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Like Mike: Ability contagion through touched objects increases confidence and improves performance

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  • Kramer, Thomas
  • Block, Lauren G.

Abstract

Magical thinking refers to irrational peculiar beliefs, including those that conform to the laws of contagion. We propose that touching an object that was previously touched by a high performer increases confidence via magical thinking (ability contagion) and improves actual performance among individuals high in experiential processing. A series of studies provides support for this main proposition. Our results cast doubt on an alternative explanation based on priming, and are obtained controlling for participants’ level of rational processing, motivation, and affect.

Suggested Citation

  • Kramer, Thomas & Block, Lauren G., 2014. "Like Mike: Ability contagion through touched objects increases confidence and improves performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 124(2), pages 215-228.
    • Handle: RePEc:eee:jobhdp:v:124:y:2014:i:2:p:215-228
    DOI: 10.1016/j.obhdp.2014.03.009
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    References listed on IDEAS

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    1. Yannik St. James & Jay M. Handelman & Shirley F. Taylor, 2011. "Magical Thinking and Consumer Coping," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 38(4), pages 632-649.
    2. Arul Mishra, 2009. "Influence of Contagious versus Noncontagious Product Groupings on Consumer Preferences," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 36(1), pages 73-82, June.
    3. Godek, John & Murray, Kyle B., 2008. "Willingness to pay for advice: The role of rational and experiential processing," Organizational Behavior and Human Decision Processes, Elsevier, vol. 106(1), pages 77-87, May.
    4. George E. Newman & Gil Diesendruck & Paul Bloom, 2011. "Celebrity Contagion and the Value of Objects," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 38(2), pages 215-228.
    5. repec:cup:judgdm:v:3:y:2008:i::p:325-334 is not listed on IDEAS
    6. Xinshu Zhao & John G. Lynch & Qimei Chen, 2010. "Reconsidering Baron and Kenny: Myths and Truths about Mediation Analysis," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 37(2), pages 197-206, August.
    7. Grinne M. Fitzsimons & Tanya L. Chartrand & Gavan J. Fitzsimons, 2008. "Automatic Effects of Brand Exposure on Motivated Behavior: How Apple Makes You "Think Different"," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 35(1), pages 21-35, March.
    8. Brooks, Alison Wood & Schweitzer, Maurice E., 2011. "Can Nervous Nelly negotiate? How anxiety causes negotiators to make low first offers, exit early, and earn less profit," Organizational Behavior and Human Decision Processes, Elsevier, vol. 115(1), pages 43-54, May.
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    Cited by:

    1. Schindler, Robert M. & Minton, Elizabeth A., 2022. "What becomes sacred to the consumer: Implications for marketers," Journal of Business Research, Elsevier, vol. 151(C), pages 355-365.
    2. Olga Stavrova & George E. Newman & Anna Kulemann & Detlef Fetchenhauer, 2016. "Contamination without contact: An examination of intention-based contagion," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 11(6), pages 554-571, November.
    3. repec:cup:judgdm:v:11:y:2016:i:6:p:554-571 is not listed on IDEAS
    4. Ardelet, Caroline & Fleck, Nathalie & Grobert, Julien, 2022. "When a clean scent soothes the soul: Developing a positive attitude toward sharing service space with strangers," Journal of Retailing and Consumer Services, Elsevier, vol. 68(C).

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