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Egocentric categorization and product judgment : seeing your traits in what you own (and their opposite in what you don’t)
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Weiss, Liad and Johar, Gita V. (2013) Egocentric categorization and product judgment : seeing your traits in what you own (and their opposite in what you don’t). Journal of Consumer Research, 40 (1). pp. 185-201. doi:10.1086/669330 ISSN 0093-5301.
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Official URL: http://dx.doi.org/10.1086/669330
Abstract
Previous research uses categorization principles to analyze the interplay between individuals and groups. The present research uniquely employs categorization principles to analyze the interplay between individuals and products. It proposes that consumers classify owned (but not unowned) products as integral to their personal self (experiment 1). Consequently, consumers judge product traits (e.g., masculinity) as consistent with their own traits (assimilation) if they own the product, but as inconsistent with their own traits (contrast) if they interact with the product but do not own it, even when owning the product is nondiagnostic of its properties (e.g., following random ownership assignment; experiments 2–4). For example, less creative consumers who enter a drawing for an iPhone may judge it as less creative (assimilation) if they win the product, but as more creative (contrast) if they do not win the product. Moderators of these effects are identified, and their theoretical and substantive implications are discussed.
Item Type: | Journal Article | ||||||
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Divisions: | Faculty of Social Sciences > Warwick Business School | ||||||
Journal or Publication Title: | Journal of Consumer Research | ||||||
Publisher: | Oxford University Press | ||||||
ISSN: | 0093-5301 | ||||||
Official Date: | June 2013 | ||||||
Dates: |
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Volume: | 40 | ||||||
Number: | 1 | ||||||
Page Range: | pp. 185-201 | ||||||
DOI: | 10.1086/669330 | ||||||
Status: | Peer Reviewed | ||||||
Publication Status: | Published | ||||||
Access rights to Published version: | Restricted or Subscription Access |
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