메뉴 건너뛰기




Volumn 27, Issue 1, 2000, Pages 49-68

The role of explanations and need for uniqueness in consumer decision making: Unconventional choices based on reasons

Author keywords

[No Author keywords available]

Indexed keywords


EID: 0034343663     PISSN: 00935301     EISSN: None     Source Type: Journal    
DOI: 10.1086/314308     Document Type: Article
Times cited : (376)

References (59)
  • 1
    • 21144460160 scopus 로고
    • Transitions in preference over time: The effects of memory on message persuasiveness
    • Alba, W. Joseph, Howard Marmorstein, and Amitava Chattopadhyay (1992), "Transitions in Preference Over Time: The Effects of Memory on Message Persuasiveness," Journal of Marketing Research, 29 (November), 406-416.
    • (1992) Journal of Marketing Research , vol.29 , Issue.NOVEMBER , pp. 406-416
    • Alba, W.J.1    Marmorstein, H.2    Chattopadhyay, A.3
  • 2
    • 0002276495 scopus 로고
    • Effects of group pressure upon the modification and distortion of judgment
    • ed. H. Getskow, Pittsburgh: Carnegie Press
    • Asch, Solomon E. (1951), "Effects of Group Pressure upon the Modification and Distortion of Judgment," in Groups, Leadership, and Men, ed. H. Getskow, Pittsburgh: Carnegie Press, 177-190.
    • (1951) Groups, Leadership, and Men , pp. 177-190
    • Asch, S.E.1
  • 3
    • 34248459078 scopus 로고
    • A self-presentational view of social phenomena
    • Baumeister, Roy F. (1982), "A Self-Presentational View of Social Phenomena," Psychological Bulletin, 91 (January), 3-26.
    • (1982) Psychological Bulletin , vol.91 , Issue.JANUARY , pp. 3-26
    • Baumeister, R.F.1
  • 5
    • 0032285185 scopus 로고    scopus 로고
    • Constructive consumer choice processes
    • Bettman, James R., Mary Frances Luce, and John W. Payne (1998), "Constructive Consumer Choice Processes," Journal of Consumer Research, 25 (December), 187-217.
    • (1998) Journal of Consumer Research , vol.25 , Issue.DECEMBER , pp. 187-217
    • Bettman, J.R.1    Luce, M.F.2    Payne, J.W.3
  • 7
    • 0000902769 scopus 로고
    • Price-induced patterns of competition
    • _ and Kenneth J. Wisniewski (1989), "Price-Induced Patterns of Competition," Marketing Science, 8 (Fall), 291-309.
    • (1989) Marketing Science , vol.8 , Issue.FALL , pp. 291-309
    • Wisniewski, K.J.1
  • 8
    • 0001418871 scopus 로고
    • The social self: On being the same and different at the same time
    • Brewer, Marilynn B. (1991), "The Social Self: On Being the Same and Different at the Same Time," Personality and Social Psychology Bulletin, 17 (October), 475-482.
    • (1991) Personality and Social Psychology Bulletin , vol.17 , Issue.OCTOBER , pp. 475-482
    • Brewer, M.B.1
  • 9
    • 0001639903 scopus 로고
    • Informational and normative social influence in buyer behavior
    • Burnkrant, Robert E. and Alain Cousineau (1975), "Informational and Normative Social Influence in Buyer Behavior," Journal of Consumer Research, 2 (December), 206-215.
    • (1975) Journal of Consumer Research , vol.2 , Issue.DECEMBER , pp. 206-215
    • Burnkrant, R.E.1    Cousineau, A.2
  • 10
    • 0000283893 scopus 로고    scopus 로고
    • Social influence: Social norms, conformity, and compliance
    • ed. Daniel T. Gilbert et al., Boston: McGraw Hill
    • Cialdini, Robert B. and Melanie R. Trost (1998), "Social Influence: Social Norms, Conformity, and Compliance," in Handbook of Social Psychology, Vol. 2, ed. Daniel T. Gilbert et al., Boston: McGraw Hill, 151-192.
