Shopping the way to my goals: an analysis of purchase impact on perceived goal progress
Abstract This article examines the impact of goal related purchases on goal progress perception, and whether this perception depends on the strength of association between product and goal. To test how consumers perceive the act of purchasing goal-related products, three experiments were conducted in an online setting. Participants exposed to purchasing situations perceived greater goal progress than participants exposed to usage situation or a control group. In addition, studies show that this effect is a result of strength of association between product and goal, since participants exposed to more instrumental products perceived greater goal progress than participants exposed to less instrumental products. Therefore, these studies demonstrate how consumers interpret goal related purchases, and the mechanism that influences this interpretation.
| Main Authors: | , , |
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| Format: | Digital revista |
| Language: | English |
| Published: |
Departamento de Administração da Faculdade de Economia, Administração e Contabilidade da Universidade de São Paulo
2017
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| Online Access: | http://old.scielo.br/scielo.php?script=sci_arttext&pid=S0080-21072017000300246 |
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| Summary: | Abstract This article examines the impact of goal related purchases on goal progress perception, and whether this perception depends on the strength of association between product and goal. To test how consumers perceive the act of purchasing goal-related products, three experiments were conducted in an online setting. Participants exposed to purchasing situations perceived greater goal progress than participants exposed to usage situation or a control group. In addition, studies show that this effect is a result of strength of association between product and goal, since participants exposed to more instrumental products perceived greater goal progress than participants exposed to less instrumental products. Therefore, these studies demonstrate how consumers interpret goal related purchases, and the mechanism that influences this interpretation. |
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