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Cited by 286Consumer Behavior in Brand Consumption and IdentificationAI in Service InteractionsConsumer Perception and Purchasing Behavior

The DOI matches its Crossref record; 37 of the 37 references it cites were found in a registry or an index.

Man Versus Machine: Resisting Automation in Identity-Based Consumer Behavior

Leung, Eugina, Paolacci, Gabriele, Puntoni, Stefano·2018·Journal of Marketing Research
DOI 10.1177/0022243718818423
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Abstract

Automation is transforming many consumption domains, including everyday activities such as cooking or driving, as well as recreational activities like fishing or cycling. Yet little research in marketing examines consumer preferences for automated products. Automation often provides obvious consumption benefits, but six studies spanning a variety of product categories show that automation may not be desirable when identity motives are important drivers of consumption. Using both correlational and experimental designs, these studies demonstrate that people who strongly identify with a particular social category resist automated features that hinder the attribution of identity-relevant consumption outcomes to themselves. The findings have substantial theoretical implications for research on identity and technology, as well as managerial implications for targeting, product innovation, and communication.

Overview

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Crossref · 10.1177/0022243718818423

Cites

37 of 37 references verified0 citation errors · 0 not checkable

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Citations

Cites

Show all 36 references

Research works printed but not linked: 3

  1. 10.1177/002224379403100105 · DOI
  2. Ford Martin, 2015, The Rise of the Robots, Technology and the Threat of Mass Unemployment
  3. Rifkin Jeremy, 1996, The End of Work

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Related

Metadata

Authors
Leung, E., Paolacci, G., & Puntoni, S.
Affiliations
Erasmus University Rotterdam (NL)
Corresponding author
Leung, Eugina
ORCID
Venue
Journal of Marketing Research
Publisher
SAGE Publications
Published
2018-12
Volume
55
Issue
6
Pages
818-831
ISSN
  • 0022-2437 (ISSN-L)
  • 1547-7193
DOI
10.1177/0022243718818423
OpenAlex
W4232279720
Cited by
285
References
36
Citations by year
2026: 44 · 2025: 52 · 2024: 47 · 2023: 56 · 2022: 35 · 2021: 25 · 2020: 18 · 2019: 7
FWCI
22.40
Type
journal article
Language
en
Open access
closed
Licence
journals.sagepub.com/page/policies/text-and-data-mining-license (tdm)
Locations
Journal of Marketing Research (publishedVersion)
Topics
  • Social Sciences › Business, Management and Accounting › Marketing › Consumer Behavior in Brand Consumption and Identification
  • Social Sciences › Business, Management and Accounting › Marketing › AI in Service Interactions
  • Social Sciences › Business, Management and Accounting › Marketing › Consumer Perception and Purchasing Behavior
Keywords
automation, identity motives, social identity, product innovation, customer targeting, marketing communication

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