    • (1998) Handbook of Social Psychology , vol.2 , pp. 151-192
    • Cialdini, R.B.1    Trost, M.R.2
  • 11
    • 21844523370 scopus 로고
    • Preference for consistency: The development of a valid measure and the discovery of surprising behavioral implications
    • _, Melanie R. Trost, and Jason T. Newsom (1995), "Preference for Consistency: The Development of a Valid Measure and the Discovery of Surprising Behavioral Implications," Journal of Personality and Social Psychology, 69 (August), 318-328.
    • (1995) Journal of Personality and Social Psychology , vol.69 , Issue.AUGUST , pp. 318-328
    • Trost, M.R.1    Newsom, J.T.2
  • 12
    • 0040546631 scopus 로고    scopus 로고
    • working paper, Graduate School of Business, Stanford University, Stanford, CA
    • Dhar, Ravi and Itamar Simonson (1999), "The Effect of Forced Choice on Choice," working paper, Graduate School of Business, Stanford University, Stanford, CA.
    • (1999) The Effect of Forced Choice on Choice
    • Dhar, R.1    Simonson, I.2
  • 13
    • 0030901267 scopus 로고    scopus 로고
    • The verbal overshadowing effect: Why descriptions impair face recognition
    • Dodson, Chad S., Marcia K. Johnson, and Jonathan W. Schooler (1997), "The Verbal Overshadowing Effect: Why Descriptions Impair Face Recognition," Memory and Cognition, 25 (March), 129-139.
    • (1997) Memory and Cognition , vol.25 , Issue.MARCH , pp. 129-139
    • Dodson, C.S.1    Johnson, M.K.2    Schooler, J.W.3
  • 14
    • 58149405625 scopus 로고
    • Verbal reports as data
    • Ericsson, K. Anders and Herbert A. Simon (1980), "Verbal Reports as Data," Psychological Review, 87 (May), 215-251.
    • (1980) Psychological Review , vol.87 , Issue.MAY , pp. 215-251
    • Ericsson, K.A.1    Simon, H.A.2
  • 15
    • 21344490393 scopus 로고
    • The persuasion knowledge model: How people cope with persuasion attempts
    • Friestad, Marian and Peter L. Wright (1994), "The Persuasion Knowledge Model: How People Cope with Persuasion Attempts," Journal of Consumer Research, 21 (June), 1-31.
    • (1994) Journal of Consumer Research , vol.21 , Issue.JUNE , pp. 1-31
    • Friestad, M.1    Wright, P.L.2
  • 16
    • 0003259455 scopus 로고
    • The search for uniqueness and valuation of scarcity
    • ed. Kenneth J. Gergen et al., New York: Plenum
    • Fromkin, Howard L. and C. R. Snyder (1980), "The Search for Uniqueness and Valuation of Scarcity," in Social Exchange: Advances in Theory and Research, ed. Kenneth J. Gergen et al., New York: Plenum, 57-75.
    • (1980) Social Exchange: Advances in Theory and Research , pp. 57-75
    • Fromkin, H.L.1    Snyder, C.R.2
  • 17
    • 0014176811 scopus 로고
    • Attitude and selective learning: Where are the phenomena of yesteryear?
    • Greenwald, Anthony G. and Joseph S. Sakumura (1967), "Attitude and Selective Learning: Where Are the Phenomena of Yesteryear?" Journal of Personality and Social Psychology, 1 (4, pt. 1), 387-397.
    • (1967) Journal of Personality and Social Psychology , vol.7 , Issue.4 PART 1 , pp. 387-397
    • Greenwald, A.G.1    Sakumura, J.S.2
  • 18
    • 38249042253 scopus 로고
    • Mere presence effects in humans: A review
    • Guerin, Bernard (1986), "Mere Presence Effects in Humans: A Review," Journal of Experimental Social Psychology, 22 (January), 38-77.
    • (1986) Journal of Experimental Social Psychology , vol.22 , Issue.JANUARY , pp. 38-77
    • Guerin, B.1
  • 19
    • 0003289415 scopus 로고
    • Does having to justify one's judgments change the nature of the judgment process?
