Mirror, mirror on the retail wall: Self-focused attention promotes reliance on feelings in consumer decisions

• Main Authors: CHANG, Hannah H., HUNG, Iris W.
• Format: text
• Language: English
• Published: Institutional Knowledge at Singapore Management University 2018
• Subjects: affect; feeling; judgment; self; self-focus; Marketing; Sales and Merchandising
• Online Access: https://ink.library.smu.edu.sg/lkcsb_research/5788; https://ink.library.smu.edu.sg/context/lkcsb_research/article/6787/viewcontent/Mirror_Mirror_2018.pdf
• Institution: Singapore Management University

The authors propose that increased attention that consumers pay to themselves promotes relative reliance on affective feelings in making decisions. This hypothesis was tested in a variety of consumption domains and decision tasks, including real-life, consequential charitable donations. Consistent s...