Featured Research

from universities, journals, and other organizations

Targeting confident consumers? Focus on high-level product features

Date:
August 15, 2012
Source:
University of Chicago Press Journals
Summary:
Confident consumers pay more attention to advertisements and product information that focus on high-level features of a product, according to a new study. Less confident consumers, however, focus on the basics.

Confident consumers pay more attention to advertisements and product information that focus on high-level features of a product, according to a new study in the Journal of Consumer Research. Less confident consumers, however, focus on the basics.

"When we feel confident, we think that abstract information is more relevant to us. But when we feel doubtful, we think that concrete information is more relevant. The more relevant we perceive information to be, the more we will focus on it," write authors Echo Wen Wan (University of Hong Kong) and Derek D. Rucker (Kellogg School of Management -- Northwestern University).

The authors conducted a series of experiments to examine how psychological confidence affects consumers' attention and scrutiny of product information.

In one experiment, the authors induced participants to feel either confident or doubtful and then asked them to describe the action of "locking the door." Confident people tended to describe it in terms of its high-level meaning of "securing the house," whereas doubtful people tended to describe it in terms of its concrete action of "putting a key in the lock."

In another experiment, confident consumers paid more attention to an ad for a health club when the message was focused on the idea of long-term health, a high-level and abstract benefit. They paid less attention to the ad when the message was focused on the idea that they could enjoy daily workouts, a low- level and concrete benefit. When consumers felt doubtful, the opposite occurred and they paid more attention to an ad when it discussed concrete as opposed to abstract benefits.

"Feeling highly confident prompts consumers to consider things from a global perspective and focus on the high-level and essential aspects of products, whereas feeling less confident or uncertain makes people focus on low-level and contextual details," 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. Echo Wen Wan and Derek D. Rucker. Confidence and Construal Framing: When Confidence Increases Versus Decreases Information Processing. Journal of Consumer Research, February 2013; [link]

Cite This Page:

University of Chicago Press Journals. "Targeting confident consumers? Focus on high-level product features." ScienceDaily. ScienceDaily, 15 August 2012. <www.sciencedaily.com/releases/2012/08/120815093259.htm>.
University of Chicago Press Journals. (2012, August 15). Targeting confident consumers? Focus on high-level product features. ScienceDaily. Retrieved October 22, 2014 from www.sciencedaily.com/releases/2012/08/120815093259.htm
University of Chicago Press Journals. "Targeting confident consumers? Focus on high-level product features." ScienceDaily. www.sciencedaily.com/releases/2012/08/120815093259.htm (accessed October 22, 2014).

Share This



More Mind & Brain News

Wednesday, October 22, 2014

Featured Research

from universities, journals, and other organizations


Featured Videos

from AP, Reuters, AFP, and other news services

Working Mother Getaway: Beaches Turks & Caicos

Working Mother Getaway: Beaches Turks & Caicos

Working Mother (Oct. 22, 2014) Feast your eyes on this gorgeous family-friendly resort. Video provided by Working Mother
Powered by NewsLook.com
What Your Favorite Color Says About You

What Your Favorite Color Says About You

Buzz60 (Oct. 22, 2014) We all have one color we love to wear, and believe it or not, your color preference may reveal some of your character traits. In celebration of National Color Day, Krystin Goodwin (@kyrstingoodwin) highlights what your favorite colors may say about you. Video provided by Buzz60
Powered by NewsLook.com
First-Of-Its-Kind Treatment Gives Man Ability To Walk Again

First-Of-Its-Kind Treatment Gives Man Ability To Walk Again

Newsy (Oct. 21, 2014) A medical team has for the first time given a man the ability to walk again after transplanting cells from his brain onto his severed spinal cord. Video provided by Newsy
Powered by NewsLook.com
Portable Breathalyzer Gets You Home Safely

Portable Breathalyzer Gets You Home Safely

Buzz60 (Oct. 21, 2014) Breeze, a portable breathalyzer, gets you home safely by instantly showing your blood alcohol content, and with one tap, lets you call an Uber, a cab or a friend from your contact list to pick you up. Sean Dowling (@SeanDowlingTV) has the details. Video provided by Buzz60
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