    • Hagafors, Roger and Berndt Brehmer (1983), "Does Having to Justify One's Judgments Change the Nature of the Judgment Process?" Organizational Behavior and Human Performance, 31 (April), 223-232.
    • (1983) Organizational Behavior and Human Performance , vol.31 , Issue.APRIL , pp. 223-232
    • Hagafors, R.1    Brehmer, B.2
  • 20
    • 85020546766 scopus 로고
    • Need for cognition and advertising: Understanding the role of personality variables in consumer behavior
    • Haugtvedt, Curtis P., Richard E. Petty, and John T. Cacioppo (1992), "Need for Cognition and Advertising: Understanding the Role of Personality Variables in Consumer Behavior," Journal of Consumer Psychology, 1 (3), 239-260.
    • (1992) Journal of Consumer Psychology , vol.1 , Issue.3 , pp. 239-260
    • Haugtvedt, C.P.1    Petty, R.E.2    Cacioppo, J.T.3
  • 21
    • 21844525827 scopus 로고
    • Asymmetric decoy effects on lower-quality versus higher-quality brands: Meta-analytic and experimental evidence
    • Heath, Timothy B. and Subimal Chatterjee (1995), "Asymmetric Decoy Effects on Lower-Quality versus Higher-Quality Brands: Meta-analytic and Experimental Evidence," Journal of Consumer Research, 22 (December), 268-284.
    • (1995) Journal of Consumer Research , vol.22 , Issue.DECEMBER , pp. 268-284
    • Heath, T.B.1    Chatterjee, S.2
  • 22
    • 0000221240 scopus 로고
    • Adding asymmetrically dominated alternatives: Violations of regularity and the similarity hypothesis
    • Huber, Joel, John W. Payne, and Christopher Puto (1982), "Adding Asymmetrically Dominated Alternatives: Violations of Regularity and the Similarity Hypothesis," Journal of Consumer Research, 9 (June), 90-98.
    • (1982) Journal of Consumer Research , vol.9 , Issue.JUNE , pp. 90-98
    • Huber, J.1    Payne, J.W.2    Puto, C.3
  • 23
    • 0000221239 scopus 로고
    • Market boundaries and product choice: Illustrating attraction and substitution effects
    • _ and Christopher Puto (1983), "Market Boundaries and Product Choice: Illustrating Attraction and Substitution Effects," Journal of Consumer Research, 10 (June), 31-44.
    • (1983) Journal of Consumer Research , vol.10 , Issue.JUNE , pp. 31-44
    • Puto, C.1
  • 24
    • 0001129529 scopus 로고
    • Group polarization: A critical review and meta-analysis
    • Isenberg, Daniel J. (1986), "Group Polarization: A Critical Review and Meta-analysis," Journal of Personality and Social Psychology, 50 (June), 1141-1151.
    • (1986) Journal of Personality and Social Psychology , vol.50 , Issue.JUNE , pp. 1141-1151
    • Isenberg, D.J.1
  • 25
    • 0000397111 scopus 로고
    • Consumer variety seeking among goods and services: An integrative review
    • Kahn, Barbara E. (1995), "Consumer Variety Seeking among Goods and Services: An Integrative Review," Journal of Retailing and Consumer Services, 2 (3), 139-148.
    • (1995) Journal of Retailing and Consumer Services , vol.2 , Issue.3 , pp. 139-148
    • Kahn, B.E.1
  • 26
    • 0001331917 scopus 로고
    • The endowment effect, loss aversion, and status quo bias
    • Kahneman, Daniel, Jack L. Knetsch, and Richard H. Thaler (1991), "The Endowment Effect, Loss Aversion, and Status Quo Bias," Journal of Economic Perspectives, 5 (1), 193-206.
    • (1991) Journal of Economic Perspectives , vol.5 , Issue.1 , pp. 193-206
    • Kahneman, D.1    Knetsch, J.L.2    Thaler, R.H.3
  • 27
    • 0000125532 scopus 로고
    • Prospect theory: An analysis of decision under risk
    • _ and Amos Tversky (1979), "Prospect Theory: An Analysis of Decision under Risk," Econometrica, 47 (March), 263-291.
