The Influence of Purchase Motivation on Perceived Preference Uniqueness and Assortment Size Choice
研究了享乐与实用购买动机如何影响消费者对自身偏好的独特性感知，进而决定他们考虑的产品选择数量。享乐动机下消费者认为偏好更独特，从而需要更多选项。
Abstract The present research examines how hedonic and utilitarian purchase motivations influence consumers’ perceptions of their product preferences and the resulting number of options they wish to consider when making a purchase. Across six studies, consumers choose to review larger assortments when their purchase motivation is hedonic rather than when their purchase motivation is utilitarian. This effect occurs because consumers with hedonic purchase motivations perceive their product preferences as highly unique compared to consumers with utilitarian purchase motivations. Higher perceived preference uniqueness increases the difficulty consumers anticipate in finding a preference-matching product, resulting in an expansion of the number of product alternatives to review. Further supporting the perceived preference uniqueness account, the documented effect is attenuated when product assortments are customized based on consumers’ personal preferences and when a social similarity priming task is employed. These findings provide additional evidence on the distinction between hedonic and utilitarian purchase motivations, their impact on perceived preference uniqueness, and their implications for consumer decision making via assortment size choice.