The influence of implicit self-theories on consumer financial decision making

Rai, Dipankar; Lin, Chien‐Wei

doi:10.1016/j.jbusres.2018.08.016

Cited by 39 publications

(40 citation statements)

References 39 publications

Supporting

Mentioning

Contrasting

Order By: Relevance

“…For example, implicit beliefs of the malleability of fate can change consumer preferences between healthy and indulgent choices (Kim et al, ). Consumer researchers have implicated implicit beliefs in changing consumer preferences for more abstract qualities, such as risk‐taking tendencies in financial decision‐making (Rai & Lin, ) or evaluations of various line‐queueing systems (Mathur, Block, & Yucel‐Aybat, ).…”

Section: Consumption Behaviormentioning

confidence: 99%

“…Beyond preferences for physical goods, implicit theories also impact preferences for abstract constructs. For instance, implicit theories of personality have downstream consequences on preferences for risky financial investments (Rai & Lin, ). Other scenarios show that not only can implicit beliefs impact one's preference for indulgent or virtuous products, but they can also influence preference for participating in indulgent or virtuous experiences (e.g., attending a party vs. cleaning one's home; Kim et al, ).…”

Section: Consumption Behaviormentioning

confidence: 99%

“…Borrowing from regulatory focus theory—which suggests consumers may hold either a promotion‐focused orientation, driving one toward growth and advancement, or a prevention‐focused orientation, motivating one toward safety and security (Higgins, )—those with incremental beliefs about the malleability of personality seek promotion‐focused goals, and those having entity beliefs of personality pursue prevention‐focused goals (Rai & Lin, ). This hypothesis is based on the idea that incremental theorists tend to be forward‐thinking and sensitive to positive outcomes, whereas entity theorists are inclined to be situated in the present and are particularly sensitive to negative outcomes.…”

Section: Consumption Behaviormentioning

confidence: 99%

“…This hypothesis is based on the idea that incremental theorists tend to be forward‐thinking and sensitive to positive outcomes, whereas entity theorists are inclined to be situated in the present and are particularly sensitive to negative outcomes. As such, incremental theorists prefer risk‐seeking investments, but entity theorists opt for risk‐averse investments, while regulatory focus mediates this linkage (Rai & Lin, ).…”

Section: Consumption Behaviormentioning

confidence: 99%

See 3 more Smart Citations

Consumer psychology of implicit theories: A review and agenda

Jain

Weiten

2019

Consumer Psychology Review

View full text Add to dashboard Cite

Implicit theories are the beliefs that individuals hold regarding the nature of human and nonhuman attributes, as well as more global phenomena. Over the past three decades, social and consumer psychologists have garnered a rich set of findings from investigating the processing and judgmental impact of implicit theories on various facets of people's day-to-day lives. This review begins with a brief summary of the history of implicit theory research before explicating its current state in consumer psychology. The review categorizes the current, and rather fragmented, landscape of the consumer psychology of implicit theories into three broad areas: brands, persuasion, and consumption behaviors. We conclude our review by contributing to an expanding dialogue regarding the future of consumer research pertaining to implicit theories. K E Y W O R D Sadvertising, brands, decision-making, implicit theories, malleability, mindsets | 61 JAIN ANd WEITENElliott & Dweck, 1988), and shape perceptions on effort (Blackwell et al., 2007;Grant & Dweck, 2003). Stemming in part from findings in social psychology, consumer researchers have studied how implicit beliefs can impact consumption-oriented processes and outcomes.Our emphasis being on consumer research pertaining to implicit theories, we find that most extant consumer literature pertaining to implicit theories has tended to center on three main areas: brands,

show abstract

Section: Consumption Behaviormentioning

confidence: 99%

Section: Consumption Behaviormentioning

confidence: 99%

Section: Consumption Behaviormentioning

confidence: 99%

Section: Consumption Behaviormentioning

confidence: 99%

See 2 more Smart Citations

Consumer psychology of implicit theories: A review and agenda

Jain

Weiten

2019

Consumer Psychology Review

View full text Add to dashboard Cite

show abstract

“…In the argument of the ITI, the belief of incremental intelligence is that intelligence is malleable and can be expanded through acquired learning and experience, so this belief helps learners to achieve successful learning and good academic achievement ( Rattan et al, 2015 ). In addition, studies have also shown that learners who hold beliefs about the development of intelligence are more likely to invest more effort and focus on learning goals to enhance their intelligence because they believe that intelligence is malleable ( Kray and Haselhuhn, 2007 ; Rai and Lin, 2019 ). Furthermore, learners who hold beliefs about incremental intelligence will increase their abilities through continuous effort because they believe that abilities can be increased through acquired effort ( Lüftenegger et al, 2019 ).…”

Section: Methodsmentioning

confidence: 99%

Intelligence Beliefs Predict Spatial Performance in Virtual Environments and Graphical Creativity Performance

Hong

Chen

et al. 2021

Front. Psychol.

View full text Add to dashboard Cite

Although intelligence beliefs have been applied to explain the influence of cognition, behavior, and creativity, the research on creativity is still limited. Therefore, in order to effectively expand the understanding of the influence of intelligence beliefs on the creative performance of learners’ graphics, the implicit theories of intelligence were exploited as the basis of this study. Three hypothetical pathways were proposed to be explored, and a research model was validated. First- and second-year students from a technical high school in New Taipei City were invited to participate. There were 273 valid data (88.9% of complete data). Reliability and validity analyses were performed, as well as overall model fit analysis and research model validation, and descriptive statistical analysis of the learners’ performance in applying the operational virtual reality (VR). The results of this study showed that: (1) Incremental beliefs of aesthetic intelligence had a positive effect on spatial performance; (2) entity belief of spatial intelligence (EBSI) had a negative effect on spatial performance; and (3) spatial performance had a positive effect on graphical design performance. From the results, it is clear that design teachers can assess students’ implicit beliefs in the early stages of teaching to actively promote better spatial performance when students show high levels of entity beliefs.

show abstract

Mindsets, shopping motivations and compulsive buying: Insights from China

Japutra

Song

2020

J of Consumer Behaviour

View full text Add to dashboard Cite

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.

show abstract

The influence of implicit self-theories on consumer financial decision making

Cited by 39 publications

References 39 publications

Consumer psychology of implicit theories: A review and agenda

Consumer psychology of implicit theories: A review and agenda

Intelligence Beliefs Predict Spatial Performance in Virtual Environments and Graphical Creativity Performance

Mindsets, shopping motivations and compulsive buying: Insights from China

Contact Info

Product

Resources

About