Retracted: Attention, Attitudes, and Action: When and Why Incidental Fear Increases Consumer Choice

Coleman, Nicole Verrochi; Williams, Patti; Morales, Andrea C.; White, Ann Marie

doi:10.1093/jcr/ucx036

Cited by 23 publications

(18 citation statements)

References 88 publications

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“…For example, previous research has found that when participants were induced to feel angry in one situation, these feelings elicited a motive to blame that carried over to other unrelated situations (Quigley & Tedeschi, ). Similarly, incidental fear can elicit feelings of uncertainty that influence consumers’ willingness to make a choice in an unrelated situation they encounter later (Coleman, Williams, Morales, & White, ).…”

Section: Theoretical Backgroundmentioning

confidence: 99%

The contrasting influences of incidental anger and fear on responses to a service failure

Wan

Wyer

2018

Psychology and Marketing

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Customers’ disposition to register a formal complaint about an inferior product or poor service is often mediated by attributions of responsibility. However, the anger or fear that people happen to be experiencing for totally irrelevant reasons can also influence this disposition. Two field studies and four laboratory experiments indicate that when people feel angry at the time they encounter a service failure, they are more likely to blame the service provider for the failure and more likely to register a complaint. When they experience fear, however, they are uncertain about the cause of their misfortune and decrease their negative reactions relative to conditions in which fear is not experienced. The effects of these incidental emotions are evident both when a service failure is personally experienced and when it is only observed. These effects are eliminated, however, when individuals do not have the cognitive resources available to assess the reasons for the service failure and the conditions surrounding it.

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Section: Theoretical Backgroundmentioning

confidence: 99%

The contrasting influences of incidental anger and fear on responses to a service failure

Wan

Wyer

2018

Psychology and Marketing

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“…The current research also draws attention to the dynamic nature of emotions in consumer behavior. Whereas a rich body of literature has examined the antecedents and consequences of guilt and other emotions in consumer contexts (Allard and White 2015;Cavanaugh, Bettman, and Luce 2015;Coleman et al 2017;Morales, Wu, and Fitzsimons 2012;Zemack-Rugar, Bettman, and Fitzsimons 2007), much of this work takes a "snapshot" view of emotions, studying them at one point in time. By positing a dynamic model of guilt and tracing its implications not only over time, but also through actual consumption, this research improves our understanding of the roles of specific, functional emotions while highlighting the benefits of developing a richer temporal framework for them.…”

Section: Theoretical Contributionsmentioning

confidence: 99%

Guilt Dynamics: Consequences of Temporally Separating Decisions and Actions

Duke

Amir

2018

Journal of Consumer Research

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The current research demonstrates that temporally separating a consumer’s initial decision to perform a guilt-inducing action from its actual enactment reduces the guilt felt while acting. This hypothesis follows from the development of a dynamic model that unpacks guilt into two distinct components. Initially, one experiences decision guilt accompanying the decision to act or the realization that one will act; subsequently, one experiences action guilt while engaging in the guilt-inducing behavior. Four experiments and two pilot studies reveal that introducing a temporal “decision-enactment gap” enables decision guilt to decay in this interim period, which lowers the overall guilt experienced upon acting. In line with the self-regulative function of guilt, decision-enactment gaps also increase indulgent consumption and decrease post-behavior atonement. This decoupling process can thus alleviate guilt that might otherwise detract from experiences, but may come at a cost to self-control efforts. The authors discuss the theoretical and practical implications of these findings.

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“…Participants were presented in a sequential order with three pairs of product categories: two models of body massagers, two models of blenders, and two models of printers. For increased realism, we adapted the stimuli used by Coleman, Williams, Morales, and White (). Pairs of choice options were presented in a vivid purchasing context similar to Amazon's comparison table, and each model in the pair was presented with several attributes, including the nondiagnostic attribute (the number of levels) and a diagnostic attribute (watts for the body massagers and blenders and resolution for the printer).…”

Section: Methodsmentioning

confidence: 99%

The Influence of Arbitrary Breakpoints on Judgments of Maximum Output

et al. 2019

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Consumers often wonder about the product's maximum output: the highest rotation speed of a blender or the best printing quality of a printer. We examine how the number of levels (e.g., a blender with 3 vs. 7 speeds) influences judgments of maximum product output. Objectively speaking, the number of levels is no more than a set of breakpoints in an already predetermined continuum from the product's minimum to maximum output. Nevertheless, because of the ubiquitous association between number of breakpoints and quantity in daily life, consumers do not simply view more levels as a signal of greater precision (i.e., giving consumers more control over the possible outputs). They also incorrectly believe that the product has greater power (i.e., a higher maximum output), even when such an inference is in conflict with diagnostic attribute information (e.g., watts). A series of five studies documents the phenomenon, its asymmetric nature, and its boundary conditions. Reliance on the inaccurate "more levels, more power" lay theory weakens when participants consider a reduction rather than an increase in number of levels, and it disappears when the consumer is presented with an explicit relationship between each level and its corresponding output value (e.g., level 4:400 W).

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Retracted: Attention, Attitudes, and Action: When and Why Incidental Fear Increases Consumer Choice

Cited by 23 publications

References 88 publications

The contrasting influences of incidental anger and fear on responses to a service failure

The contrasting influences of incidental anger and fear on responses to a service failure

Guilt Dynamics: Consequences of Temporally Separating Decisions and Actions

The Influence of Arbitrary Breakpoints on Judgments of Maximum Output

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