The DOI matches its Crossref record; 7 of the 7 references it cites were found in a registry or an index.
The Devaluation Effect: Activating a Need Devalues Unrelated Objects: Figure 1
Open accessAbstract
It is commonly assumed that an object capable of satisfying a need will be perceived as subjectively more valuable as the need for it intensifies. For example, the more active the need to eat, the more valuable food will become. This outcome could be called a valuation effect. In this article, we suggest a second basic influence of needs on evaluations: that activating a focal need (e.g., to eat) makes objects unrelated to that need (e.g., shampoo) less valuable, an outcome we refer to as the devaluation effect. Two existing studies support the existence of a devaluation effect using manipulations of the need to eat and to smoke and measuring attractiveness of consumer products and willingness to purchase raffle tickets. Furthermore, the evidence suggests that consumers are not aware of the devaluation effect and its influence on their preferences.
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Cites
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“For exploratory purposes we introduced a third manipulation inspired by research on the “endowment effect” (Kahneman, Knetsch, and Thaler 1990), which implies that people evaluate choice options but not the means with which they pay for them.”
MethodOut of Control: Visceral Influences on Behavior
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“This view would be consistent with advances in the psychology of reasoning (Sloman 1996) and in the psychology of attitudes (Wilson, Lindsey, and Schooler 2000).”
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Stimulus-induced eating when satiated
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Cited by
Reflective and Impulsive Determinants of Social Behavior
Strack, F., & Deutsch, R. (2004) · Personality and Social Psychology Review · doi:10.1207/s15327957pspr0803_1 · Cited by 3,984
The Functional Theory of Counterfactual Thinking
Epstude, K., & Roese, N. J. (2008) · Personality and Social Psychology Review · doi:10.1177/1088868308316091 · Cited by 853
The heat of the moment: The effect of sexual arousal on sexual decision making
Ariely, D., & Loewenstein, G. (2006) · Journal of Behavioral Decision Making · doi:10.1002/bdm.501 · Cited by 723
Branding the brain: A critical review and outlook
Plassmann, H., Ramsøy, T. Z., & Milosavljevic, M. (2012) · Journal of Consumer Psychology · doi:10.1016/j.jcps.2011.11.010 · Cited by 585
Power and consumer behavior: How power shapes who and what consumers value
Rucker, D. D., Galinsky, A. D., & Dubois, D. (2012) · Journal of Consumer Psychology · doi:10.1016/j.jcps.2011.06.001 · Cited by 452
Metadata
- Authors
- Brendl, C. M., Markman, A. B., & Messner, C.
- Venue
- Journal of Consumer Research
- Publisher
- Oxford University Press (OUP)
- Published
- 2003-03
- Volume
- 29
- Issue
- 4
- Pages
- 463-473
- ISSN
- 0093-5301 (ISSN-L)
- 1537-5277
- OpenAlex
- W2169370399
- Cited by
- 216
- References
- 7
- FWCI
- 4.87
- Type
- journal article
- Language
- en
- Open access
- green
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Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
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