Featured Research

from universities, journals, and other organizations

Should consumers trust their feelings as information?

Date:
June 19, 2012
Source:
University of Chicago Press Journals
Summary:
Consumers who trust their feelings are more likely to make choices based on what "feels right" even when feelings are irrelevant to their decision, according to a new study.

Consumers who trust their feelings are more likely to make choices based on what "feels right" even when feelings are irrelevant to their decision, according to a new study in the Journal of Consumer Research.

"Certain individuals have a stronger belief that their feelings will generally point them in the right direction. These individual differences in trust in feelings are not fixed personality traits, but rather recurring tendencies that arise from the person's history of success or failure in reliance on feelings, as well as from surrounding social and cultural norms," write authors Tamar Avnet (Yeshiva University), Michel Tuan Pham (Columbia University), and Andrew T. Stephen (University of Pittsburgh).

Should I buy a shirt based on how it makes me feel or based on its price? Should I buy a house because it makes me feel good or because it's well priced? Should I get married because I feel like it is the right thing to do or because my spouse is a good provider? Consumers can rely on their feelings to make various decisions but what determines whether or not they will use their feelings as information?

The authors found that trust in feelings influences the degree to which people believe that their feelings provide trustworthy information. They studied consumers who played the classic ultimatum game in which two players have to split a sum of money based on one of the players making an offer and the other accepting or rejecting that offer.

High trust in feelings amplified the tendency to reject unfair offers -- an emotionally driven response that is considered rationally inferior -- but did not affect the probability of accepting fair offers. "High trust in feelings encourages choices that 'feel right' even in the presence of compelling information that favors an opposite response," the authors write.

"For feelings to be relied upon, either a high trust in feelings or a high relevance of feelings seems sufficient. Trust in feelings and relevance of feelings are therefore distinct and equally important determinants of the perceived information value of feelings," 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. Tamar Avnet, Michel Tuan Pham, and Andrew T. Stephen. Consumers' Trust in Feelings as Information. Journal of Consumer Research, December 2012

Cite This Page:

University of Chicago Press Journals. "Should consumers trust their feelings as information?." ScienceDaily. ScienceDaily, 19 June 2012. <www.sciencedaily.com/releases/2012/06/120619225953.htm>.
University of Chicago Press Journals. (2012, June 19). Should consumers trust their feelings as information?. ScienceDaily. Retrieved August 27, 2014 from www.sciencedaily.com/releases/2012/06/120619225953.htm
University of Chicago Press Journals. "Should consumers trust their feelings as information?." ScienceDaily. www.sciencedaily.com/releases/2012/06/120619225953.htm (accessed August 27, 2014).

Share This




More Mind & Brain News

Wednesday, August 27, 2014

Featured Research

from universities, journals, and other organizations


Featured Videos

from AP, Reuters, AFP, and other news services

Stroke in Young Adults

Stroke in Young Adults

Ivanhoe (Aug. 27, 2014) A stroke can happen at any time and affect anyone regardless of age. This mother chose to give her son independence and continue to live a normal life after he had a stroke at 18 years old. Video provided by Ivanhoe
Powered by NewsLook.com
Distracted Adults: ADHD?

Distracted Adults: ADHD?

Ivanhoe (Aug. 27, 2014) Most people don’t realize that ADHD isn’t just for kids. It can affect the work as well as personal lives of many adults, and often times they don’t even know they have it. Video provided by Ivanhoe
Powered by NewsLook.com
The Sight and Sounds of Autism

The Sight and Sounds of Autism

Ivanhoe (Aug. 27, 2014) A new study is explaining why for some people with autism what they see and what they hear is out of sync. Video provided by Ivanhoe
Powered by NewsLook.com
Have You Ever Been 'Sleep Drunk?' 1 in 7 Has

Have You Ever Been 'Sleep Drunk?' 1 in 7 Has

Newsy (Aug. 26, 2014) A study published in the journal "Neurology" interviewed more than 19,000 people and found 15 percent suffer from being "sleep drunk." 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:
from the past week

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