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The Effect of Regulatory Orientation and Decision Strategy on Brand Judgments

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  • Echo Wen Wan
  • Jiewen Hong
  • Brian Sternthal
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    Abstract

    Four studies investigate how consumers' regulatory orientation and the decision strategies used to process message information affect their judgments. Evaluations of the chosen brand were more favorable when individuals with a prevention focus used decision strategies that enhanced the accuracy of a decision outcome than when they used strategies that facilitated progress toward a decision, whereas the opposite outcome occurred for those with a promotion focus. These findings emerged whether the decision strategies were prompted by instructions about how to make a decision or by the message presentation format, and they were mediated by a subjective experience of confidence. These observations suggest that judgments are influenced by the decision makers' feelings about how information is processed that are independent of the message content. (c) 2008 by JOURNAL OF CONSUMER RESEARCH, Inc..

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    Bibliographic Info

    Article provided by University of Chicago Press in its journal Journal of Consumer Research.

    Volume (Year): 35 (2009)
    Issue (Month): 6 (04)
    Pages: 1026-1038

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    Handle: RePEc:ucp:jconrs:v:35:y:2009:i:6:p:1026-1038

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    Web page: http://www.journals.uchicago.edu/JCR/

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    Cited by:
    1. Gino, Francesca & Margolis, Joshua D., 2011. "Bringing ethics into focus: How regulatory focus and risk preferences influence (Un)ethical behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 115(2), pages 145-156, July.

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