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From Inherent Value to Incentive Value: When and Why Pointless Effort Enhances Consumer Preference
16 references·16 citing·38 second hopsampled
From Inherent Value to Incentive Value: When and Why Pointless Effort Enhances Consumer Preference (2011)From Inherent Value to Incentive Value: W…A Theory of Cognitive Dissonance (2017)A Theory of Cognitive Dissona…When choice is demotivating: Can one desire too much of a good thing? (2000)When choice is demotivating: …When choice is demotivating: Can one desire too much of a good thing? (2000)When choice is demotivating: …Unskilled and unaware of it: How difficulties in recognizing one's own incompetence lead to inflated self-assessments. (1999)Unskilled and unaware of it: …The Adaptive Decision Maker (1994)The Adaptive Decision MakerThe Adaptive Decision Maker (1993)The Adaptive Decision MakerExposure and affect: Overview and meta-analysis of research, 1968-1987. (1989)Exposure and affect: Overview…Illusion and well-being: A social psychological perspective on mental health. (1988)Illusion and well-being: A so…Self-efficacy: Toward a unifying theory of behavioral change (1978)Self-efficacy: Toward a unify…Self-efficacy: Toward a unifying theory of behavioral change. (1977)Self-efficacy: Toward a unify…The illusion of control. (1975)The illusion of control.Self-Perception Theory (1972)Self-Perception TheoryAttitudinal effects of mere exposure. (1968)Attitudinal effects of mere e…Self-perception: An alternative interpretation of cognitive dissonance phenomena. (1967)Self-perception: An alternati…Statistical principles in experimental design. (1962)Statistical principles in exp…A Theory of Cognitive Dissonance (1957)A Theory of Cognitive Dissona…Simpler is greener: The impact of packaging visual complexity on products' eco‐friendliness perception (2024)Simpler is greener: The impac…The One-Away Effect: The Pursuit of Mere Completion (2023)The One-Away Effect: The Purs…Auditing with data and analytics: External reviewers' judgments of audit quality and effort (2023)Auditing with data and analyt…Interplay of consumer expectation and processing fluency in perception of product innovativeness and product evaluation (2022)Interplay of consumer expecta…Appealing to motivation to change attitudes, intentions, and behavior: A systematic review and meta-analysis of 702 experimental tests of the effects of motivational message matching on persuasion. (2022)Appealing to motivation to ch…The give and take of cause-related marketing: purchasing cause-related products licenses consumer indulgence (2019)The give and take of cause-re…Consumer affects when making undesirable purchases to meet the minimum purchase requirement: Decision‐related variables as moderators (2018)Consumer affects when making …ANTHROPOMORPHISM IN ADVERTISING: THE EFFECT OF ANTHROPOMORPHIC PRODUCT DEMONSTRATION ON CONSUMER PURCHASE INTENTION (2017)ANTHROPOMORPHISM IN ADVERTISI…“Supersize me!” The effects of cognitive effort and goal frame on the persuasiveness of upsell offers (2017)“Supersize me!” The effects o…Do Costly Options Lead to Better Outcomes? How the Protestant Work Ethic Influences the Cost–Benefit Heuristic in Goal Pursuit (2016)Do Costly Options Lead to Bet…Complicating decisions: The work ethic heuristic and the construction of effortful decisions. (2016)Complicating decisions: The w…Effort investment in persuasiveness: a comparative study of environmental advertising in the United States and Korea (2015)Effort investment in persuasi…Consumer Decision Making (2015)Consumer Decision MakingThe preference‐signaling effect of search (2014)The preference‐signaling effe…Different routes to metacognitive judgments: The role of accuracy motivation (2013)Different routes to metacogni…How Costs Influence Decision Values for Mixed Outcomes (2012)How Costs Influence Decision …A Theory of Social Comparison Processes (1954)Cognitive, social, and physiological determinants of emotional state. (1962)The Intuitive Psychologist And His Shortcomings: Distortions in the Attribution Process (1977)Heuristic versus systematic information processing and the use of source versus message cues in persuasion. 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References

  • 1977Self-efficacy: Toward a unifying theory of behavioral change.43,875 cited
  • 1962Statistical principles in experimental design.27,141 cited
  • 1957A Theory of Cognitive Dissonance24,224 cited
  • 2017A Theory of Cognitive Dissonance18,122 cited
  • 1978Self-efficacy: Toward a unifying theory of behavioral change10,580 cited
  • 1988Illusion and well-being: A social psychological perspective on mental health.7,808 cited
  • 1999Unskilled and unaware of it: How difficulties in recognizing one's own incompetence lead to inflated self-assessments.7,694 cited
  • 1968Attitudinal effects of mere exposure.6,730 cited
  • 1972Self-Perception Theory5,236 cited
  • 1975The illusion of control.3,843 cited
  • 1993The Adaptive Decision Maker3,507 cited
  • 1994The Adaptive Decision Maker3,310 cited
  • 1967Self-perception: An alternative interpretation of cognitive dissonance phenomena.2,958 cited
  • 2000When choice is demotivating: Can one desire too much of a good thing?2,885 cited
  • 2000When choice is demotivating: Can one desire too much of a good thing?2,564 cited
  • 1989Exposure and affect: Overview and meta-analysis of research, 1968-1987.

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  • 2015Effort investment in persuasiveness: a comparative study of environmental advertising in the United States and Korea48 cited
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  • 2017“Supersize me!” The effects of cognitive effort and goal frame on the persuasiveness of upsell offers27 cited
  • 2023Auditing with data and analytics: External reviewers' judgments of audit quality and effort25 cited
  • 2024Simpler is greener: The impact of packaging visual complexity on products' eco‐friendliness perception24 cited
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