Mispredicting Reactions to Gambling Losses and Their Impact on Consumer Choice
People incorrectly predict that they will spend less after gambling and losing, but losers attempt to repair mood by spending more, particularly on hedonic products. In contrast, people correctly predict that, if they win, they will spend more money on all products (not just hedonic), based on their higher wealth.
Ernest Baskin, Nathan Novemsky, and Robyn LeBoeuf (2018) ,"Mispredicting Reactions to Gambling Losses and Their Impact on Consumer Choice", in NA - Advances in Consumer Research Volume 46, eds. Andrew Gershoff, Robert Kozinets, and Tiffany White, Duluth, MN : Association for Consumer Research, Pages: 39-44.
Ernest Baskin, Yale University, USA
Nathan Novemsky, Yale University, USA
Robyn LeBoeuf, Washington University, USA
NA - Advances in Consumer Research Volume 46 | 2018
Featured papersSee More
O9. The Role of Numerical Identification in Customer Reaction toward Service Failure
JIEXIAN (Chloe) HUANG, Hong Kong Polytechic University
Yuwei Jiang, Hong Kong Polytechic University
Digital Storytelling and Post-Trust Online Sperm Marketing
Jennifer Takhar, Institut Supérieur de Gestion, Paris, France.
Laetitia Mimoun, HEC Paris, France
The Impostor Syndrome from Luxury Consumption
Dafna Goor, Harvard Business School, USA
Nailya Ordabayeva, Boston College, USA
Anat Keinan, Harvard Business School, USA
Sandrine Crener, Harvard Business School, USA