Reaching for the (Product) Stars: Measuring Recognition and Approach Speed to Get Insights Into Consumer Choice

Publikation: Beiträge in ZeitschriftenZeitschriftenaufsätzeForschungbegutachtet

Authors

  • Oliver Genschow
  • Arnd Florack
  • Vikram S. Chib
  • Shinsuke Shimojo
  • Martin Scarabis
  • Michaela Wänke

In three studies, an easy-to-apply response time task that differentiates between recognition and approach speed was applied. The results indicate that individuals recognized and approached positive stimuli faster than negative stimuli (Pilot Study). But, when the choice options differed less in valence, approach movement time was a better predictor of consumer choice and willingness to pay than recognition time (Study 1) and a better predictor of consumer choice than self-reports when the choice was made with an affective compared to a cognitive focus (Study 2). Moreover, approach movement time, but not recognition time correlated with other implicit measures.

OriginalspracheEnglisch
ZeitschriftBasic and Applied Social Psychology
Jahrgang35
Ausgabenummer3
Seiten (von - bis)298-315
Anzahl der Seiten18
ISSN0197-3533
DOIs
PublikationsstatusErschienen - 01.05.2013
Extern publiziertJa

DOI