Effects of product type and contextual cues on eliciting naive theories of popularity and exclusivity

Abstract

Abstract This research shows in a series of studies that exposing consumers to functional products evokes the naive theory of popularity, whereas exposing them to self‐expressive products induces belief in the naive theory of exclusivity. The research further demonstrates that when the naive theory elicited by product type is matched by the appropriate contextual purchasing cues regarding the interest of others, it results in greater purchase intentions than when those cues are mismatched. The research specifies that the matching effect for functional products is mediated by consumers' perceptions of product quality, whereas mediation for self‐expressive products occurs through consumers' self‐perceptions regarding the extent to which the product conveys uniqueness. Finally, the research illustrates that an explicit signal of product quality (e.g., a favorable rating in Consumer Reports) attenuates the effect associated with the contextual cues regarding the interest of others.