How Self-Control Shapes Inferences From Choice

People often infer preferences from choice, but we show that self-control weakens this choice-preference link. Activating the notion of self-control (i.e., through priming or choice in an unrelated domain) leads people to see choices as less diagnostic of their preferences. This occurs because self-control is associated with attenuated choice-preference correspondence.



Citation:

Aner Sela, Jonah Berger, and Joshua Kim (2017) ,"How Self-Control Shapes Inferences From Choice", in NA - Advances in Consumer Research Volume 45, eds. Ayelet Gneezy, Vladas Griskevicius, and Patti Williams, Duluth, MN : Association for Consumer Research, Pages: 248-252.

Authors

Aner Sela, University of Florida, USA
Jonah Berger, University of Pennsylvania, USA
Joshua Kim, University of Florida, USA



Volume

NA - Advances in Consumer Research Volume 45 | 2017



Share Proceeding

Featured papers

See More

Featured

My Experience or My Expectations: The Effect of Expectations as Reference Points on Willingness to Recommend Experiential Purchases

Stephanie Tully, University of Southern California, USA
Amar Cheema, University of Virginia, USA
On Amir, University of California San Diego, USA
Davide Proserpio, University of Southern California, USA

Read More

Featured

How the Past Shapes the Present: The Assimilation of Enjoyment to Similar Past Experiences

Anika Stuppy, Erasmus University Rotterdam, The Netherlands
Bram Van den Bergh, Erasmus University Rotterdam, The Netherlands

Read More

Featured

G4. That's So Sweet: Baby Cuteness Semantically Activates Sweetness to Increase Sweet Food Preference

Shaheer Ahmed Rizvi, University of Alberta, Canada
Sarah G Moore, University of Alberta, Canada
Paul Richard Messinger, University of Alberta, Canada

Read More

Engage with Us

Becoming an Association for Consumer Research member is simple. Membership in ACR is relatively inexpensive, but brings significant benefits to its members.