The best of both worlds? Effects of attribute-induced goal conflict on consumption of healthful indulgences

Journal of Marketing Research

Volumn 49, Issue 6, 2012, Pages 900-909

  Belei, Nina ^a   Geyskens, Kelly ^b   Goukens, Caroline ^b   Ramanathan, Suresh ^c   Lemmink, Jos ^b  

^a RADBOUD UNIVERSITY NIJMEGEN   (Netherlands)

^b MAASTRICHT UNIVERSITY   (Netherlands)

^c TEXAS A AND M UNIVERSITY   (United States)

Author keywords

Consumption; Goal conflict; Health claims; Self control

Indexed keywords

EID: 84870912463     PISSN: 00222437     EISSN: None     Source Type: Journal    
DOI: 10.1509/jmr.10.0155     Document Type: Article

References (32)

1. Andrews, Craig J., Richard G. Netemeyer, and Scot Burton ( 1998), " Consumer generalization of nutrient content claims in advertising," Journal of Marketing, 62 ( October), 62-75.
2. Bargh, John A. and Tanya L. Chartrand ( 1999), " The unbearable automaticity of being," American Psychologist, 54 ( 7), 462-79.
3. 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, Harry T. Reis and Charles M. Judd, eds. New York: Cambridge University Press, 253-85.
4. Chandon, Pierre and Brian Wansink ( 2007), " The biasing health halos of fast-food restaurant health claims: Lower calorie estimates and higher side-dish consumption intentions," Journal of Consumer Research, 34 ( October), 301-314.
5. Chernev, Alexander ( 2011), " Semantic anchoring in sequential evaluations of vices and virtues," Journal of Consumer Research, 37 ( February), 761-74.
6. Chernev, Alexander and David Gal ( 2010), " Categorization effects in value judgments: Averaging bias in evaluating combinations of vices and virtues," Journal of Marketing Research, 47 ( August), 738-47.
7. Chitturi, Ravindra, Rajagopal Raghunathan, and Vijay Mahajan ( 2007), " Form versus function: How the intensities of specific emotions evoked in functional versus hedonic trade-offs mediate product preferences," Journal of Marketing Research, 44 ( November), 702-714.
8. Deitei, Mervyn ( 2003), " Overweight and obesity worldwide now estimated to involve 1.7 billion people," Obesity Surgery, 13 ( 3), 329-30.
9. Dhar, Ravi and Klaus Wertenbroch ( 2000), " Consumer choice between hedonic and utilitarian goods," Journal of Marketing Research, 37 ( February), 60-71.
10. Fazio, Russell H. ( 1990), " A practical guide to the use of response latencies in social psychological research," in Review of Personality and Social Psychology, Vol. 11, C. Hendrick and M.S. Clark, eds. Newbury Park, CA: Sage Publications, 74-97.
11. Fedoroff, Ingrid, Janet Polivy, and Peter C. Herman ( 2003), " The specificity of restraint versus unrestraint eaters' responses to food cues: General desire to eat, or craving for the cued food?" Appetite, 41 ( 1), 7-13.
12. Finkelstein, Stacey R. and Ayelet Fishbach ( 2010), " When healthy food makes you hungry," Journal of Consumer Research, 37 ( 3), 357-67.
13. Fishbach, Ayelet, Ronald S. Friedman, and Arie W. Kruglanski ( 2003), " Leading us not into temptation: Momentary allurements elicit overriding goal activation," Journal of Personality and Social Psychology, 84 ( 2), 296-309.
14. Geyskens, Kelly, Siegfried Dewitte, Mario Pandelaere, and Luk Warlop ( 2008), " Tempt me just a little bit more: The effects of prior food temptation actionability on goal activation and consumption,"' Journal of Consumer Research, 35 ( December), 600-610.
15. Grant, Jung Susan, Prashant Malaviya, and Brian Sternthal ( 2004), " The influence of negation on product evaluations," Journal of Consumer Research, 31 ( 3), 583-91.
16. Laran, Julian and Chris Janiszewski ( 2009), " Behavioral consistency and inconsistency in the resolution of goal conflict," Journal of Consumer Research, 35 ( April), 967-84.
17. Liberman, Nira, Jens Förster, and E. Tory Higgins ( 2007), " Completed versus interrupted priming: Reduced accessibility from post-fulfillment inhibition," Journal of Experimental Social Psychology, 43 ( March), 258-64.
18. Okada, Erica Mina ( 2005), " Justification effects on consumer choice of hedonic and utilitarian goods," Journal of Marketing Research, 42 ( February), 43-53.
19. Palmer, Sharon ( 2008), " Healthy indulgence: A best of both worlds approach to eating," Today's Dietitian, 10 ( September), 62.
20. Payne, John W. and James R. Bettman ( 2000), " Preferential choice and adaptive strategy use," in Bounded Rationality: The Adaptive Toolbox, Gerd Gigerenzer and Reinhard Selten, eds. Cambridge, MA: MIT Press, 123-46.
21. Polivy, Janet, C. Peter Herman, Rick Hackett, and Irka Kuleshnyk ( 1986), " The effects of self-attention and public attention on eating in restrained and unrestrained subjects," Journal of Personality and Social Psychology, 50 ( 6), 1253-60.
22. Raghunathan, Rajagopal, Rebecca Walker Naylor, and Wayne D. Hoyer ( 2006), " The unhealthy = tasty intuition and its effects on taste inferences, enjoyment, and choice of food products," Journal of Marketing, 70 ( October), 170-84.
23. Ramanathan, Suresh and Wilhelm Hofmann ( 2011) " Sticky Desires or Tricky Self-Control? Dynamics of Attentional and Affective Processes in Response to Temptation," working paper, Mays Business School, Texas A&M University.
24. Ramanathan, Suresh and Patti Williams ( 2007), " Immediate and delayed emotional consequences of indulgence: The moderating influence of personality type on mixed emotions," Journal of Consumer Research, 34 ( August), 212-23.
25. Schuldt, Jonathan P. and Norbert Schwarz ( 2010), 'The 'organic' path to obesity? Organic claims influence calorie judgments and exercise recommendations," Judgment and Decision Making, 5 ( June), 144-50.
26. Shah, James Y. and Arie W. Kruglanski ( 2003), " When opportunity knocks: Bottom-up priming of goals by means and its effects on self-regulation," Journal of Personality and Social Psychology, 84 ( June), 1109-22.
27. Spencer, Steven J., Mark P. Zanna, and Geoffrey T. Fong ( 2005), " Establishing a causal chain: Why experiments are often more effective than mediation analyses in examining psychological processes," Journal of Personality and Social Psychology, 89 ( 6), 845-51.
28. Wansink, Brian ( 2004), " Environmental factors that increase the food intake and consumption volume of unknowing consumers," Annual Review of Nutrition, 24, 455-79.
29. Wansink, Brian and Pierre Chandon ( 2006), " Can 'low-fat' nutrition labels lead to obesity?" Journal of Marketing Research, 43 ( November), 605-617.
30. Wertenbroch, Klaus ( 1998), " Consumption self-control via purchase quantity rationing," Marketing Science, 17 ( 4), 317-37.
31. Wilcox, Keith, Lauren Block, Gavan Fitzsimons, and Beth Vallen ( 2009), " Vicarious goal fulfillment: when the mere presence of a healthy option leads to an ironically indulgent decision," Journal of Consumer Research, 36 ( October), 380-93.
32. World Health Organization ( 2011), " Obesity and Overweight: Fact Sheet No 311," ( May 12), (accessed January 18, 2012), [available at http://www.who.int/mediacentre/factsheets/fs311/en/].