Mirror, Mirror on the Retail Wall: Self-Focused Attention Promotes Reliance on Feelings in Consumer Decisions
Abstract
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...
Paper Details
Title
Mirror, Mirror on the Retail Wall: Self-Focused Attention Promotes Reliance on Feelings in Consumer Decisions
Published Date
Aug 1, 2018
Volume
55
Issue
4
Pages
586 - 599
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Notes
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