26 Pages Posted: 6 Oct 2005
The present research demonstrates that repeated active choice-making increases the susceptibility of consumers to salient affective product features. We show that affective features influence product choice more after a series of active product choices than after a series of compliances with purchase instructions. The combined results of three experiments suggest that repeated choice gradually depletes the mental capacity required for critical evaluation of choice alternatives, while ruling out alternative explanations. The results are discussed in terms of their implications for theory and management of impulse purchasing.
Keywords: Self-control depletion, Consumer decision-making, Choice, Affective product features, Cognitive product features
Suggested Citation: Suggested Citation
Bruyneel, Sabrina and Dewitte, Siegfried and Vohs, Kathleen and Warlop, Luk, Sweet Instigator - Choosing Increases Susceptibility to Affective Product Features. Available at SSRN: https://ssrn.com/abstract=813704 or http://dx.doi.org/10.2139/ssrn.813704