When Perceiving Low Control Fosters Great Expectations: the Case of Financial Decision Making
This research investigates the impact of incidental personal control threats on outcome expectancies. Results show that control threats paradoxically increase the perceived likelihood for positive outcomes because they heighten individuals’ desire to perceive themselves as competent. Accordingly, the effect strengthens as positive outcomes become more diagnostic of competence.
Citation:
Sean Blair (2016) ,"When Perceiving Low Control Fosters Great Expectations: the Case of Financial Decision Making", in NA - Advances in Consumer Research Volume 44, eds. Page Moreau, Stefano Puntoni, and , Duluth, MN : Association for Consumer Research, Pages: 396-397.
Authors
Sean Blair, Georgetown University, USA
Volume
NA - Advances in Consumer Research Volume 44 | 2016
Share Proceeding
Featured papers
See MoreFeatured
Flavor Fatigue: How Cognitive Depletion Reduces Enjoyment of Complex Flavors
Rhonda Hadi, Oxford University, UK
Dan Rubin, St. John’s University
Diogo Hildebrand, Baruch College, USA
Thomas Kramer, University of California Riverside, USA
Featured
Increasing Consumption of Larger Product Sizes through Symbolic Congruity: Size Label Color and Product Temperature
Seth Ketron, East Carolina University
Nancy Spears, University of North Texas
Featured
N13. Smaller Self but Larger Tips? The Effect of Awe on Consumers’ Tipping Intention
Ran Li, Chinese University of Hong Kong, China