search query: @author Sen, S. / total: 9
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| Author: | Sen, S. Johnson, E. J. |
| Title: | Mere-Possession Effects without Possession in Consumer Choice |
| Journal: | Journal of Consumer Research
1997 : JUN, VOL. 24:1, p. 105-117 |
| Index terms: | CONSUMER BEHAVIOUR CONSUMER CHOICE DECISION MAKING |
| Language: | eng |
| Abstract: | In this article we examine whether and why preference for a good produced by its mere and arbitary possession (i.e., a mere-possession effect) occurs even in the absence of the absence of actual possession. In two experiments, we demonstrate that merely possessing a coupon for a product, as opposed to the actual product, can increase consumers' preference for that opinion over its competitors' in real choices from meaningfully comparable choice sets. In addition, a characterization of the cognitive processes underlying this phenomenon, and its variation with individual perceptions of task meaningfulness, provides support for a loss-aversion account of consumers' possession-induced preferences for goods they do not actually possess. |
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