Article ID | Journal | Published Year | Pages | File Type |
---|---|---|---|---|
880526 | International Journal of Research in Marketing | 2006 | 11 Pages |
Abstract
The present research demonstrates that repeated active choice-making increases consumers' susceptibility to salient affective product features. We show that affective features influence product choice more after a series of active product choices than after a series of compliances with purchase instructions. The combined results of three experiments suggest that repeated choice depletes self-control resource strength, in that repeated choosing renders consumers vulnerable to the temptation of emotionally laden product features.
Keywords
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Social Sciences and Humanities
Business, Management and Accounting
Marketing
Authors
Sabrina Bruyneel, Siegfried Dewitte, Kathleen D. Vohs, Luk Warlop,