Journal of Consumer Research · 1984 · 17 citations · 5 references
BusinessMarketingPsychologyBehavioral EconomicsConsumer BehaviorDecision TheoryBehavioral Decision-makingConsumer ChoiceConsumer Decision-makingConsumer TheoryDiscrete Choice ModelsStated Preference MethodsAttribute-based ChoiceBehavioral Consumer TheoryChoice Theory PrinciplesConsumer Behavior AnalysisConsumer ResearchDiscrete Choice Experiment DesignPurchase Decision InfluenceStated Preference Analysis
It was hypothesized that for females and children under the age of 11, the probability of choosing a unique product could be influenced by controlling the valence of the resulting dispositional attribution. A label was used to increase the availability of a positive attribution (“I will be unique”) versus a negative one (“I will be selfish”). Labeled females and younger children were significantly more likely to choose the unique product than were their control group counterparts.
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