When does the past repeat itself? The interplay of behavior prediction and personal norms

Journal of Consumer Research

Volumn 38, Issue 3, 2011, Pages 420-430

  Chandon, Pierre ^a   Smith, Ronn J ^b   Morwitz, Vicki G ^c   Spangenberg, Eric R ^d   Sprott, David E ^d  

^a INSEAD   (France)

^b UNIVERSITY OF ARKANSAS   (United States)

^c NEW YORK UNIVERSITY   (United States)

^d WASHINGTON STATE UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 80052712784     PISSN: 00935301     EISSN: None     Source Type: Journal    
DOI: 10.1086/659378     Document Type: Article

References (45)

1. Ajzen, Icek (2002), "Residual Effects of Past on Later Behavior: Habituation and Reasoned Action Perspectives, " Personality and Social Psychology Review, 6 (2), 107-22.
2. Bargh, John A. and Tanya L. Chartrand (2000), "The Mind in the Middle: A Practical Guide to Priming and Automaticity Research, " in Handbook of Research Methods in Social and Personality Psychology, ed. Harry T. Reis and Charles M. Judd, New York: Cambridge University Press, 253-85.
3. Bearden, William O., Richard G. Netemeyer, and Jesse E. Teel (1989), "Measurement of Consumer Susceptibility to Interpersonal Influence, " Journal of Consumer Research, 15 (4), 473-80.
4. Chandon, Pierre, Vicki G. Morwitz, and Werner J. Reinartz (2004), "The Short-and Long-Term Effects of Measuring Intent to Repurchase, " Journal of Consumer Research, 31 (3), 566-72.
5. Chandon, Pierre, Vicki G. Morwitz, and Werner J. Reinartz (2005), "Do Intentions Really Predict Behavior? Self-Generated Validity Effects in Survey Research, " Journal of Marketing, 69 (2), 1-14.
6. Cialdini, Robert B. and Noah J. Goldstein (2004), "Social Influence: Compliance and Conformity, " Annual Review of Psychology, 55 (1), 591-621.
7. Dholakia, Utpal M. (2010), "A Critical Review of Question-Behavior Effect Research, " in Review of Marketing Research, Vol. 7, ed. Naresh K. Malhotra, Bingley: Emerald Books, 145-97.
8. Fazio, Russell H. (2001), "On the Automatic Activation of Associated Evaluations: An Overview, " Cognition and Emotions, 15 (2), 115-41.
9. Fazio, Russell H., Martha C. Powell, and Carol J. Williams (1989), "The Role of Attitude Accessibility in the Attitude-to-Behavior Process, " Journal of Consumer Research, 16 (3), 280-88.
10. Feldman, Jack M. and John G. Lynch Jr. (1988), "Self-Generated Validity and Other Effects of Measurement on Belief, Attitude, Intention, and Behavior, " Journal of Applied Psychology, 73 (3), 421-35.
11. Fisher, Robert J. (1993), "Social Desirability Bias and the Validity of Indirect Questioning, " Journal of Consumer Research, 20 (2), 303-15.
12. Fitzsimons, Gavan J. (2008), "Editorial: Death to Dichotomizing, " Journal of Consumer Research, 35 (1), 5-8.
13. Fitzsimons, Gavan J. and Sarah G. Moore (2008), "Should We Ask our Children about Sex, Drugs and Rock & Roll? Potentially Harmful Effects of Asking Questions about Risky Behaviors, " Journal of Consumer Psychology, 18 (2), 82-95.
14. Fitzsimons, Gavan J. and Vicki G. Morwitz (1996), "The Effect of Measuring Intent on Brand-Level Purchase Behavior, " Journal of Consumer Research, 23 (1), 1-11.
15. Fitzsimons, Gavan J., Joseph C. Nunes, and Patti Williams (2007), "License to Sin: The Liberating Role of Reporting Expectations, " Journal of Consumer Research, 34 (1), 22-31.
16. Games, Paul A. (1978), "A Three-Factor Model Encompassing Many Possible Statistical Tests on Independent Groups, " Psychological Bulletin, 85 (1), 168-82.
17. Hausenblas, Heather A. and Danielle Symons Downs (2002), "How Much Is Too Much? The Development and Validation of the Exercise Dependence Scale, " Psychology and Health, 17 (4), 387-404.
18. Higgins, E. Tory (1996), "Knowledge Activation: Accessibility, Applicability, and Salience, " in Social Psychology: Handbook of Basic Principles, ed. E. Tory Higgins and Arie W. Kruglanski, New York: Guilford, 133-68.
19. Irwin, Julie R. and Gary H. McClelland (2001), "Misleading Heuristics and Moderated Multiple Regression Models, " Journal of Marketing Research, 38 (February), 100-109.
20. Janiszewski, Chris and Elise Chandon (2007), "Transfer-Appropriate Processing, Response Fluency, and the Mere Measurement Effect, " Journal of Marketing Research, 44 (2), 309-23.
21. Ji, Mindy F. and Wendy Wood (2007), "Purchase and Consumption Habits: Not Necessarily What You Intend, " Journal of Consumer Psychology, 17 (4), 261-76.
