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In the world of plastics: how thinking style influences preference for cosmetic surgery

Author

Listed:
  • Sarah Mittal

    (St. Edward’s University)

  • Katherine Rice Warnell

    (Texas State University)

  • David H. Silvera

Abstract

The world of cosmetic surgery offers a variety of procedures designed to “enhance” specific body parts. While some consumers are adamantly against such procedures, others seem inherently drawn to them. What type of consumer is most likely to undergo cosmetic procedures? The current research examines whether individual differences in holistic and analytic thinking affect preferences for cosmetic procedures. Across 5 behavioral and eye-tracking studies, we find that analytic thinking increases openness to cosmetic procedures. Analytic thinking leads to a hyper-focusing effect that drives dissatisfaction with certain body parts, which increases the likelihood of endorsing and undergoing procedures to alter that particular body part. Marketing and consumer-related implications for these effects are provided.

Suggested Citation

  • Sarah Mittal & Katherine Rice Warnell & David H. Silvera, 2021. "In the world of plastics: how thinking style influences preference for cosmetic surgery," Marketing Letters, Springer, vol. 32(4), pages 425-439, December.
    • Handle: RePEc:kap:mktlet:v:32:y:2021:i:4:d:10.1007_s11002-021-09576-6
    DOI: 10.1007/s11002-021-09576-6
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    References listed on IDEAS

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    Full references (including those not matched with items on IDEAS)

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