TITLE

Choice as an End Versus a Means

AUTHOR(S)
Choi, Jinhee; Fishbach, Ayelet
PUB. DATE
June 2011
SOURCE
Journal of Marketing Research (JMR);Jun2011, Vol. 48 Issue 3, p544
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
This article investigates the consequence of the choice process for mental resources and the desire to obtain the selected products. The authors draw a distinction between instrumental choice, which serves preexisting consumption goals, and experiential choice, which serves as its own end. Across four studies, they find that instrumental choice undermines mental resources and experiential choice increases these resources. As a result, although experiential choice is made with no consumption goal in mind, compared with instrumental choice, it increases the desire to obtain the selected product. The authors demonstrate these effects on choice among a variety of consumer products (e.g., vacation packages, novels, flower bouquets).
ACCESSION #
60571994

 

Related Articles

  • Status Consumption and Price Sensitivity. Goldsmith, Ronald E.; Flynn, Leisa R.; Daekwan Kim // Journal of Marketing Theory & Practice;Fall2010, Vol. 18 Issue 4, p323 

    This paper describes a study of status consumption and price sensitivity. The pervasive desire for social prestige motivates consumers to pay higher prices for goods that confer status. We suggest that three constructs-involvement, innovativeness, and brand loyalty-mediate this relationship. We...

  • Consumers' perceptions of 'green': Why and how consumers use eco-fashion and green beauty products. Cervellon, Marie-C├ęcile; Carey, Lindsey // Critical Studies in Fashion & Beauty;2011, Vol. 2 Issue 1/2, p117 

    The market for green products is expanding worldwide in a variety of industries, such as food, fashion and cosmetics. However, there is little research about consumer behaviour regarding green fashion and beauty, or consumers' knowledge of green labels and certifications. This article explores...

  • Fading scent. Bainbridge, Jane // Marketing (00253650);1/27/2010, p30 

    The article reports on the effect of the economic downturn on the fast moving consumer goods (FMCG) sector in Great Britain. It notes that the household fresheners business is not performing well as those products are being seen as non-essential by consumers. It says that the sector is facing...

  • Some Insights into Reasonable Grocery Shopping Strategies. Carman, James M. // Journal of Marketing;Oct1969, Vol. 33 Issue 4, p69 

    Housewives are often urged to do more "shopping around" before buying frequently purchased packaged goods. They are also encouraged to shop for deals and specials, and to buy store brands if they are interested in low prices. This research report on the benefits of shopping indicates whether...

  • The Effect of Ecological Concern on Brand Perceptions. Kinnear, Thomas C.; Taylor, James R. // Journal of Marketing Research (JMR);May73, Vol. 10 Issue 2, p191 

    This research examines the relationship between the amount of concern for the ecology that buyers indicate and their perceptions of detergent brands. Results show that the level of ecological concern among buyers of laundry products had a marked effect on their brand perceptions.

  • Overlap of Opinion Leadership Across Consumer Product Categories. Sudman, Seymour // Journal of Marketing Research (JMR);May71, Vol. 8 Issue 2, p258 

    The article presents a commentary on the paper "Overlap of Opinion Leadership Across Consumer Product Categories," by John O. Summers and Charles W. King. The author contends that the analysis appears to draw contradictory conclusions. They note that Summers and King state that opinion...

  • SUPPORT FOR THE INCLUSION OF PERSONAL VALUE PREFERENCES IN DECISION SUPPORT SYSTEMS. Ariail, Donald L.; Aronson, Janine Elyse; Aukerman, Richard; Amine Khayati // Academy of Information & Management Sciences Journal;2015, Vol. 18 Issue 1, p123 

    We consider the important issue of including personal value preferences in decision support systems (DSS). Various personal differences have been shown to affect the acceptance, use, and effectiveness of DSS. Decision-making models offer a theoretical basis for the inclusion of various personal...

  • PERSPECTIVES ON INVOLVEMENT: CURRENT PROBLEMS AND FUTURE DIRECTIONS. Rothschild, Michael L. // Advances in Consumer Research;1984, Vol. 11 Issue 1, p216 

    As involvement has become a very popular construct, the literature has become replete with papers that are overly concerned with defining this hypothetical construct, organizing concepts and reviewing past work. This paper discusses problems related to an abudance of such work and suggests some...

  • Compatibility, Networks, and Competition: A Review of Recent Advances. Perrot, Anne // Transportation Science;Feb93, Vol. 27 Issue 1, p62 

    This paper is a selective survey of the economic literature on the functioning of the markets where goods are subject to network externalities. Telecommunications, transports and computers give examples of markets where, for various reasons, these network effects appear. We first examine how the...

Share

Read the Article

Courtesy of THE LIBRARY OF VIRGINIA

Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics