Two birds, one stone? Positive mood makes products seem less useful for multiple-goal pursuit

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Ressource 1Download: Pocheptsova Petersen and Etkin 2015.pdf (269.75 [Ko])
State: Public
Version: Final published version
License: Not specified
Serval ID
serval:BIB_5359B4955498
Type
Article: article from journal or magazin.
Collection
Publications
Title
Two birds, one stone? Positive mood makes products seem less useful for multiple-goal pursuit
Journal
Journal of Consumer Psychology
Author(s)
Pocheptsova A, Petersen F.E., Etkin J
ISSN
1057-7408
Publication state
Published
Issued date
04/2015
Peer-reviewed
Oui
Volume
25
Number
2
Pages
296-303
Language
english
Abstract
Negotiating the pursuit of multiple goals often requires making difficult trade-offs between goals. In these situations, consumers can benefit from using products that help them pursue several goals at the same time. But do consumers always prefer these multipurpose products? We propose that consumers' incidental mood state alters perceptions of products in a multiple-goal context. Four studies demonstrate that being in a positive mood amplifies perceptions of differences between multiple conflicting goals. As a consequence, consumers are less likely to evaluate multipurpose products as being able to serve multiple distinct goals simultaneously. We conclude by discussing implications of these findings for marketers of multipurpose products.
Keywords
Goals, Product evaluation, Positive mood
Web of science
Create date
26/07/2019 12:50
Last modification date
12/02/2021 12:16
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