    • (1979) Econometrica , vol.47 , Issue.MARCH , pp. 263-291
    • Tversky, A.1
  • 28
    • 21844482607 scopus 로고
    • An empirical analysis of latitude of price acceptance in consumer package goods
    • Kalyanaram, Gurumurthy and John D. C. Little (1994), "An Empirical Analysis of Latitude of Price Acceptance in Consumer Package Goods," Journal of Consumer Research, 21 (December), 408-418.
    • (1994) Journal of Consumer Research , vol.21 , Issue.DECEMBER , pp. 408-418
    • Kalyanaram, G.1    Little, J.D.C.2
  • 29
    • 0000985528 scopus 로고
    • Personality and consumer behavior: An update
    • ed. Harold H. Kassarjian and Thomas Robertson
    • Kassarjian, Harold H. and Mary Jane Sheffet (1991), "Personality and Consumer Behavior: An Update," in Perspectives in Consumer Behavior, ed. Harold H. Kassarjian and Thomas Robertson, 281-303.
    • (1991) Perspectives in Consumer Behavior , pp. 281-303
    • Kassarjian, H.H.1    Sheffet, M.J.2
  • 30
    • 0033089176 scopus 로고    scopus 로고
    • Accounting for the effects of accountability
    • Lerner, Jennifer S. and Philip E. Tetlock (1999), "Accounting for the Effects of Accountability," Psychological Bulletin, 125 (March), 255-275.
    • (1999) Psychological Bulletin , vol.125 , Issue.MARCH , pp. 255-275
    • Lerner, J.S.1    Tetlock, P.E.2
  • 32
    • 0003010413 scopus 로고
    • Scarcity effects on value: A quantitative review of the commodity theory literature
    • Lynn, Michael (1991), "Scarcity Effects on Value: A Quantitative Review of the Commodity Theory Literature," Psychology and Marketing, 8 (Spring), 43-57.
    • (1991) Psychology and Marketing , vol.8 , Issue.SPRING , pp. 43-57
    • Lynn, M.1
  • 33
    • 0000200753 scopus 로고
    • Variety seeking behavior: An interdisciplinary review
    • McAlister, Leigh and Edgar Pessemier (1982), "Variety Seeking Behavior: An Interdisciplinary Review," Journal of Consumer Research, 9 (December), 311-322.
    • (1982) Journal of Consumer Research , vol.9 , Issue.DECEMBER , pp. 311-322
    • McAlister, L.1    Pessemier, E.2
  • 34
    • 0001615523 scopus 로고
    • Social influence and conformity
    • ed. Gardner Lindzey and Elliot Aronson, New York: Random House
    • Moscovici, Serge (1985), "Social Influence and Conformity," in The Handbook of Social Psychology, ed. Gardner Lindzey and Elliot Aronson, New York: Random House, 347-412.
    • (1985) The Handbook of Social Psychology , pp. 347-412
    • Moscovici, S.1
  • 35
    • 0031484808 scopus 로고    scopus 로고
    • Attribute-task compatibility as a determinant of consumer preference reversals
    • Nowlis, Stephen M. and Itamar Simonson (1997), "Attribute-Task Compatibility as a Determinant of Consumer Preference Reversals," Journal of Marketing Research, 34 (May), 205-218.
    • (1997) Journal of Marketing Research , vol.34 , Issue.MAY , pp. 205-218
    • Nowlis, S.M.1    Simonson, I.2
  • 38
    • 0025140247 scopus 로고
    • Verbal overshadowing of visual memories: Some things are better left unsaid
    • Schooler, Jonathan W. and Tonya Y. Engstler-Schooler (1990), "Verbal Overshadowing of Visual Memories: Some Things Are Better Left Unsaid," Cognitive Psychology, 22 (January), 36-71.
    • (1990) Cognitive Psychology , vol.22 , Issue.JANUARY , pp. 36-71
    • Schooler, J.W.1    Engstler-Schooler, T.Y.2
  • 39
    • 0027258321 scopus 로고
    • Choosing versus rejecting: Why some options are both better and worse than others
    • Shafir, Eldar (1993), "Choosing versus Rejecting: Why Some Options Are Both Better and Worse Than Others," Memory and Cognition, 21 (July), 546-556.
