Achieving Your Goals or Protecting Their Future? The Effects of Self-View on Goals and Choices
We show that encouraging consumers to think about themselves as independent or interdependent, making either promotion or prevention goals salient, has a systematic effect on inferred risk preferences. Interdependent self-view consumers, who are more interested in avoiding losses than in achieving gains, choose less risky alternatives than independent self-view consumers. However, because of asymmetric preferences for status quo alternatives, information about previous choices moderates the goal-mediated effect of self-view on choice. (c) 2005 by JOURNAL OF CONSUMER RESEARCH, Inc..
Year of publication: |
2005
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Authors: | Hamilton, Rebecca W. ; Biehal, Gabriel J. |
Published in: |
Journal of Consumer Research. - University of Chicago Press. - Vol. 32.2005, 2, p. 277-283
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Publisher: |
University of Chicago Press |
Saved in:
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