung, Iris W.
Nguồn trích Journal of Marketing Research- August 2018, Vol. 55, No. 4.
MARC
Hiển thị đầy đủ trường & trường con
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100[1 ] |a Chang, Hannah H.
245[1 0] |a Mirror, Mirror on the Retail Wall: Self-Focused Attention Promotes Reliance on Feelings in Consumer Decisions / |c Hannah H. Chang, Iris W. Hung.
260[ ] |c 2018.
300[1 0] |a p. 586-599.
520[ ] |a The authors propose that consumers’ increased self-focused attention promotes their relative reliance on affective feelings when they make decisions. The authors test this hypothesis in a variety of consumption domains and decision tasks, including real-life, consequential charitable donations. Consistent support from five experiments with more than 1,770 participants shows that (1) valuations of the decision outcome increase when consumers with high (low) self-focus adopt a feeling-based (reason-based) strategy. The hypothesized effect of self-focus on relative reliance on feelings in decision making is (2) moderated by self-construal. Furthermore, greater attention to the self (3) increases evaluations of products that are affectively superior but (4) decreases evaluations of products that are affectively inferior and (5) exerts little influence on evaluations of products that are less affective in nature (i.e., utilitarian products). Finally, self-focused attention (6) amplifies a decision bias typically attributed to feeling-based judgments, known as scope-insensitivity bias, in a hypothetical laboratory study and in a real-life, consequential charitable donation. Theoretical and marketing implications are discussed.
650[1 0] |a Marketing |x Consumer
653[0 ] |a Affect.
653[0 ] |a Ảnh hưởng.
653[0 ] |a Judgment.
653[0 ] |a Self.
653[0 ] |a Cảm giác.
653[0 ] |a Feeling.
653[0 ] |a Self-focus.
700[ ] |a Hung, Iris W.
773[0 ] |t Journal of Marketing Research |g August 2018, Vol. 55, No. 4.
890[ ] |a 0 |b 0 |c 0 |d 0