Does the distance between us matter? Influences of physical proximity to others on consumer choice
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AbstractIndividuals' physical closeness to one another can either increase or decrease their preference for distinctive products. When individuals perceive their proximity to others to be voluntary, they are likely to interpret it as an indication of their affiliation motivation. Consequently, in a product choice task, they choose options that others consider desirable. When people perceive that their close proximity to others results from circumstances beyond their control, however, they feel that their personal space is violated and experience a need for to express their individuality. In this case, they are more likely to choose products that distinguish themselves from others. (C) 2011 Society for Consumer Psychology. Published by Elsevier Inc. All rights reserved.
All Author(s) ListXu J, Shen H, Wyer RS
Journal nameJournal of Consumer Psychology
Volume Number22
Issue Number3
Pages418 - 423
LanguagesEnglish-United Kingdom
KeywordsAffiliation motivation; Consumer choice; Need for uniqueness; Proximity
Web of Science Subject CategoriesBusiness; Business & Economics; Psychology; Psychology, Applied

Last updated on 2020-28-11 at 00:28