Article2021

The effect of winning-losing perception on consumers’ variety-seeking behavior

En-Chung Chang · Beixi Wen · Xiaofei Tang

9 citations0/0 files storedEuropean Journal of Marketing

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Consumer Market Behavior and Pricing Consumer Behavior in Brand Consumption and Identification Consumer Retail Behavior Studies

Abstract

Purpose This study aims to investigate the effect of winning-losing perception, including the winning or losing result and the closeness of this result, on consumers’ subsequent variety-seeking behavior. Design/methodology/approach Four experimental designs, one with a modified version of the Tetris game, were used to show how and when winning or losing perceptions will influence individuals’ variety-seeking behavior. Findings Consumers who have failed in a competition or not achieved a goal tend to seek less variety in their later consumption than do consumers who have succeeded because losing feedback weakens consumers’ perception of their control of personal mastery. This effect only exists when the closeness of winning or losing is narrow (e.g. the success is just missed) and diminishes when the result is clear and obvious. Research limitations/implications The current study has systematically explored the interaction between winning-losing outcomes and the closeness of these outcomes. Practical implications This study offers marketing managers practical guidance on how to use competition results to conduct marketing activities, such as transmitting advertisements for classic flavors to those who have lost in a video game or properly increasing the proportion of new flavors or products in stores or vending machines near sports venues. Originality/value This research adds to the literature on competition, which has largely overlooked the possible moderating role of the closeness of the competition result and its influence on individuals’ follow-up irrelevant behaviors and it also adds to the work on variety-seeking behavior, which has not explored the impact of winning-losing perception.

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References

2000When choice is demotivating: Can one desire too much of a good thing?2005The Ties That Bind: Measuring the Strength of Consumers’ Emotional Attachments to Brands 2000When choice is demotivating: Can one desire too much of a good thing?1976Basking in reflected glory: Three (football) field studies.1998The sense of control as a moderator of social class differences in health and well-being.1998Testosterone and dominance in men 2008Lacking Control Increases Illusory Pattern Perception 1982Variety Seeking Behavior: An Interdisciplinary Review

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