选择作为目的还是手段

Choice as an End versus a Means

Journal of Marketing Research · 2011
被引 69
FT 50UTD 24ABS 4★

中文导读

研究区分了工具性选择(服务于已有消费目标)和体验性选择(选择本身即为目的),发现体验性选择能增强心理资源,进而提高对所选产品的渴望。

Abstract

This article investigates the consequence of the choice process for mental resources and the desire to obtain the selected products. The authors draw a distinction between instrumental choice, which serves preexisting consumption goals, and experiential choice, which serves as its own end. Across four studies, they find that instrumental choice undermines mental resources and experiential choice increases these resources. As a result, although experiential choice is made with no consumption goal in mind, compared with instrumental choice, it increases the desire to obtain the selected product. The authors demonstrate these effects on choice among a variety of consumer products (e.g., vacation packages, novels, flower bouquets).

消费者行为心理学市场营销决策过程