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David W. Stewart's
Scholarly Papers
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Threats to Hope and Motivated Reasoning of Product Information
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Gustavo E. de Mello
University of Southern California - Marshall School of Business Deborah J. MacInnis
University of Southern California - Marketing Department David W. Stewart
University of Southern California - Marshall School of Business
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18 May 06
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Last Revised:
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23 Aug 06
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Gustavo E. de Mello
University of Southern California - Marshall School of Business Deborah J. MacInnis
University of Southern California - Marketing Department David W. Stewart
University of Southern California - Marshall School of Business
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23 Aug 06
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Last Revised:
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23 Aug 06
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Abstract:
Three studies find that when hope is threatened consumers engage in motivated reasoning related to products that purport to enable goal attainment. Specifically, they (a) selectively search for information from a product-favorable information source, (b) regard this information as more credible, and (c) are less discriminating of low credibility message arguments. They also (d) require more negative information before they feel that they can evaluate a product's effectiveness, and (e) are more likely to judge the product as effective at helping them attain what they hope for. Motivated reasoning appears to act as a coping mechanism for restoring confidence that what consumers hope for is possible. The implications of this research for theory on motivated reasoning, hope, confidence, self-efficacy, consumer vulnerability to sham products and scams, and public policy are discussed.
motivation, reasoning, hope, confidence
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Gustavo E. de Mello
University of Southern California - Marshall School of Business Deborah J. MacInnis
University of Southern California - Marketing Department David W. Stewart
University of Southern California - Marshall School of Business
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| Posted: |
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18 May 06
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Last Revised:
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18 May 06
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92
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Abstract:
Three studies find that when hope is threatened consumers engage in motivated reasoning related to products that purport to enable goal attainment. Specifically, they (a) selectively search for information from a product-favorable information source, (b) regard this information as more credible, and (c) are less discriminating of low credibility message arguments. They also (d) require more negative information before they feel that they can evaluate a product's effectiveness, and (e) are more likely to judge the product as effective at helping them attain what they hope for. Motivated reasoning appears to act as a coping mechanism for restoring confidence that what consumers hope for is possible. The implications of this research for theory on motivated reasoning, hope, confidence, self-efficacy, consumer vulnerability to sham products and scams, and public policy are discussed.
motivation, reasoning, hope, confidence
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2.
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Utpal M. Dholakia
Rice University - Jesse H. Jones Graduate School of Management Barbara E. Kahn
University of Miami Randy Reeves
affiliation not provided to SSRN Aric Rindfleisch
affiliation not provided to SSRN David W. Stewart
University of Southern California - Marshall School of Business Earl L. Taylor
affiliation not provided to SSRN
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13 Dec 09
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28 Dec 09
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Abstract:
Over the past decade, multichannel, multimedia retailing environments have grown in variety, scope, and sophistication. However, research regarding the implications of this trend for consumer behavior is rather scarce. We seek to address this need by providing a comprehensive yet flexible approach for formulating promising consumer behavior-related research questions based in multichannel, multimedia retailing environments. This approach adopts a consumer-centric view of multichannel, multimedia retailing and identifies a number of important dimensions of this environment. We then illustrate how this approach could be applied via specific examples involving consumer memory, product assortment, and information acquisition. We conclude by considering the managerial implications of our proposed approach.
Multichannel, Multimedia, retailing, consumer behavior, memory, product assortment
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