Beyond Needs and Wants: How Networked Hyper-Rational Economic Actors “Win” the Deal But “Lose” the Shopping Trip
Traditional economic theory postulates an assumption of an economic, rational, and independent actor. We examine independent rational actors embedded in a technology-enabled network, who collaborate to construct elaborate combinations of promotions. A hyper-rational focus on economic value backfires, leading consumers to purchase superfluous items, resulting in stockpiling, gifting, and resale.
Colin Campbell and Hope Schau (2018) ,"Beyond Needs and Wants: How Networked Hyper-Rational Economic Actors “Win” the Deal But “Lose” the Shopping Trip", in NA - Advances in Consumer Research Volume 46, eds. Andrew Gershoff, Robert Kozinets, and Tiffany White, Duluth, MN : Association for Consumer Research, Pages: 288-292.
Colin Campbell, University of San Diego, USA
Hope Schau, University of Arizona, USA
NA - Advances in Consumer Research Volume 46 | 2018
D12. Future Decisions and Temporal Contiguity Cues: When Absence of Temporal Contiguity Cues Increases Online Reviews’ Persuasiveness.
Francesco Zanibellato, Ca' Foscari University, Venice, Italy
Once? No. Twenty times? Sure! Uncertainty and precommitment in social dilemmas
David Hardisty, University of British Columbia, Canada
Howard Kunreuther, University of Pennsylvania, USA
David Krantz, New York University, USA
Poonam Arora, Manhattan College
Amir Sepehri, Western University, Canada
Pretty Healthy Food: How Prettiness Amplifies Perceived Healthiness
Linda Hagen, University of Southern California, USA