Choice Closure Increases Indulgence (But Only Once!)
We demonstrate that choice closure—a psychological process by which people come to perceive a decision as complete—increases the pleasure derived from the selection of a want instead of a should option. Reaching closure with a want option, however, decreases the desire to indulge again in a subsequent decision.
Yangjie Gu, Anne-Kathrin Klesse, Simona Botti, and David Faro (2015) ,"Choice Closure Increases Indulgence (But Only Once!) ", in NA - Advances in Consumer Research Volume 43, eds. Kristin Diehl , Carolyn Yoon, and , Duluth, MN : Association for Consumer Research, Pages: 105-110.
Yangjie Gu, HEC, France
Anne-Kathrin Klesse, Tilburg University, The Netherlands
Simona Botti, London Business School, UK
David Faro, London Business School, UK
NA - Advances in Consumer Research Volume 43 | 2015
Decreasing Impatience with Bundled Donations
Sachin Banker, University of Utah, USA
D6. How to Boast Appropriately When Word of Mouth Flows Internationally?
Xingyu Wang, Huazhong University of Science and Technology, China
Yaping Chang, Huazhong University of Science and Technology, China
Jun Yan, Huazhong University of Science and Technology, China
N3. Emotion Regulation and Memory for Negative Emotion Ads
Sandra Segal, Ben Gurion University, Israel
Hila Riemer, Ben Gurion University, Israel
Shai Danziger, Tel Aviv University, Israel
Gal Sheppes, Tel Aviv University, Israel