Mere-possession effects without possession in consumer choice
Article Abstract:
In this article we examine whether and why preference for a good produced by its mere and arbitrary possession (i.e., a mere-possession effect) occurs even in the absence of actual possession. In two experiments, we demonstrate that merely possessing a coupon for a product, as opposed to the actual product, can increase consumers' preference for that option over its competitors' in real choices from meaningfully comparable choice sets. In addition, a characterization of the cognitive processes underlying this phenomenon, and its variation with individual perceptions of task meaningfulness, provides support for a loss-aversion account of consumers' possession-induced preferences for goods they do not actually possess. (Reprinted by permission of the publisher.)
Publication Name: Journal of Consumer Research
Subject: Social sciences
ISSN: 0093-5301
Year: 1997
User Contributions:
Comment about this article or add new information about this topic:
The effect of probability and consequence levels on the focus of consumer judgments in risky situations
Article Abstract:
Consumer information processing is examined in two types of risky purchase situations: High-Probability, Low Consequences situations are similar to purchases of new grocery products and Low-Probability, High-Consequences situations are similar to purchases of airline tickets. Prospect theory is drawn upon to hypothesize that probabilities will be more important to consumers in HPLC situations and that consequences will be more important to them in LPHC situations. Experimental data confirm this hypothesis. Protocol data indicate that people judging LPHC situations process information differently than described by prospect theory. Potential implications for warranties and related communications are discussed. (Reprinted by permission of the publisher.)
Publication Name: Journal of Consumer Research
Subject: Social sciences
ISSN: 0093-5301
Year: 1988
User Contributions:
Comment about this article or add new information about this topic:
- Abstracts: The effect of common and unique features in consumer choice. When thinking beats doing: the role of optimistic expectations in goal-based choice
- Abstracts: Discovery-oriented consumer research. Caution in the use of difference scores in consumer research
- Abstracts: Choosing to avoid: coping with negatively emotion-laden consumer decisions. An experimental examination of the economics of information
- Abstracts: Desegregated public housing: effective strategies. The perfect computer. Private management: a comparative analysis
- Abstracts: Consumers and their brands: developing relationship theory in consumer research. The elderly consumer and adoption of technologies