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A motivational account of the question-behavior effect

Anneleen Van Kerckhove UGent, Maggie Geuens UGent and Iris Vermeir UGent (2012) JOURNAL OF CONSUMER RESEARCH. 39(1). p.111-127
abstract
To explain the question-behavior effect, that is, the effect of answering an intention question on subsequent behavior, this article takes on a motivational perspective and proposes that answering an intention question automatically activates an intention. The activation of this motivational state influences subsequent brand choices due to changes in brand accessibilities. Three studies provide support for the assumption that responding to an intention question affects brand choices through a motivational mechanism, such that (1) answering an intention increases the accessibility of motivation-related information and decreases the accessibility of motivation-competing information which increases the choice for the intentionrelated brand; (2) intention completion temporarily reverses the foregoing accessibility patterns, instigating a reversal of the brand choices for an immediate, second brand choice; and (3) the changes in brand accessibilities and thus the behavioral effect persist as the delay between the intention question and brand choice occasion increases until intention completion.
Please use this url to cite or link to this publication:
author
organization
year
type
journalArticle (original)
publication status
published
subject
keyword
DISTRACTING STIMULI, ASKING QUESTIONS, MEASURING INTENT, SELF-GENERATED VALIDITY, CHOICE, BRAND, GOAL, ACTIVATION, MERE, ACCESSIBILITY
journal title
JOURNAL OF CONSUMER RESEARCH
J. Consum. Res.
volume
39
issue
1
pages
111 - 127
Web of Science type
Article
Web of Science id
000304376200008
JCR category
BUSINESS
JCR impact factor
3.542 (2012)
JCR rank
10/116 (2012)
JCR quartile
1 (2012)
ISSN
0093-5301
DOI
10.1086/661936
language
English
UGent publication?
yes
classification
A1
copyright statement
I have transferred the copyright for this publication to the publisher
id
2154082
handle
http://hdl.handle.net/1854/LU-2154082
date created
2012-06-14 16:18:38
date last changed
2013-07-01 00:30:45
@article{2154082,
  abstract     = {To explain the question-behavior effect, that is, the effect of answering an intention question on subsequent behavior, this article takes on a motivational perspective and proposes that answering an intention question automatically activates an intention. The activation of this motivational state influences subsequent brand choices due to changes in brand accessibilities. Three studies provide support for the assumption that responding to an intention question affects brand choices through a motivational mechanism, such that (1) answering an intention increases the accessibility of motivation-related information and decreases the accessibility of motivation-competing information which increases the choice for the intentionrelated brand; (2) intention completion temporarily reverses the foregoing accessibility patterns, instigating a reversal of the brand choices for an immediate, second brand choice; and (3) the changes in brand accessibilities and thus the behavioral effect persist as the delay between the intention question and brand choice occasion increases until intention completion.},
  author       = {Van Kerckhove, Anneleen and Geuens, Maggie and Vermeir, Iris},
  issn         = {0093-5301},
  journal      = {JOURNAL OF CONSUMER RESEARCH},
  keyword      = {DISTRACTING STIMULI,ASKING QUESTIONS,MEASURING INTENT,SELF-GENERATED VALIDITY,CHOICE,BRAND,GOAL,ACTIVATION,MERE,ACCESSIBILITY},
  language     = {eng},
  number       = {1},
  pages        = {111--127},
  title        = {A motivational account of the question-behavior effect},
  url          = {http://dx.doi.org/10.1086/661936},
  volume       = {39},
  year         = {2012},
}

Chicago
Van Kerckhove, Anneleen, Maggie Geuens, and Iris Vermeir. 2012. “A Motivational Account of the Question-behavior Effect.” Journal of Consumer Research 39 (1): 111–127.
APA
Van Kerckhove, A., Geuens, M., & Vermeir, I. (2012). A motivational account of the question-behavior effect. JOURNAL OF CONSUMER RESEARCH, 39(1), 111–127.
Vancouver
1.
Van Kerckhove A, Geuens M, Vermeir I. A motivational account of the question-behavior effect. JOURNAL OF CONSUMER RESEARCH. 2012;39(1):111–27.
MLA
Van Kerckhove, Anneleen, