Processing Product Unique Features: Alignability and Involvement in Preference Construction

Abstract

Consumers often form preferences based on the presented attributes of choice options. Previous research has suggested that consumers tend to form their preferences using the attributes that are related to common aspects between the options (i.e., alignable differences) and ignore attributes that are unique to individual options (i.e., nonalignable differences). We combine cognitive psychology and motivation research from social psychology and propose that consumers’ preference formation can be systematically affected by whether they focus more on alignable differences or more on nonalignable differences of the options as a function of consumers’ involvement with the task. The results of 3 experiments show that preference judgment favors alignable differences over nonalignable differences in a low‐motivation condition. In contrast, high motivation to process information enables consumers to increase their use of nonalignable differences in preference formation, which can result in a preference reversal relative to the low‐motivation condition. The results suggest that a preference reversal occurs when the nonalignable differences of the target option are superior to both the nonalignable differences and the alignable differences of the reference option. However, the reversal does not occur when the nonalignable differences of the target option are superior only to the nonalignable differences of the reference option. Theoretical and managerial implications relating to differentiation, positioning, and communication strategies for innovative brands are discussed.

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