Choice closure increases indulgence (but only once!)

Gu, Y and Klesse, A-K and Botti, S and Faro, D (2015) Choice closure increases indulgence (but only once!). Advances in Consumer Research, 43. pp. 105-110.

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Official URL: http://acrwebsite.org/volumes/1019440/volumes/v43/...

Abstract

We demonstrate that choice closure — a psychological process by which people come to perceive a decision as complete — increases the pleasure derived from the selection of a want instead of a should option. Reaching closure with a want option, however, decreases the desire to indulge again in a subsequent decision.

Item Type: Article
Subjects: D > Decision-making
Subject Areas: Marketing
Date Deposited: 19 Jul 2016 15:09
Last Modified: 11 Nov 2016 15:56
URI: http://lbsresearch.london.edu/id/eprint/534

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