Psychological mindsets affect consumption: How different mindsets help (hurt) portion control

Rucker, Derek D.; He, Sharlene

doi:10.1016/j.appet.2016.01.005

Cited by 12 publications

(9 citation statements)

References 36 publications

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“…Interestingly, this moderation of our focal effect by involvement is also consistent, more broadly, with the literatures on consumer mindsets (Rucker & Galinsky, ; Rucker & He, ), identity‐based motivation (Oyserman, ), and message alignment (Rucker, ), which, together, suggest that a company's persuasion appeals are best matched to the motivational predisposition of the message recipients (i.e., intrinsic appeals for intrinsically motivated, higher sustainable consumption involvement consumers and extrinsic appeals for extrinsically motivated, lower involvement consumers). Future research taking such a mindset‐matching perspective to examine the role of motivation matching (i.e., the motivations of consumers matching the perceived motivations of the company) in the individual differences documented by our research, and consumer responses to sustainability, in general, would be a worthy endeavor.…”

Section: Discussionsupporting

confidence: 87%

Are Two Reasons Better Than One? The Role of Appeal Type in Consumer Responses to Sustainable Products

et al. 2018

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In the face of the growing prevalence of multiple appeals to sustainable consumption in marketers’ sustainable product communications, we examine the efficacy, in terms of consumer reactions, of adding an extrinsic appeal (e.g., “Purchase this green product to save money!”) to an intrinsic appeal (e.g., “Purchase this green product to save the environment!”) based communication for a sustainable product. Three studies provide support for our basic assertion that, compared to an intrinsic appeal, joint appeals (i.e., an intrinsic and extrinsic appeal together) reduce consumer preference for sustainable products. As well, these studies demonstrate that this adverse effect of joint appeals is based on a lowering of consumers’ attributions of the company's sustainability efforts to intrinsic motives (e.g., to the company's genuine concern for the environment). Finally, not all consumers react adversely to joint appeals; relative to intrinsic appeals, such appeals increase, rather than decrease, the intrinsic attributions and sustainable product preferences for consumers with lower involvement with sustainable consumption.

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Section: Discussionsupporting

confidence: 87%

Are Two Reasons Better Than One? The Role of Appeal Type in Consumer Responses to Sustainable Products

et al. 2018

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“…In more recent research, Novell et al (2016) developed a sales‐specific implicit theories measure and found that growth mindset salespeople tended to have better selling abilities. It seems that individuals who endorsed a growth mindset believed that failure equaled a lack of effort and that additional effort would increase future performance (Rucker & He, 2016). Given the above confirmation of the link between mindsets and behaviors, researchers have called for further research on the influence of mindsets on other types of consumer behavior (e.g., Murphy & Dweck, 2016; Rai & Lin, 2019).…”

Section: Conceptual Framework and Literature Reviewmentioning

confidence: 99%

Mindsets, shopping motivations and compulsive buying: Insights from China

Japutra

Song

2020

J of Consumer Behaviour

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This study investigates how mindsets (i.e., the beliefs that individuals have about the nature of human characteristics) are associated with compulsive buying behavior (i.e., the tendency to buy impulsively and obsessively). In particular, we test the relationships between consumer mindsets, three shopping motivations (deal proneness, social comparison, and hedonic motives) and compulsive buying. Based on a survey of 421 respondents conducted in China, our findings reveal the mechanism through which mindsets affect compulsive buying. The results show that when consumers believe in the consistency of personal traits (fixed mindset), they tend to be more vulnerable to deal offers and social comparison. These motivations increase the desire to seek hedonic pleasure, which is associated with a greater propensity for compulsive buying. However, when consumers believe that personal traits can be changed and developed (growth mindset), they seek hedonic pleasure in shopping, which result in a greater tendency to engage in compulsive buying. The present study adds to the existing body of knowledge by unveiling how different mindsets are associated with compulsive buying. In terms of practical implications, this study provides policy makers and marketers with a better understanding of the different motivations that lead to compulsive buying.

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“…Psychological mindsets are defined as orientations that affect how consumers encode, interpret, and respond to information 87 . Mindsets can be interpreted as a "lens" through which individuals assess their environment and make decisions, for example with a fixed (unchangeable) approach, a powerless approach, or a promoting approach.…”

Section: Cognitive Strategiesmentioning

confidence: 99%

A review of evidence supporting current strategies, challenges, and opportunities to reduce portion sizes

et al. 2019

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Although there is considerable evidence for the portion-size effect and its potential impact on health, much of this has not been successfully applied to help consumers reduce portion sizes. The objective of this review is to provide an update on the strength of evidence supporting strategies with potential to reduce portion sizes across individuals and eating contexts. Three levels of action are considered: food-level strategies (targeting commercial snack and meal portion sizes, packaging, food labels, tableware, and food sensory properties), individual-level strategies (targeting eating rate and bite size, portion norms, plate-cleaning tendencies, and cognitive processes), and population approaches (targeting the physical, social, and economic environment and health policy). Food- and individual-level strategies are associated with small to moderate effects; however, in isolation, none seem to have sufficient impact on food intake to reverse the portion-size effect and its consequences. Wider changes to the portion-size environment will be necessary to support individual- and food-level strategies leading to portion control.

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Psychological mindsets affect consumption: How different mindsets help (hurt) portion control

Cited by 12 publications

References 36 publications

Are Two Reasons Better Than One? The Role of Appeal Type in Consumer Responses to Sustainable Products

Are Two Reasons Better Than One? The Role of Appeal Type in Consumer Responses to Sustainable Products

Mindsets, shopping motivations and compulsive buying: Insights from China

A review of evidence supporting current strategies, challenges, and opportunities to reduce portion sizes

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