Choice as an end versus a means

Journal of Marketing Research

Volumn 48, Issue 3, 2011, Pages 544-554

  Choi, Jinhee ^a   Fishbach, Ayelet ^b  

^a Korea University   (South Korea)

^b UNIVERSITY OF CHICAGO   (United States)

Author keywords

Depletion; Experiential choice; Extrinsic; Instrumental choice; Intrinsic

Indexed keywords

EID: 79959342701     PISSN: 00222437     EISSN: None     Source Type: Journal    
DOI: 10.1509/jmkr.48.3.544     Document Type: Article

References (51)

1. Amir, On and Dan Ariely (2007), "Decision by Rules: The Cause of Unwillingness to Pay for Beneficial Delays," Journal of Marketing Research, 44 (February), 142-52.
2. Babin, Barry J., William R. Darden, and Mitch Griffin (1994), "Work and/or Fun: Measuring Hedonic and Utilitarian Shopping Value," Journal of Consumer Research, 20 (March), 644-56.
3. Baumeister, Roy F. (2002) "Yielding to Temptation: Self-Control Failure, Impulsive Purchasing, and Consumer Behavior," Journal of Consumer Research, 28 (March), 670-76. (Pubitemid 37195135)
4. - , Ellen Bratslavsky, Mark Muraven, and Dianne M. Tice (1998), "Ego Depletion: Is the Active Self a Limited Resource?" Journal of Personality and Social Psychology, 74 (May), 1252-65. (Pubitemid 128656642)
5. - , Erin A. Sparks, Tyler F. Stillman, and Kathleen D. Vohs (2008), "Free Will in Consumer Behavior: Self-Control, Ego-Depletion, and Choice," Journal of Consumer Psychology, 18 (January), 4-13.
6. Botti, Simona and Sheena S. Iyengar (2004), "The Psychological Pressure and Pain of Choosing: When People Prefer Choosing at the Cost of Subsequent Outcome Satisfaction," Journal of Personality and Social Psychology, 87 (September), 312-26. (Pubitemid 39288925)
7. - and Ann L. McGill (2006), "When Choosing Is Not Deciding: The Effect of Perceived Responsibility on Satisfaction," Journal of Consumer Research, 33 (September), 211-19. (Pubitemid 44476815)
8. - and - (2011), "The Locus of Choice: Personal Causality and Satisfaction with Hedonic and Utilitarian Decisions," Journal of Consumer Research, 37 (April), 1065-78.
9. Carmon, Ziv and Dan Ariely (2000), "Focusing on the Forgone: How Value Can Appear So Different to Buyers and Sellers," Journal of Consumer Research, 27 (December), 360-70.
10. Chernev, Alexander (2003), "When More Is Less and Less Is More: The Role of Ideal Point Availability and Assortment in Consumer Choice," Journal of Consumer Research, 30 (September), 170-83. (Pubitemid 37374303)
11. Deci, Edward L. and Richard M. Ryan (1985), Intrinsic Motivation and Self-Determination in Human Behavior. New York: Plenum Press.
12. Dhar, Ravi (1997), "Consumer Preference for a Non-Choice Option," Journal of Consumer Research, 24 (September), 215-31.
13. - and Klaus Wertenbroch (2000), "Consumer Choice Between Hedonic and Utilitarian Goods," Journal of Marketing Research, 37 (February), 60-71.
14. Fishbach, Ayelet, James Y. Shah, and Arie W. Kruglanski (2004), "Emotional Transfer in Goal Systems," Journal of Experimental Social Psychology, 40 (November), 723-38. (Pubitemid 39150818)
15. Freitas, Antonio L., Peter Gollwitzer, and Yaacov Trope (2004), "The Influence of Abstract and Concrete Mindsets on Anticipating and Guiding Others' Self-Reguiatory Efforts," Journal of Experimental Social Psychology, 40 (November), 739-52. (Pubitemid 39150819)
16. Fujita, Kentaro, Yaacov Trope, Nira Liberman, and Maya Levin-Sagi (2006), "Construal Level and Self-Control," Journal of Personality and Social Psychology, 90 (March), 351-67.