    • (1993) Memory and Cognition , vol.21 , Issue.JULY , pp. 546-556
    • Shafir, E.1
  • 40
    • 0027673022 scopus 로고
    • Reason-based choice
    • _, Itamar Simonson, and Amos Tversky (1993), "Reason-Based Choice," Cognition, 49 (October-November), 11-36.
    • (1993) Cognition , vol.49 , Issue.OCTOBER-NOVEMBER , pp. 11-36
    • Simonson, I.1    Tversky, A.2
  • 41
    • 0000704093 scopus 로고
    • Choice based on reasons: The case of attraction and compromise effects
    • Simonson, Itamar (1989), "Choice Based on Reasons: The Case of Attraction and Compromise Effects," Journal of Consumer Research, 16 (September), 158-174.
    • (1989) Journal of Consumer Research , vol.16 , Issue.SEPTEMBER , pp. 158-174
    • Simonson, I.1
  • 42
    • 0001124662 scopus 로고
    • The effect of purchase quantity and timing on variety-seeking behavior
    • _ (1990), "The Effect of Purchase Quantity and Timing on Variety-Seeking Behavior," Journal of Marketing Research, 27 (May), 150-162.
    • (1990) Journal of Marketing Research , vol.27 , Issue.MAY , pp. 150-162
  • 43
    • 0001075781 scopus 로고
    • The influence of anticipating regret and responsibility on purchase decisions
    • _ (1992), "The Influence of Anticipating Regret and Responsibility on Purchase Decisions," Journal of Consumer Research, 19 (June), 105-118.
    • (1992) Journal of Consumer Research , vol.19 , Issue.JUNE , pp. 105-118
  • 44
    • 38249015251 scopus 로고
    • The effect of accountability on susceptibility to decision errors
    • _ and Peter Nye (1992), "The Effect of Accountability on Susceptibility to Decision Errors," Organizational Behavior and Human Decision Processes, 51 (April), 416-446.
    • (1992) Organizational Behavior and Human Decision Processes , vol.51 , Issue.APRIL , pp. 416-446
    • Peter, N.1
  • 45
    • 0000275661 scopus 로고
    • Choice in context: Tradeoff contrast and extremeness aversion
    • _ and Amos Tversky (1992), "Choice in Context: Tradeoff Contrast and Extremeness Aversion," Journal of Marketing Research, 29 (August), 281-295.
    • (1992) Journal of Marketing Research , vol.29 , Issue.AUGUST , pp. 281-295
    • Tversky, A.1
  • 47
    • 0001951930 scopus 로고
    • Product scarcity by need for uniqueness interaction: A consumer catch-22 carousel?
    • Snyder, C. R. (1992), "Product Scarcity by Need for Uniqueness Interaction: A Consumer Catch-22 Carousel?" Basic and Applied Social Psychology, 13 (March), 9-24.
    • (1992) Basic and Applied Social Psychology , vol.13 , Issue.MARCH , pp. 9-24
    • Snyder, C.R.1
  • 48
    • 85047290484 scopus 로고
    • Abnormality as a positive characteristic: The development and validation of a scale measuring need for uniqueness
    • _ and Howard L. Fromkin (1977), "Abnormality as a Positive Characteristic: The Development and Validation of a Scale Measuring Need for Uniqueness," Journal of Abnormal Psychology, 86 (5), 518-527.
    • (1977) Journal of Abnormal Psychology , vol.86 , Issue.5 , pp. 518-527
    • Fromkin, H.L.1
  • 49
    • 0024748256 scopus 로고
    • Social and cognitive strategies for coping with accountability: Conformity, complexity, and bolstering
    • Tetlock, Philip E., Linda Skitka, and Richard Boettger (1989), "Social and Cognitive Strategies for Coping with Accountability: Conformity, Complexity, and Bolstering," Journal of Personality and Social Psychology, 57 (October), 632-640.
