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Threats to Hope: Effects on Reasoning about Product Information

Author

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  • Gustavo de Mello
  • Deborah J. MacInnis
  • David W. Stewart

Abstract

Three studies find that when individuals become less confident that what they yearn for is possible (i.e., when hope is threatened) they engage in motivated reasoning related to products that purport to enable goal attainment. Specifically, they (a) selectively search for information from a product-favorable information source, (b) regard this information as more credible, and (c) are less discriminating of low-credibility message arguments. They also (d) require more negative information before they feel that they are able to evaluate a product's effectiveness and (e) are more likely to judge the product as effective at helping them attain their goal. (c) 2007 by JOURNAL OF CONSUMER RESEARCH, Inc..

Suggested Citation

  • Gustavo de Mello & Deborah J. MacInnis & David W. Stewart, 2007. "Threats to Hope: Effects on Reasoning about Product Information," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 34(2), pages 153-161, June.
    • Handle: RePEc:oup:jconrs:v:34:y:2007:i:2:p:153-161
    DOI: 10.1086/519144
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    Citations

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    Cited by:

    1. Poels, Karolien & Dewitte, Siegfried, 2008. "Hope and self-regulatory goals applied to an advertising context: Promoting prevention stimulates goal-directed behavior," Journal of Business Research, Elsevier, vol. 61(10), pages 1030-1040, October.
    2. Davis, Cassandra Denise & Burton, Scot, 2019. "Making bad look good: The counterpersuasive effects of natural labels on (dangerous) vice goods," Journal of Business Research, Elsevier, vol. 104(C), pages 271-282.
    3. Eisingerich, Andreas B. & Marchand, André & Fritze, Martin P. & Dong, Lin, 2019. "Hook vs. hope: How to enhance customer engagement through gamification," International Journal of Research in Marketing, Elsevier, vol. 36(2), pages 200-215.
    4. Hieu P. Nguyen & Hanh T. M. Nguyen & Huyen T. Pham, 2021. "The Price of Hope—Insights into rhino horn consumption in health‐related contexts in Vietnam," Journal of Consumer Affairs, Wiley Blackwell, vol. 55(4), pages 1249-1273, December.
    5. Ahmet Ekici & Forrest Watson, 2022. "A model of consumer life‐satisfaction amidst the COVID‐19 pandemic: Evidence and policy implications," Journal of Consumer Affairs, Wiley Blackwell, vol. 56(1), pages 158-179, March.
    6. Gergana Y. Nenkov & Deborah J. MacInnis & Maureen Morrin, 2009. "How Do Emotions Influence Saving Behavior," Issues in Brief ib2009-9-8, Center for Retirement Research, revised Apr 2009.
    7. Darren W Dahl & Eileen Fischer & Gita V Johar & Vicki G Morwitz, 2017. "Making Sense from (Apparent) Senselessness: The JCR Lens," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 44(4), pages 719-723.
    8. Stavros, Constantino & Meng, Matthew D. & Westberg, Kate & Farrelly, Francis, 2014. "Understanding fan motivation for interacting on social media," Sport Management Review, Elsevier, vol. 17(4), pages 455-469.
    9. Shalini Sarin Jain & Shailendra Pratap Jain & Yexin Jessica Li, 2023. "Sustaining Livelihoods or Saving Lives? Economic System Justification in the Time of COVID-19," Journal of Business Ethics, Springer, vol. 183(1), pages 71-104, February.
    10. Suzanne C. Makarem & Michael F. Smith & Susan M. Mudambi & James M. Hunt, 2014. "Why People Do Not Always Follow the Doctor's Orders: The Role of Hope and Perceived Control," Journal of Consumer Affairs, Wiley Blackwell, vol. 48(3), pages 457-485, October.
    11. Robert J. Meyer & Shenghui Zhao & Jin K. Han, 2008. "Biases in Valuation vs. Usage of Innovative Product Features," Marketing Science, INFORMS, vol. 27(6), pages 1083-1096, 11-12.
    12. Branzei, Oana & Parker, Simon C. & Moroz, Peter W. & Gamble, Edward, 2018. "Going pro-social: Extending the individual-venture nexus to the collective level," Journal of Business Venturing, Elsevier, vol. 33(5), pages 551-565.

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