The DOI matches its Crossref record; 7 of the 7 references it cites were found in a registry or an index.
Option Attachment: When Deliberating Makes Choosing Feel like Losing
Open accessAbstract
Common sense suggests that consumers make more satisfying decisions as they consider their options more closely. Yet we argue that such close consideration can have undesirable consequences because it may induce attachment to the options—a sense of prefactual ownership of the choice options. When consumers then select one option, they effectively lose this prefactual possession of the other, nonchosen options. This yields a feeling of discomfort (“choosing feels like losing”) and an increase in the attractiveness of the forgone option, compared to its appeal before the choice. A series of nine experiments provides evidence of this phenomenon and support for our explanation.
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Citations
Cites
A Theory of Cognitive Dissonance
Festinger, L. (1957) · doi:10.1515/9781503620766 · Cited by 24,241
Asymptotic Confidence Intervals for Indirect Effects in Structural Equation Models
Sobel, M. E. (1982) · Sociological Methodology · doi:10.2307/270723 · Cited by 12,810
Kahneman, D., & Tversky, A. (1984) · American Psychologist · doi:10.1037/0003-066x.39.4.341 · Cited by 6,544
Experimental Tests of the Endowment Effect and the Coase Theorem
Kahneman, D., Knetsch, J. L., & Thaler, R. H. (1990) · Journal of Political Economy · doi:10.1086/261737 · Cited by 3,194 · cited 3×
“Finally, given seemingly con-flicting evidence about the extent to which the endowment effect requires actual possession of the good in question (e.g., Kahneman et al. 1990; Sen and Johnson 1997), it will be interesting to explore boundary conditions of mental en-dowment effects.”
Background(2000) · doi:10.1017/cbo9780511803475 · Cited by 2,987
Heart and Mind in Conflict: The Interplay of Affect and Cognition in Consumer Decision Making
Shiv, B., & Fedorikhin, A. (1999) · Journal of Consumer Research · doi:10.1086/209563 · Cited by 2,044
On the motivational nature of cognitive dissonance: Dissonance as psychological discomfort.
Elliot, A. J., & Devine, P. G. (1994) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.67.3.382 · Cited by 1,289
Cited by
The IKEA effect: When labor leads to love
Norton, M. I., Mochon, D., & Ariely, D. (2012) · Journal of Consumer Psychology · doi:10.1016/j.jcps.2011.08.002 · Cited by 1,049
Shu, S. B., & Peck, J. (2011) · Journal of Consumer Psychology · doi:10.1016/j.jcps.2011.01.002 · Cited by 418
Nonconscious goals and consumer choice.
Chartrand, T. L., Huber, J., Shiv, B., & Tanner, R. J. (2008) · Journal of Consumer Research · doi:10.1086/588685 · Cited by 329
When Do Losses Loom Larger than Gains?
Ariely, D., Huber, J., & Wertenbroch, K. (2005) · Journal of Marketing Research · doi:10.1509/jmkr.42.2.134.62283 · Cited by 267
Self-citationPizzi, G., Scarpi, D., & Pantano, E. (2021) · Journal of Business Research · doi:10.1016/j.jbusres.2020.11.006 · Cited by 265
Metadata
- Authors
- Carmon, Z., Wertenbroch, K., & Zeelenberg, M.
- Venue
- Journal of Consumer Research
- Publisher
- Oxford University Press (OUP)
- Published
- 2003-06
- Volume
- 30
- Issue
- 1
- Pages
- 15-29
- ISSN
- 0093-5301 (ISSN-L)
- 1537-5277
- OpenAlex
- W3125727143
- Cited by
- 336
- References
- 7
- FWCI
- 8.21
- Type
- journal article
- Language
- en
- Open access
- bronze
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