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Motivational Compatibility and Choice Conflict

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  • Jonathan Levav
  • Ran Kivetz
  • Cecile K. Cho

Abstract

For most forms of conscious consumer choice, product attributes serve as the means that consumers use to accomplish their goals. Because there is competition between products in the marketplace, consumption decisions typically present conflict between means to achieve a goal. In this article, we examine the consequences of conflict between regulatory means on consumers' decisions and show that its resolution depends on whether the means-that is, the attributes-are compatible with the consumer's regulatory orientation. We show that compatibility with more than one attribute arouses acute decision conflict and evokes decision processes that result in a pronounced tendency to make counternormative choices. We also show that incompatibility with a product's attributes leads to choosing extreme alternatives, which suggests the presence of a "pick-your-poison" effect. We test our hypotheses using the attraction, compromise, and deferral paradigms. We close by discussing our results in the context of the Lewinian view of decision conflict. (c) 2010 by JOURNAL OF CONSUMER RESEARCH, Inc..

Suggested Citation

  • Jonathan Levav & Ran Kivetz & Cecile K. Cho, 2010. "Motivational Compatibility and Choice Conflict," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 37(3), pages 429-442, October.
    • Handle: RePEc:oup:jconrs:v:37:y:2010:i:3:p:429-442
    DOI: 10.1086/653044
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    Citations

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    Cited by:

    1. Ashraf, Abdul R. & Thongpapanl, Narongsak (Tek), 2015. "Connecting with and Converting Shoppers into Customers: Investigating the Role of Regulatory Fit in the Online Customer's Decision-making Process," Journal of Interactive Marketing, Elsevier, vol. 32(C), pages 13-25.
    2. Chang, Shin-Shin & Chang, Chung-Chau & Liao, Yen-Yi, 2015. "A joint examination of effects of decision task type and construal level on the attraction effect," Journal of Economic Psychology, Elsevier, vol. 51(C), pages 168-182.
    3. Khajehzadeh, Saman & Oppewal, Harmen & Tojib, Dewi, 2014. "Consumer responses to mobile coupons: The roles of shopping motivation and regulatory fit," Journal of Business Research, Elsevier, vol. 67(11), pages 2447-2455.
    4. Pravesh Kumar Padamwar & Jagrook Dawra & Vinay Kumar Kalakbandi, 2018. "Range effect on extremeness aversion," DECISION: Official Journal of the Indian Institute of Management Calcutta, Springer;Indian Institute of Management Calcutta, vol. 45(4), pages 345-355, December.
    5. Lydia Zepeda & Cong Nie, 2012. "What are the odds of being an organic or local food shopper? Multivariate analysis of US food shopper lifestyle segments," Agriculture and Human Values, Springer;The Agriculture, Food, & Human Values Society (AFHVS), vol. 29(4), pages 467-480, December.
    6. (Gina) Cui, Yuanyuan & (Sam) Kim, Seongseop & Kim, Jungkeun, 2021. "Impact of preciseness of price presentation on the magnitude of compromise and decoy effects," Journal of Business Research, Elsevier, vol. 132(C), pages 641-652.
    7. Wen Mao & Harmen Oppewal, 2012. "The attraction effect is more pronounced for consumers who rely on intuitive reasoning," Marketing Letters, Springer, vol. 23(1), pages 339-351, March.
    8. Hannus, Veronika & Sauer, Johannes, 2021. "It is not only about money —– German farmers' preferences regarding voluntary standards for farm sustainability management," Land Use Policy, Elsevier, vol. 108(C).
    9. Som, Anirban & Lee, Yih Hwai, 2012. "The joint effects of choice assortment and regulatory focus on choice behavior," International Journal of Research in Marketing, Elsevier, vol. 29(2), pages 202-209.

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