Focusing on Experiential (Vs. Material) Aspects of Goal-Related Products Increases Motivation
Across eight studies, the current research demonstrates a novel advantage of experiential purchases for motivation. Focusing on the experiential (vs. material) aspects of a goal-related product increased consumers’ motivation to pursue their goals.
Sarah Lim and Kaitlin Woolley (2020) ,"Focusing on Experiential (Vs. Material) Aspects of Goal-Related Products Increases Motivation", in NA - Advances in Consumer Research Volume 48, eds. Jennifer Argo, Tina M. Lowrey, and Hope Jensen Schau, Duluth, MN : Association for Consumer Research, Pages: 504-505.
Sarah Lim, Cornell University, USA
Kaitlin Woolley, Cornell University, USA
NA - Advances in Consumer Research Volume 48 | 2020
P10. Omission Bias in the Gain vs. Loss Domain
Jen H. Park, Stanford University, USA
When Zero Prices Backfire: A Dual-Process Model for Understanding Consumers’ Reactions to Zero Prices
Fengyan Cai, Shanghai Jiao Tong University
Xiaomeng Fan, Northwestern University, USA
Galen V. Bodenhausen, Northwestern University, USA
Doing Worse by Doing Good: How Corporate Social Responsibility makes Products Less Dangerous
Linda Lemarié, University of Neuchâtel
Florent Girardin, University of Neuchâtel