    • (1989) Journal of Personality and Social Psychology , vol.57 , Issue.OCTOBER , pp. 632-640
    • Tetlock, P.E.1    Skitka, L.2    Boettger, R.3
  • 50
    • 0019392722 scopus 로고
    • The framing of decisions and the psychology of choice
    • Tversky, Amos and Daniel Kahneman (1981), "The Framing of Decisions and the Psychology of Choice," Science, 211 (January), 453-458.
    • (1981) Science , vol.211 , Issue.JANUARY , pp. 453-458
    • Tversky, A.1    Kahneman, D.2
  • 51
    • 0001076162 scopus 로고
    • Loss aversion in riskless choice: A reference dependent model
    • _ and Daniel Kahneman (1991), "Loss Aversion in Riskless Choice: A Reference Dependent Model," Quarterly Journal of Economics, 106 (November), 1040-1061.
    • (1991) Quarterly Journal of Economics , vol.106 , Issue.NOVEMBER , pp. 1040-1061
    • Kahneman, D.1
  • 52
    • 58149367820 scopus 로고
    • Contingent weighting in judgment and choice
    • _, Shmuel Sattath, and Paul Slovic (1988), "Contingent Weighting in Judgment and Choice," Psychological Review, 95 (July), 371-384.
    • (1988) Psychological Review , vol.95 , Issue.JULY , pp. 371-384
    • Sattath, S.1    Slovic, P.2
  • 53
    • 84965432094 scopus 로고
    • The disjunction effect in choice under uncertainty
    • _ and Eldar Shafir (1992), "The Disjunction Effect in Choice under Uncertainty," Psychological Science, 3 (September), 305-309.
    • (1992) Psychological Science , vol.3 , Issue.SEPTEMBER , pp. 305-309
    • Shafir, E.1
  • 54
    • 84984420083 scopus 로고
    • Novel argumentation and attitude change: The case of polarization following group discussion
    • Vinokur, Amiram and Eugene Burnstein (1978), "Novel Argumentation and Attitude Change: The Case of Polarization Following Group Discussion," European Journal of Social Psychology, 8 (3), 335-348.
    • (1978) European Journal of Social Psychology , vol.8 , Issue.3 , pp. 335-348
    • Vinokur, A.1    Burnstein, E.2
  • 56
    • 0029336838 scopus 로고
    • Effects of introspecting about reasons: Inferring attitudes from accessible thoughts
    • Wilson, Timothy D., Sara D. Hodges, and Suzanne J. LaFleur (1995), "Effects of Introspecting about Reasons: Inferring Attitudes from Accessible Thoughts," Journal of Personality and Social Psychology, 69 (July), 16-28.
    • (1995) Journal of Personality and Social Psychology , vol.69 , Issue.JULY , pp. 16-28
    • Wilson, T.D.1    Hodges, S.D.2    LaFleur, S.J.3
  • 57
    • 0026110450 scopus 로고
    • Thinking too much: Introspection can reduce the quality of preferences and decisions
    • _ and Jonathan Schooler (1991), "Thinking Too Much: Introspection Can Reduce the Quality of Preferences and Decisions," Journal of Personality and Social Psychology, 60 (February), 181-192.
    • (1991) Journal of Personality and Social Psychology , vol.60 , Issue.FEBRUARY , pp. 181-192
    • Schooler, J.1
  • 58
    • 0000688931 scopus 로고
    • Information redundancy, inconsistency, and novelty and their role in impression formation
    • Wyer, Robert S., Jr. (1970), "Information Redundancy, Inconsistency, and Novelty and Their Role in Impression Formation," Journal of Experimental Social Psychology, 6(1), 111-127.
    • (1970) Journal of Experimental Social Psychology , vol.6 , Issue.1 , pp. 111-127
    • Wyer R.S., Jr.1
  • 59
    • 0039975712 scopus 로고
    • Social facilitation
    • Zajonc, Robert B. (1965), "Social Facilitation," Science, 149, 269-274.
    • (1965) Science , vol.149 , pp. 269-274
    • Zajonc, R.B.1


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.