Anticipating Discussion about a Product
Rehearsing What to Say Can Affect Your Judgments
Bibliographic Data
| ID | 7842464 |
|---|---|
| Authors | Ann E Schlosser (0000-0003-2914-9581, University of Washington), Sharon Shavitt (0000-0001-6052-3397, Small Business Administration) |
| Year | 2002 |
| Volume | 29 |
| Issue | 1 |
| Pages | 101-115 |
| Publication date | 2002-06-01 |
| 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 | 10.1086/339924 |
| OpenAlex | W2129763103 |
| Language | EN |
| Citations received | 4 |
| References cited | 33 |
This research examines one aspect of the common but relatively understudied consumer behavior context of group interaction. We argue and demonstrate that the mere anticipation of group discussion can influence people's product attitudes. This occurs because anticipating discussion shifts people's focus toward the criteria dominating what they are mentally rehearsing to discuss. Such a shift is important because people commonly refer primarily to less important information when they explain or prepare to discuss their attitudes. Three studies demonstrate that when people are forming an attitude toward a product while anticipating discussion, this focus on less important information substantially affects people's attitudes toward the product. As a result, depending on the evaluative implications of what is rehearsed, anticipating group discussion can lead to attitudes that are more extreme, more moderate, or similar to those of people not anticipating discussion. Moreover, when the criteria predominantly rehearsed for discussion do not represent how consumers typically evaluate the products, attitudes affected by the group-anticipation context do not correspond to product judgments made outside of the group-anticipation context
Affect (linguistics) · Anticipation (artificial intelligence) · Business · Context (archaeology) · Focus (optics) · Focus group · Negative information · Product (mathematics) · Rehearsing · Communication · Consumer Behavior in Brand Consumption and Identification · Digital Marketing and Social Media · Marketing · Media Influence and Health · Psychology · Social Psychology
Introspecting about Reasons can Reduce Post-Choice Satisfaction
Logic and Conversation
Ignoring Irrelevant Information
The role of attitude objects in attitude functions
Acting on one's attitudes
The Functional Approach to the Study of Attitudes
Effects of affective and cognitive focus on the attitude–behavior relation
Thinking too much
Biased information search in group decision making
Social and cognitive strategies for coping with accountability
Reasoning and the weighting of attributes in attitude judgments
The complexity–extremity effect and age-based stereotyping
Effects of introspecting about reasons
The process of cognitive tuning in communication
Reference Group Influence on Product and Brand Purchase Decisions
Brand Community
Sequential Choice in Group Settings
The Role of Explanations and Need for Uniqueness in Consumer Decision Making
The Social Uses of Advertising
Ignoring Irrelevant Information
| Unique citing works | 4 |
|---|---|
| Citations per year | 0,21 |
| Citation span | 2007 - 2020 (14) |
| Citation velocity | historical |
| Highly cited | No |
| Citation types | Neutral: 2 |