Featured Research

from universities, journals, and other organizations

Why does stating your intention lead you to purchase your favorite brand?

Date:
December 15, 2011
Source:
University of Chicago Press Journals
Summary:
If you say you're going to buy something, you're more likely to do it. But why is that? According to a new study, stating an intention leads consumers to action -- and makes them more likely to purchase their preferred brands.

If you say you're going to buy something, you're more likely to do it. But why is that? According to a new study in the Journal of Consumer Research, stating an intention leads consumers to action -- and makes them more likely to purchase their preferred brands.

Related Articles


"Simply responding to an intention question has the potential to activate an intention," write authors Anneleen Van Kerckhove, Maggie Geuens, and Iris Vermeir (Ghent University). "The activation of an intention next changes how easily certain brands come to mind, which then influences brand choices."

In a series of studies the researchers had participants fill in a questionnaire on their preferences among fictitious or existing candy bar brands. Some participants answered an "intention question" (How likely are you to purchase a candy bar in the near future?), while others answered an attitude question (How positive or negative are you about the candy bars available to you?).

"Those who responded to an intention question were more likely to choose the brand they previously indicated they preferred the most, irrespective of whether they were asked immediately after the intention question to make a brand choice decision or whether there was a delay between filling in the intention question and making the brand choice decision," the authors write.

Consumers are motivated to fulfill their intentions, and this motivation narrows their focus. "The intention puts the intention-related brand to the front of consumers' minds and pushes other well-liked brands to the back until the consumer has accomplished the intention," the authors write.

"To the best of our knowledge, these research findings provide the first evidence for the role of a motivational component in the occurrence of the question-behavior effect," the authors conclude.


Story Source:

The above story is based on materials provided by University of Chicago Press Journals. Note: Materials may be edited for content and length.


Journal Reference:

  1. Anneleen Van Kerckhove, Maggie Geuens, and Iris Vermeir. A Motivational Account of the Question-Behavior Effect. Journal of Consumer Research, June 2012 DOI: 10.1086/661936

Cite This Page:

University of Chicago Press Journals. "Why does stating your intention lead you to purchase your favorite brand?." ScienceDaily. ScienceDaily, 15 December 2011. <www.sciencedaily.com/releases/2011/12/111213110550.htm>.
University of Chicago Press Journals. (2011, December 15). Why does stating your intention lead you to purchase your favorite brand?. ScienceDaily. Retrieved January 30, 2015 from www.sciencedaily.com/releases/2011/12/111213110550.htm
University of Chicago Press Journals. "Why does stating your intention lead you to purchase your favorite brand?." ScienceDaily. www.sciencedaily.com/releases/2011/12/111213110550.htm (accessed January 30, 2015).

Share This


More From ScienceDaily



More Mind & Brain News

Friday, January 30, 2015

Featured Research

from universities, journals, and other organizations


Featured Videos

from AP, Reuters, AFP, and other news services

NFL Concussions Down; Still on Parents' Minds

NFL Concussions Down; Still on Parents' Minds

AP (Jan. 30, 2015) The NFL announced this week that the number of game concussions dropped by a quarter over last season. Still, the dangers of the sport still weigh on players, and parents&apos; minds. (Jan. 30) Video provided by AP
Powered by NewsLook.com
Study Shows Newborn Chicks Count From Left to Right Just Like Humans

Study Shows Newborn Chicks Count From Left to Right Just Like Humans

Buzz60 (Jan. 30, 2015) Researchers for the first time identified human&apos;s innate preference for associating low and high numbers with the left and right respectively in another species. Jen Markham (@jenmarkham) explains. Video provided by Buzz60
Powered by NewsLook.com
Best Mood Elevating, Feel Good Shakes & Smoothies

Best Mood Elevating, Feel Good Shakes & Smoothies

Buzz60 (Jan. 30, 2015) You can elevate your mood by having a meal in a glass. Fitness and nutrition expert John Basedow (@JohnBasedow) offers the best &apos;feel good&apos; smoothies and shakes chock full of depression-relieving ingredients...including apples, berries, lemons, cucumbers, papaya, kiwi, spinach, kale, whey protein, matcha, ginger, turmeric and cinnamon. Video provided by Buzz60
Powered by NewsLook.com
Poll Says Firstborn Is Responsible, Youngest Is Funnier

Poll Says Firstborn Is Responsible, Youngest Is Funnier

Newsy (Jan. 30, 2015) According to a poll out of the U.K., eldest siblings feel more responsible and successful than their younger siblings. Video provided by Newsy
Powered by NewsLook.com

Search ScienceDaily

Number of stories in archives: 140,361

Find with keyword(s):
Enter a keyword or phrase to search ScienceDaily for related topics and research stories.

Save/Print:
Share:

Breaking News:

Strange & Offbeat Stories


Health & Medicine

Mind & Brain

Living & Well

In Other News

... from NewsDaily.com

Science News

Health News

Environment News

Technology News



Save/Print:
Share:

Free Subscriptions


Get the latest science news with ScienceDaily's free email newsletters, updated daily and weekly. Or view hourly updated newsfeeds in your RSS reader:

Get Social & Mobile


Keep up to date with the latest news from ScienceDaily via social networks and mobile apps:

Have Feedback?


Tell us what you think of ScienceDaily -- we welcome both positive and negative comments. Have any problems using the site? Questions?
Mobile: iPhone Android Web
Follow: Facebook Twitter Google+
Subscribe: RSS Feeds Email Newsletters
Latest Headlines Health & Medicine Mind & Brain Space & Time Matter & Energy Computers & Math Plants & Animals Earth & Climate Fossils & Ruins