Abstract

http://ssrn.com/abstract=2310215
 
 

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False Beliefs Can Shape Current Consumption


Antonia Mantonakis


Brock University, Department of Marketing, International Business and Strategy

Amanda Wudarzewski


University of Waterloo - Department of Psychology

Daniel M. Bernstein


Kwantlen Polytechnic University; University of Washington

Seema L. Clifasefi


University of Washington, Center for the Study of Health and Risk Behavior

Elizabeth F. Loftus


University of California, Irvine - Department of Psychology and Social Behavior; University of California, Irvine School of Law

August 14, 2013

Psychology, Vol. 4, No. 3A, pp. 302-308, 2013
UC Irvine School of Law Research Paper No. 2013-129

Abstract:     
In this study, we explore whether false beliefs about a past experience affect current consumption of wine by suggesting to participants that they either "Loved" or "Got Sick" from drinking white wine before age 20. Specifically, we report the consequences of false beliefs about wine, which could take the form of either increased or decreased wine consumption. In response to the suggestion, and similar to other false memory studies many participants became more confident that the suggested event occurred in their past. However, it was easier to influence participants’ consumption behavior when we used the "Loved" suggestion rather than the "Got Sick" suggestion. This finding has implications for marketers who use suggestions to influence product consumption by connecting consumers to their autobiographical memories.

Number of Pages in PDF File: 8

Keywords: Consumption, False Memory, False Beliefs, Nostalgia, Consumer Memory

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Date posted: August 16, 2013  

Suggested Citation

Mantonakis, Antonia and Wudarzewski, Amanda and Bernstein, Daniel M. and Clifasefi, Seema L. and Loftus, Elizabeth F., False Beliefs Can Shape Current Consumption (August 14, 2013). Psychology, Vol. 4, No. 3A, pp. 302-308, 2013; UC Irvine School of Law Research Paper No. 2013-129. Available at SSRN: http://ssrn.com/abstract=2310215

Contact Information

Antonia Mantonakis (Contact Author)
Brock University, Department of Marketing, International Business and Strategy ( email )
Department of Marketing
International Business and Strategy
St. Catherines
Canada
Amanda Wudarzewski
University of Waterloo - Department of Psychology ( email )
200 University Avenue West
Waterloo, Ontario N2L 3G1
Canada
Daniel M. Bernstein
Kwantlen Polytechnic University ( email )
12666-72nd Avenue
Surrey, British Columbia V3W 2M8
Canada
604-599-3372 (Phone)
University of Washington ( email )
NE Colombia Rd.
Seattle, WA 98195
United States
206 616-6107 (Phone)
Seema L. Clifasefi
University of Washington, Center for the Study of Health and Risk Behavior ( email )
NE Colombia Rd.
Seattle, WA 98195
United States
Elizabeth F. Loftus
University of California, Irvine - Department of Psychology and Social Behavior ( email )
4201 Social & Behavioral Sciences Gateway
University of California, Irvine
Irvine, CA 92697-7085
United States
University of California, Irvine School of Law
535A Administration
Irvine, CA 92697-1000
United States
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