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Choosing by selecting or rejecting: ...

Machin, Jane E.

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Choosing by selecting or rejecting: The implications of decision strategy for consumer satisfaction.

Record Type:	Electronic resources : Monograph/item
Title/Author:	Choosing by selecting or rejecting: The implications of decision strategy for consumer satisfaction./
Author:	Machin, Jane E.
Description:	98 p.
Notes:	Source: Dissertation Abstracts International, Volume: 67-03, Section: A, page: 1014.
Contained By:	Dissertation Abstracts International67-03A.
Subject:	Business Administration, Marketing. -
Online resource:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3211107
ISBN:	9780542597114

Choosing by selecting or rejecting: The implications of decision strategy for consumer satisfaction.
Machin, Jane E.

Choosing by selecting or rejecting: The implications of decision strategy for consumer satisfaction. - 98 p.

Source: Dissertation Abstracts International, Volume: 67-03, Section: A, page: 1014.

Thesis (Ph.D.)--University of Pennsylvania, 2006.

Consumers can choose from a set by selecting the most liked option or rejecting disliked option(s). The present research finds that rejection can lead to greater satisfaction than selection. Two mediating processes are identified (proximal decision thoughts and distal counterfactual thoughts during consumption) and three moderators are investigated (valence of the consumption experience, and salience and certainty of the foregone alternatives). Specifically, a rejection- (versus selection-) based strategy increases thoughts about negative aspects of foregone options during decision-making. Such thoughts are more easily recruited by rejecters and used to mitigate dissatisfaction through the generation of downward counterfactuals (i.e., things could have been worse, at least I didn't choose the alternative)---when the consumption experience is negative and the foregone alternatives are salient and certain. Five studies, using actual and imagined consumption experience, provide support for the research propositions.

ISBN: 9780542597114Subjects--Topical Terms:

1017573
Business Administration, Marketing.

Choosing by selecting or rejecting: The implications of decision strategy for consumer satisfaction.
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100 1 $a Machin, Jane E. $3 1920129
245 1 0 $a Choosing by selecting or rejecting: The implications of decision strategy for consumer satisfaction.
300 $a 98 p.
500 $a Source: Dissertation Abstracts International, Volume: 67-03, Section: A, page: 1014.
500 $a Adviser: Lisa E. Bolton.
502 $a Thesis (Ph.D.)--University of Pennsylvania, 2006.
520 $a Consumers can choose from a set by selecting the most liked option or rejecting disliked option(s). The present research finds that rejection can lead to greater satisfaction than selection. Two mediating processes are identified (proximal decision thoughts and distal counterfactual thoughts during consumption) and three moderators are investigated (valence of the consumption experience, and salience and certainty of the foregone alternatives). Specifically, a rejection- (versus selection-) based strategy increases thoughts about negative aspects of foregone options during decision-making. Such thoughts are more easily recruited by rejecters and used to mitigate dissatisfaction through the generation of downward counterfactuals (i.e., things could have been worse, at least I didn't choose the alternative)---when the consumption experience is negative and the foregone alternatives are salient and certain. Five studies, using actual and imagined consumption experience, provide support for the research propositions.
590 $a School code: 0175.
650 4 $a Business Administration, Marketing. $3 1017573
650 4 $a Psychology, Social. $3 529430
650 4 $a Psychology, Experimental. $3 517106
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710 2 0 $a University of Pennsylvania. $3 1017401
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792 $a 2006
856 4 0 $u http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3211107