22. Juster, F. Thomas and Frank P. Stafford (1991), "The Allocation of Time: Empirical Findings, Behavioral Models, and Problems of Measurement, " Journal of Economic Literature, 29 (2), 471-522.
23. Kallgren, Carl A., Raymond R. Reno, and Robert B. Cialdini (2000), "A Focus Theory of Normative Conduct: When Norms Do and Do Not Affect Behavior, " Personality and Social Psychology Bulletin, 26 (8), 1002-12.
24. Levav, Jonathan and Gavan J. Fitzsimons (2006), "When Questions Change Behavior, " Psychological Science, 17 (3), 207-13.
25. Mokdad, Ali H., James S. Marks, Donna F. Stroup, and Julie L. Gerberding (2004), "Actual Causes of Death in the United States, 2000, " Journal of the American Medical Association, 291 (10), 1238-45.
26. Morwitz, Vicki G. and Gavan J. Fitzsimons (2004), "The Mere Measurement Effect: Why Does Measuring Intentions Change Actual Behavior?" Journal of Consumer Psychology, 14 (1-2), 64-74.
27. Morwitz, Vicki G., Eric Johnson, and David Schmittlein (1993), "Does Measuring Intent Change Behavior?" Journal of Consumer Research, 20 (1), 46-61.
28. Morwitz, Vicki G., Joel H. Steckel, and Alok Gupta (2007), "When Do Purchase Intentions Predict Sales?" International Journal of Forecasting, 23 (3), 347-64.
29. Ouellette, Judith A. and Wendy Wood (1998), "Habit and Intention in Everyday Life: The Multiple Processes by Which Past Behavior Predicts Future Behavior, " Psychological Bulletin, 124 (1), 54-74.
30. Schwartz, Shalom H. (1973), "Normative Explanations of Helping Behavior: A Critique, Proposal, and Empirical Test, " Journal of Experimental and Social Psychology, 9 (4), 349-64.
31. Sheppard, Blair H., Jon Hartwick, and Paul R. Warshaw (1988), "The Theory of Reasoned Action: A Meta-analysis of Past Research with Recommendations for Modifications and Future Research, " Journal of Consumer Research, 15 (3), 325-43.
32. Smith, Jennifer K., Alan S. Gerber, and Anton Orlich (2003), "Self-Prophecy Effects and Voter Turnout: An Experimental Replication, " Political Psychology, 24 (3), 593-604.
33. Spangenberg, Eric R. and Anthony G. Greenwald (1999), "Social Influence by Requesting Self-Prophecy, " Journal of Consumer Psychology, 8 (1), 61-89.
34. Spangenberg, Eric R., Anthony G. Greenwald, and David E. Sprott (2008), "Will You Read This Article's Abstract? Theories of the Question-Behavior Effect, " Journal of Consumer Psychology, 18 (2), 102-6.
35. Spangenberg, Eric R. and David E. Sprott (2006), "Self-Monitoring and Susceptibility to the Influence of Self-Prophecy, " Journal of Consumer Research, 32 (4), 550-56.
36. Spangenberg, Eric R., David E. Sprott, Bianca Grohmann, and Ronn J. Smith (2003), "Mass-Communicated Prediction Requests: Practical Application and a Cognitive Dissonance Explanation for Self-Prophecy, " Journal of Marketing, 67 (3), 47-62.
37. Sprott, David E., Ronn J. Smith, Eric R. Spangenberg, and Timothy S. Freson (2004), "Specificity of Prediction Requests: Evidence for the Differential Effects of Self-Prophecy on Commitment to a Health Assessment, " Journal of Applied Social Psychology, 34 (June), 1176-90.
38. Sprott, David E., Eric R. Spangenberg, Lauren G. Block, Gavan J. Fitzsimons, Vicki G. Morwitz, and Patti Williams (2006), "The Question-Behavior Effect: What We Know and Where We Go from Here, " Social Influence, 1 (2), 128-37.
39. Sprott, David E., Eric R. Spangenberg, and Robert Fisher (2003), "The Importance of Normative Beliefs to the Self-Prophecy Effect, " Journal of Applied Psychology, 88 (3), 423-30.
40. Stone, Jeff (2003), "Self-Consistency for Low Self-Esteem in Dissonance Processes: The Role of Self-Standards, " Personality and Social Psychology Bulletin, 29 (7), 846-58.
41. Verplanken, Bas and Wendy Wood (2006), "Interventions to Break and Create Consumer Habits, " Journal of Public Policy and Marketing, 25 (1), 90-103.
42. Wansink, Brian, Collin R. Payne, and Pierre Chandon (2007), "Internal and External Cues of Meal Cessation: The French Paradox Redux?" Obesity, 15 (12), 2920-24.
43. Webb, Thomas L. and Paschal Sheeran (2006), "Does Changing Behavioral Intentions Engender Behavior Change? A Metaanalysis of the Experimental Evidence, " Psychological Bulletin, 132 (2), 249-68.
44. Williams, Patti, Lauren G. Block, and Gavan J. Fitzsimons (2006), "Simply Asking Questions about Health Behaviors Increases Both Healthy and Unhealthy Behaviors, " Social Influence, 1 (2), 117-27.
45. Wood, Wendy and David T. Neal (2007), "A New Look at Habits and the Habit-Goal Interface, " Psychological Review, 114 (4), 843-63.