Falling Back on Numbers: When Preference for Numerical Product Information Increases after a Personal Control Threat

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dc.contributor.authorLembregts, Christopheen
dc.contributor.authorPandelaere, Marioen
dc.date.accessioned2019-08-30T13:47:05Zen
dc.date.available2019-08-30T13:47:05Zen
dc.date.issued2019-02en
dc.description.abstractDespite the ubiquity of numerical information in consumers' lives, prior research has provided limited insights to marketers about when numerical information exerts greater impact on decisions. This study offers evidence that judgments involving numerical information can be affected by consumers' sense of personal control over the environment. A numerical attribute's format communicates the extent to which the magnitude of a benefit is predictable (Study 1a), such that people who experience a control threat and want to see their external environment as predictable (Study 1b) rely on point value (vs. range) information as a general signal that the environment is predictable (Study 2). A personal control threat changes consumers' preferences as a function of whether the numerical information appears as a point value or a range (Studies 3-4). This heightened focus on format may lessen the impact of a product benefit's predicted magnitude, if a lower magnitude is specified in a more precise format (Study 5). Study 6 provides first evidence that the interactive effect of personal control levels and numerical formats can affect consequential choices.en
dc.description.notesThe author(s) disclosed receipt of the following financial support for the research, authorship, and/or publication of this article: Financial support from the Flemish Science Foundation and the National Bank of Belgium is gratefully acknowledged.en
dc.description.sponsorshipFlemish Science Foundation; National Bank of Belgiumen
dc.format.mimetypeapplication/pdfen
dc.identifier.doihttps://doi.org/10.1177/0022243718820570en
dc.identifier.eissn1547-7193en
dc.identifier.issn0022-2437en
dc.identifier.issue1en
dc.identifier.urihttp://hdl.handle.net/10919/93318en
dc.identifier.volume56en
dc.language.isoenen
dc.rightsCreative Commons Attribution-NonCommercial 4.0 Internationalen
dc.rights.urihttp://creativecommons.org/licenses/by-nc/4.0/en
dc.subjectnumerical informationen
dc.subjectpersonal controlen
dc.subjectproduct specificationen
dc.subjectpredictabilityen
dc.subjectuncertaintyen
dc.titleFalling Back on Numbers: When Preference for Numerical Product Information Increases after a Personal Control Threaten
dc.title.serialJournal of Marketing Researchen
dc.typeArticle - Refereeden
dc.type.dcmitypeTexten
dc.type.dcmitypeStillImageen

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Scholarly Works, Department of Marketing
Destination Area: Data and Decisions (D&D)