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The same old song: The power of familiarity in music choice

Author

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  • Morgan Ward
  • Joseph Goodman
  • Julie Irwin

Abstract

Does "familiarity breed contempt" or is "to know you is to love you"? In this research, we explore the role of familiarity in music choice. We show that although consumers say they would prefer to listen to unfamiliar music, in actuality familiarity with music positively predicts preference for songs, play lists, and radio stations. Familiarity with music is at least as good, if not a better, predictor of choice as are liking, satiation (which actually positively predicts choice), and regret. We suggest that the need for familiarity is driven by consumers' low need for stimulation in the music domain, and show that when the need for stimulation decreases, the power of familiarity significantly increases. In addition to their theoretical contribution, these results are informative for music managers determining playlists, for the promotion of music events and products, and for advertisers selecting the most potentially lucrative music venues. Copyright Springer Science+Business Media New York 2014

Suggested Citation

  • Morgan Ward & Joseph Goodman & Julie Irwin, 2014. "The same old song: The power of familiarity in music choice," Marketing Letters, Springer, vol. 25(1), pages 1-11, March.
    • Handle: RePEc:kap:mktlet:v:25:y:2014:i:1:p:1-11
    DOI: 10.1007/s11002-013-9238-1
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    References listed on IDEAS

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    1. McAlister, Leigh & Pessemier, Edgar, 1982. "Variety Seeking Behavior: An Interdisciplinary Review," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 9(3), pages 311-322, December.
    2. Ratner, Rebecca K & Kahn, Barbara E & Kahneman, Daniel, 1999. "Choosing Less-Preferred Experiences for the Sake of Variety," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 26(1), pages 1-15, June.
    3. Rosellina Ferraro & James R. Bettman & Tanya L. Chartrand, 2009. "The Power of Strangers: The Effect of Incidental Consumer Brand Encounters on Brand Choice," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 35(5), pages 729-741, September.
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    Cited by:

    1. Adrian Lehr & Marion Büttgen & Silke Bartsch, 2021. "Don’t Jump on the Bandwagon: Negative Effects of Sharewashing," Schmalenbach Journal of Business Research, Springer, vol. 73(1), pages 75-123, March.
    2. Guy Barokas, 2021. "Dynamic choice under familiarity-based attention," Social Choice and Welfare, Springer;The Society for Social Choice and Welfare, vol. 57(4), pages 703-720, November.
    3. Andrea Ordanini & Joseph C. Nunes & Anastasia Nanni, 2018. "The featuring phenomenon in music: how combining artists of different genres increases a song’s popularity," Marketing Letters, Springer, vol. 29(4), pages 485-499, December.

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