Beating the Market: Competitive Mindset and the Allure of Unintended Value
Marketplace interaction often activates a competitive mindset and a desire to outsmart the market(er). We show that this competitive mindset leads consumers to perceive offers that seem to fit their preferences by coincidence, without the marketer’s intent, as better bargains than offers presented as designed to fit them.
Citation:
Aner Sela, Itamar Simonson, and Ran Kivetz (2013) ,"Beating the Market: Competitive Mindset and the Allure of Unintended Value", in NA - Advances in Consumer Research Volume 41, eds. Simona Botti and Aparna Labroo, Duluth, MN : Association for Consumer Research, Pages: .
Authors
Aner Sela, University of Florida, USA
Itamar Simonson, Stanford University, USA
Ran Kivetz, Columbia University, USA
Volume
NA - Advances in Consumer Research Volume 41 | 2013
Share Proceeding
Featured papers
See MoreFeatured
Show Me More! Powerlessness Drives Variety Seeking
Wangshuai Wang, Shanghai University of International Business and Economics
Raj Raghunathan, University of Texas at Austin, USA
Dinesh Gauri, University of Arkansas, USA
Featured
The Experiential Advantage: A Meta-Analysis
Evan Weingarten, University of California San Diego, USA
Joseph K Goodman, Ohio State University, USA
Featured
Unobserved Altruism: How Social- And Self-Signaling Motivations Shape Willingness to Donate
Jennifer Savary, University of Arizona, USA
Kelly Goldsmith, Vanderbilt University, USA