Creating Attachment Through Advertising: Loss Aversion and Pre-Purchase Information
نویسندگان
چکیده
منابع مشابه
Risk Aversion and Apparently Persuasive Advertising∗
One of the most well-established empirical facts is that exposure to advertisements increases a consumers’ tendency to buy the promoted product. The standard interpretation of this empirical regularity is that advertising intensity is an element of the utility. Here we show that if consumers are risk-averse and advertising conveys information about product attributes, the empirical regularity c...
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The negative consequences of information overload are well understood across a range of disciplines even though the causative factors that contribute to it have not been coherently researched. We apply the concept of ‘aversion to loss’ from prospect theory and explore its effects in the context of information processing for decision making. A controlled laboratory experiment was performed to te...
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Recognizing the need to support both goal-directed and experiential behaviour in online shopping environments as a means of facilitating flow, this paper reports results from an exploratory study that investigates consumer preferences for Web-based product information display across browsing and searching tasks. Thirty-one participants performed two online shopping tasks (one searching and one ...
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Cognitive performance is affected by motivation. Few studies, however, have investigated the neural mechanisms of the influence of motivation through potential monetary punishment on working memory. We employed functional MRI during a delayed recognition task that manipulated top-down control demands with added monetary incentives to some trials in the form of potential losses of bonus money. B...
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ژورنال
عنوان ژورنال: SSRN Electronic Journal
سال: 2013
ISSN: 1556-5068
DOI: 10.2139/ssrn.2240367