17. Higgins, E. Tory and Yaacov Trope (1990), "Activity Engagement Theory: Implications of Multiply Identifiable Input for Intrinsic Motivation," in Handbook of Motivation and Cognition: Foundations of Social Behavior, Vol. 2, E. Tory Higgins and Richard M. Sorrentino, eds. New York: Guilford Press, 229-64.
18. Hirschman, Elizabeth C. and Morris B. Holbrook (1982), "Hedonic Consumption: Emerging Concepts, Methods, and Propositions," Journal of Marketing, 46 (Summer), 92-101.
19. Isen, Alice M. and Guergana P. Spassova (2009), "Positive Affect Counters the Negative Effects of Choice Overload," unpublished manuscript, Johnson School of Management, Cornell University.
20. Iyengar, Sheena S. and Mark R. Lepper (2000), "When Choice Is Demotivating: Can One Desire Too Much of a Good Thing?" Journal of Personality and Social Psychology, 79 (December), 995-1006.
21. Khan, Uzma, Ravi Dhar, and Klaus Wertenbroch (2005), "A Behavioral Decision Theory Perspective on Hedonic and Utilitarian Choice," in Inside Consumption: Frontiers of Research on Consumer Motives, Goals, and Desires, S. Ratneshwar and David Glen Mick, eds. London: Routledge, 144-65.
22. Knetsch, Jack L. and J.A. Sinden (1984), "Willingness to Pay and Compensation Demanded: Experimental Evidence of an Unexpected Disparity in Measures of Value," Quarterly Journal of Economics, 99 (3), 507-521.
23. Kruglanski, Arie W., Irith Friedman, and Gabriella Zeevi. (1971), "The Effects of Extrinsic Incentive on Some Qualitative Aspects of Task Performance," Journal of Personality, 39 (4), 606-617
24. - , James Y. Shah, Ayelet Fishbach, Ron Friedman, Woo Y. Chun, and David Sleeth-Keppler (2002), "A Theory of Goal-Systems," in Advances in Experimental Social Psychology, Vol. 34, Mark P. Zanna, ed. New York: Academic Press, 331-78.
25. Lepper, Mark R., David Greene, and Richard E. Nisbett (1973), "Undermining Children's Intrinsic Interest with Extrinsic Rewards: A Test of the 'Overjustification' Hypothesis," Journal of Personality and Social Psychology, 28 (October), 129-37.
26. Loewenstein, George (1987), "Anticipation and the Valuation of Delayed Consumption," Economic Journal, 97 (September), 666-84.
27. Luce, Mary Frances, James R. Bettman, and John W. Payne (1997), "Choice Processing in Emotionally Difficult Decisions," Journal of Experimental Psychology: Learning, Memory, and Cognition, 23 (March), 384-405. (Pubitemid 127543605)
28. Moller, Arlen C, Edward L. Deci, and Richard M. Ryan (2006), "Choice and Ego-Depletion: The Moderating Role of Autonomy," Personality and Social Psychology Bulletin, 32 (August), 1024-36. (Pubitemid 44060251)
29. Muraven, Mark, Dikla Shmueli, and Edward Burkley (2006), "Conserving Self-Control Strength," Journal of Personality and Social Psychology, 91 (September), 524-37. (Pubitemid 44373507)
30. - , Dianne M. Tice, and Roy F. Baumeister (1998), "Self-Control as Limited Resource: Regulatory Depletion Patterns," Journal of Personality and Social Psychology, 74 (March), 774-89. (Pubitemid 128658105)
31. Nix, Glen A., Richard M. Ryan, John B. Manly, and Edward L. Deci (1999), "Revitalization Through Self-Regulation: The Effects of Autonomous and Controlled Motivation on Happiness and Vitality," Journal of Experimental Social Psychology, 35 (May), 266-84.
32. Oettingen, Gabriele and Doris Mayer (2002), "The Motivating Function of Thinking About the Future Expectations Versus Fantasies," Journal of Personality and Social Psychology, 83 (November), 1198-1212.
33. Ordonez, Lisa D., Maurice E. Schweitzer, Adam D. Galinsky, and Max H. Bazerman (2009), "Goals Gone Wild: How Goals Systematically Harm Individuals and Organizations," Academy of Management Perspectives, 23 (February), 6-16.
