Goal Orientation and Consumer Preference for the Status Quo
Bibliographic Data
| ID | 2215842 |
|---|---|
| Authors | Alexander Chernev (0009-0004-6500-3066, Northwestern University, corresponding author) |
| Year | 2004 |
| Volume | 31 |
| Issue | 3 |
| Pages | 557-565 |
| Publication date | 2004-12-01 |
| Peer Reviewed | Yes |
| Open Access | No |
| Type | ARTICLE |
| Venue | Journal of Consumer Research (JOURNAL) |
| Journal identifiers | ISSN: 0093-5301 • E-ISSN: 1537-5277 |
| Publisher | Oxford University Press (OUP) (PUBLISHER) |
| DOI | 10.1086/425090 |
| OpenAlex | W2107133342 |
| Language | EN |
| Citations received | 28 |
| References cited | 21 |
Consumers often must choose between a course of action that preserves the status quo and a course of action that is a departure from the status quo. This research demonstrates that preference for the status quo is a function of goal orientation and, in particular, that it tends to be more pronounced for prevention-focused than for promotion-focused consumers. The preference for the status quo was examined on two dimensions: preference for the status quo alternative and preference for inaction over action. In this context, it is shown that the impact of goal orientation on the preference for the status quo can occur independently of loss aversion—a finding consistent with the notion that goal orientation might impact choice by virtue of motivational factors such as self-regulation of anticipated regret. Consumers often must choose between a course of actionthat preserves the status quo and a course of action that is a departure from the status quo. Extant decision re-search has shown that individuals have a tendency to over-weight the status quo, thus displaying an exaggerated pref-erence for the current state of affairs (Samuelson and
Action (physics) · Context (archaeology) · Economics · Microeconomics · Orientation (vector space) · Political science · Positive economics · Preference · Promotion (chess) · Public economics · Regret · Status quo · Status quo bias · Behavioral Health and Interventions · Computer Science · Consumer Behavior in Brand Consumption and Identification · Decision-Making and Behavioral Economics · Law · Mathematics · Psychology · Social Psychology
Motivations and Goals of Slow Tourism
Caution under structure
Goals, commitment and peer effects as tools for improving the behavioural outcomes of financial education
Aspiration and Compromise Effect
Paws and Protocols
Comparing Emotional Brand Attachment in Small-Group and Network-Based Brand Communities
Exploring smart wearables through the lens of reactance theory
Reasons for resistance to technology adoption in university libraries in Bangladesh
Reason and Choice
Solving strategy for unintended criticism in online space
Mini-programs as substitution or promotion? Deciphering the cross-channel impact on e-marketplace purchases
Impact of regulatory focus on ambiguity aversion
The effects of message framing on novel food introduction
Predicting consumer switching decisions
How visual novelty affects consumer purchase intention
Endowment Effect on Product Replacement Decisions
Effect of Prevention Focus on the Relationships Among Driving Accident History, Risk Perception, and Consumers’ Automobile Insurance Coverage Decisions
Food and value motivation
Product option framing under the influence of a promotion versus prevention focus
How consumers deal with missed discounts
Goal orientation and variety seeking behavior
Is regulatory focus related to minimal and maximal standards? Depends on how you ask
The Effects of Numerical Divisibility on Loneliness Perceptions and Consumer Preferences
Regulatory Focus, Regulatory Fit, and the Search and Consideration of Choice Alternatives
The Blissful Ignorance Effect
The Effect of Making a Prediction about the Outcome of a Consumption Experience on the Enjoyment of That Experience
For Better or For Worse? Valenced Comparative Frames and Regulatory Focus
Achieving Your Goals or Protecting Their Future? The Effects of Self-View on Goals and Choices
Norm theory
Regulatory Focus Theory
Choice in Context
Consumption Self-Control by Rationing Purchase Quantities of Virtue and Vice
Goals as Reference Points
How Self‐Regulation Creates Distinct Values
Promotion and Prevention
Regulatory Focus and Strategic Inclinations
Regret and Elation Following Action and Inaction
Loss Aversion in Riskless Choice
Status quo bias in decision making
Distinguishing Gains from Nonlosses and Losses from Nongains
Omission and commission in judgment and choice
The effects of promotion and prevention cues on creativity
Promotion and prevention choices between stability and change
Sensitivity to varying gains and losses
Ideal versus ought predilections for approach and avoidance distinct self-regulatory systems
The Influence of Anticipating Regret and Responsibility on Purchase Decisions
Choice Based on Reasons
Extremeness Aversion and Attribute-Balance Effects in Choice
I" Seek Pleasures and "We" Avoid Pains
| Unique citing works | 28 |
|---|---|
| Citations per year | 1,33 |
| Citation span | 2005 - 2026 (22) |
| Citation velocity | current |
| Highly cited | No |
| Citation types | Neutral: 28 |