Friends Show the Forest Beyond the Trees: Friendship Enhances Consumer Self-Control By Facilitating Global Processing
Consumers regularly fail to exert sufficient self-control when confronted with consumption temptations. Three experiments show that reminding consumers of friendship promotes consumer self-control by facilitating global processing. By broadening consumers’ (conceptual or perceptual) processing style, friends show consumers the proverbial forest beyond the trees and as such substantially enhance self-control.
Eline L.E. de Vries, Debra Trampe, and Bob M. Fennis (2012) ,"Friends Show the Forest Beyond the Trees: Friendship Enhances Consumer Self-Control By Facilitating Global Processing", in NA - Advances in Consumer Research Volume 40, eds. Zeynep Gürhan-Canli, Cele Otnes, and Rui (Juliet) Zhu, Duluth, MN : Association for Consumer Research, Pages: 633-634.
Eline L.E. de Vries, University of Groningen, The Netherlands
Debra Trampe, University of Groningen, The Netherlands
Bob M. Fennis, University of Groningen, The Netherlands
NA - Advances in Consumer Research Volume 40 | 2012
Felt Ambivalence: Exploring the Storage Structure and Role of Situational Relevance on the Accessibility of Dominant and Conflicting Reactions
Amit Surendra Singh, Ohio State University, USA
H. Rao Unnava, University of California, Davis
Pretty Healthy Food: How Prettiness Amplifies Perceived Healthiness
Linda Hagen, University of Southern California, USA
Q3. Academic Branding on Social Media: Examining the Influence of Personal Brands on the Professor-Student Relationships
Edita Petrylaite, Northumbria University, UK
Darija Aleksic, University of Ljubljana