34. Payne, John W., James R. Bettman, and Eric J. Johnson (1992), The Adaptive Decision Maker. New York: Cambridge University Press.
35. Ryan, Richard M. and Edward L. Deci (2008), "From Ego Depletion to Vitality: Theory and Findings Concerning the Facilitation of Energy Available to the Self," Social and Personality Psychology Compass, 2 (March), 702-717.
36. - and Christina Frederick (1997), "On Energy, Personality, and Health: Subjective Vitality as a Dynamic Reflection of Well-Being," Journal of Personality, 65 (September), 529-65. (Pubitemid 127454464)
37. Sansone, Carol and Judith M. Harackiewicz (1996), "T Don't Feel like It': The Function of Interest in Self-Regulation," in Striving and Feeling: Interactions Among Goals, Affect, and Self-Regulation, Leonard L. Martin and Abraham Tesser, eds. Mah-wah, NJ: Lawrence Erlbaum Associates, 203-228
38. Savani, Krishna, Hazel R. Markus, and Alana L. Conner (2008), "Let Your Preference Be Your Guide? Choices and Preferences Are More Tightly Linked for North Americans than for Indians," Journal of Personality and Social Psychology, 95 (October), 861-76.
39. Schmeichel, Brandon J., Kathleen D. Vohs, and Roy F. Baumeister (2003), "Intellectual Performance and Ego Depletion: Role of the Self in Logical Reasoning and Other Information Processing," Journal of Personality and Social Psychology, 85 (July), 33-46. (Pubitemid 37189362)
40. Shafir, Eldar, Itamar Simonson, and Amos Tversky (1993), "Reason-Based Choice," Cognition, 49 (October), 11-36.
41. Shah, James Y. (2005), "Automatic Pursuit and Management of Goals," Current Directions in Psychological Science, 14 (February), 10-13.
42. - and Arie W. Kruglanski (2000), "The Structure and Substance of Intrinsic Motivation," in Intrinsic and Extrinsic Motivation: The Search for Optimal Motivation and Performance, Carol Sansone and Judith M. Harackiewicz, eds. San Diego: Academic Press, 106-130.
43. Simonson, Itamar (1992), "The Influence of Anticipating Regret and Responsibility on Purchase Decision," Journal of Consumer Research, 19 (June), 105-118.
44. Stephens, Nicole M., Hazel R. Markus, and Sarah M. Townsend (2007), "Choice as an Act of Meaning: The Case of Social Class," Journal of Personality and Social Psychology, 93 (November), 814-30.
45. Taylor, Shelley E. (1989), Positive Illusions: Creative Self-Deception and the Healthy Mind. New York: Basic Books.
46. Thayer, Robert E. (1987), "Energy, Tiredness and Tension Effect of a Sugar Snack vs. Moderate Exercise," Journal of Personality and Social Psychology, 52 (January), 119-25.
47. Tice, Dianne M., Roy F. Baumeister, Dikla Shmueli, and Mark Muraven (2007), "Restoring the Self: Positive Affect Helps Improve Self-Regulation Following Ego-Depletion," Journal of Experimental Social Psychology, 43 (May), 379-84.
48. Vallacher, Robin R. and Daniel M. Wegner (1987), "What Do People Think They're Doing? Action Identification and Human Behavior," Psychological Review, 94 (January), 3-15.
49. Vohs, Kathleen D., Roy F. Baumeister, Brandon J. Schmeichel, Jean M. Twenge, Dianne M. Tice, and Noelle M. Nelson (2008), "Making Choices Impairs Subsequent Self-Control: A Limited Resource Account of Decision Making, Self-Regulation and Active Initiative," Journal of Personality and Social Psychology, 94 (May), 883-98.
50. Wang, Jing, Nathan Novemsky, Ravi Dhar, and Roy F. Baumeister (2010), "Trade-offs and Depletion in Choice," Journal of Marketing Research, 47 (September), 910-19.
51. Watson, David and Auke Tellegen (1985), "Toward a Consensual Structure of Mood," Psychological Bulletin, 98 (September), 219-35.