Mere Exposure and the Endowment Effect on Consumer Decision Making

  title={Mere Exposure and the Endowment Effect on Consumer Decision Making},
  author={Gail Tom and Carolyn Christensen Nelson and Tamara Srzentic and Ryan King},
  journal={The Journal of Psychology},
  pages={117 - 125}
Previous researchers (e.g., J. A. Bargh, 1992, 2002) demonstrated the importance of nonconscious processes on consumer choice behavior. Using an advertisement, the authors determined the effect of two nonconscious processes—the mere exposure effect, which increases object preference by increasing consumer exposure to an object, and the endowment effect, which increases object valuation by providing consumer possession of an object—on consumer behavior. Although the mere exposure effect and… 
The implications of attachment through choice and order effects on the willingness-to-accept willingness-to-pay disparity
This paper looks at the impact of attachment through choice on the willingness-to-accept- willingness-to-pay disparity. It reports the results of experiments that isolate both the presence of
The Effects of Perceptual and Conceptual Priming on Attention and Evaluation in Commercial Breaks
While a vast number of studies have examined the effect of priming on positive evaluation towards an object, little research has been done on its effect on attention. Priming’s effect on positive
Neurophysiological evidence that perceptions of fluency produce mere exposure effects
The findings provide direct experimental support from both behavioral and electrophysiological measures that, in some contexts, mere exposure is the product of top-down interpretations of fluency.
Campaign Contests
I develop a formal model of political campaigns in which candidates choose how to distribute their resources over two different policy issues. I assume that campaigning on an issue has two
More than meets the eye
A growing research literature suggests that visual brand placements need not be recalled in order to have an impact on brand attitudes. In an experimental study working with an authentic television
Employees’ Subjective Valuations of Their Stock Options: Evidence on the Distribution of Valuations and the Use of Simple Anchors
Although prior research presents employees’ subjective valuations of their stock options as being either below or above firms’ opportunity cost of issuing options, we examine subjective valuations in
Love, Desire, and Identity: A Conditional Integration Theory of the Love of Things
The role of love in brand relationships has drawn increasing interest (Ahuvia 1992~ 1993, 2005; Albert, Merunka, and Valette-Florence 2008; Carroll and Ahuvia 2006; Ji 2002; Kamat and Parulekar 2007;


Attitudinal effects of mere exposure.
The hypothesis is offered that mere repeated exposure of the individual to a stimulus object enhances his attitude toward it. By "mere" exposure is meant a condition making the stimulus accessible to
Losing Consciousness: Automatic Influences on Consumer Judgment, Behavior, and Motivation
Consumer research has largely missed out on two key developments in social cognition research: the growing evidence that much of social judgment and behavior occur without conscious awareness or
Stimulus recognition and the mere exposure effect.
A meta-analysis of research on Zajonc's (1968) mere exposure effect indicated that stimuli perceived without awareness produce substantially larger exposure effects than do stimuli that are
Mere Exposure: A Gateway to the Subliminal
In the mere-repeated-exposure paradigm, an individual is repeatedly exposed to a particular stimulus object, and the researcher records the individual's emerging preference for that object. Vast
The Endowment—Institutional Affinity Effect
  • G. Tom
  • Psychology, Medicine
    The Journal of psychology
  • 2004
The impact of the endowment effect on institutional affinity for insignia goods is demonstrated, however, the tandem endowment-affinity effect occurs at the attitude formation stage, not when an attitude has already been formed.
Non-Conscious Influences on Consumer Choice
While consumer choice research has dedicated considerable research attention to aspects of choice that are deliberative and conscious, only limited attention has been paid to aspects of choice that
Automaticity of social behavior: direct effects of trait construct and stereotype-activation on action.
Experiment 1 showed that participants whose concept of rudeness was printed interrupted the experimenter more quickly and frequently than did participants primed with polite-related stimuli, consistent with the content of that stereotype.
Nonconscious motivations: Their activation, operation, and consequences.
Self-regulation is one of the most important aspects of human existence. Deciding which goals to pursue and then engaging in goal-directed action is a fundamental process underlying many of a
Choices, Values, and Frames
We discuss the cognitive and the psy- chophysical determinants of choice in risky and risk- less contexts. The psychophysics of value induce risk aversion in the domain of gains and risk seeking in