Purpose: The purpose of this paper is to study the influence of perceived control on product preferences of consumers under self-threat. Design/methodology/approach: By conducting four experiments, this paper manipulated the participants’ self-threat and three sources of perceived control –...

Purpose: We examine how social exclusion and temporal distance (i.e. being socially excluded in the present or the anticipation of exclusion in the future) shape whether people choose hedonic or utilitarian products. Design/methodology/approach: We conduct four experiments to test the...