Making Prudent versus Impulsive Choices: The Role of Anticipated Shame and Guilt on Consumer Self-Control
Chun, Hae Eun, Vanessa M. Patrick and Deborah J. MacInnis (2007), “Making Prudent versus Impulsive Choices: The Role of Anticipated Shame and Guilt on Consumer Self-Control” in Advances in Consumer Research, Valdosta, GA: Association for Consumer Research.
Posted: 12 Jun 2020
Date Written: 2007
We examine the differential effects of anticipating shame vs. guilt on choice likelihood of a hedonic product. The results demonstrate that when offered a hedonic snack (chocolate cake) consumers who anticipate shame are significantly less likely to choose to consume it compared to those who anticipate guilt. Anticipating guilt also has a more circumscribed effect, impacting choice likelihood only for those consumers who are not attitudinally inclined toward the hedonic product. The results also show that anticipating guilt versus shame has different effects on anticipated happiness after lapses in self-control.
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