The DOI matches its Crossref record; 6 of the 6 references it cites were found in a registry or an index.
Licensing Effect in Consumer Choice
Abstract
Most choices in the real world follow other choices or judgments. The authors show that a prior choice, which activates and boosts a positive self-concept, subsequently licenses the choice of a more self-indulgent option. The authors propose that licensing can operate by committing to a virtuous act in a preceding choice, which reduces negative self-attributions associated with the purchase of relative luxuries. Five studies demonstrate the proposed licensing effect of a prior commitment to a virtuous act on subsequent choice. Consistent with the authors' theory, the preference for an indulgent option diminishes if the licensing task is attributed to an external motivation. The authors also report a mediation analysis in support of their theoretical explanation that the licensing effect operates by providing a temporary boost in the relevant self-concept.
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Cites
Baron, R. M., & Kenny, D. A. (1986) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.51.6.1173 · Cited by 91,532
Schwarz, N., & Clore, G. L. (1983) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.45.3.513 · Cited by 4,952
Self-regulation and depletion of limited resources: Does self-control resemble a muscle?
Muraven, M., & Baumeister, R. F. (2000) · Psychological Bulletin · doi:10.1037/0033-2909.126.2.247 · Cited by 4,510
Development and validation of a scale for measuring state self-esteem.
Heatherton, T. F., & Polivy, J. (1991) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.60.6.895 · Cited by 2,007
Moral credentials and the expression of prejudice.
Monin, B., & Miller, D. T. (2001) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.81.1.33 · Cited by 1,086
Justification effects on consumer choice of hedonic and utilitarian goods.
Okada, E. M. (2005) · Journal of Marketing Research · doi:10.1509/jmkr.42.1.43.56889 · Cited by 1,069
Cited by
Justification effects on consumer choice of hedonic and utilitarian goods.
Okada, E. M. (2005) · Journal of Marketing Research · doi:10.1509/jmkr.42.1.43.56889 · Cited by 1,069
‘Instafamous’ – credibility and self-presentation of micro-celebrities on social media
Djafarova, E., & Trofimenko, O. (2019) · Information, Communication & Society · doi:10.1080/1369118x.2018.1438491 · Cited by 458
Comparing the effectiveness of monetary versus moral motives in environmental campaigning
Bolderdijk, J. W., Steg, L., Geller, E. S., Lehman, P. K., & Postmes, T. (2013) · Nature Climate Change · doi:10.1038/nclimate1767 · Cited by 432
Consistency Versus Licensing Effects of Past Moral Behavior
Mullen, E., & Monin, B. (2016) · Annual Review of Psychology · doi:10.1146/annurev-psych-010213-115120 · Cited by 386
Spillover effects in environmental behaviors, across time and context: a review and research agenda
Nilsson, A., Bergquist, M., & Schultz, W. P. (2017) · Environmental Education Research · doi:10.1080/13504622.2016.1250148 · Cited by 365
Metadata
- Authors
- Khan, U., & Dhar, R.
- Venue
- Journal of Marketing Research
- Publisher
- SAGE Publications
- Published
- 2006-05
- Volume
- 43
- Issue
- 2
- Pages
- 259-266
- ISSN
- 0022-2437 (ISSN-L)
- 1547-7193
- OpenAlex
- W2106276407
- Cited by
- 957
- References
- 6
- FWCI
- 8.21
- Type
- journal article
- Language
- en
- Open access
- closed
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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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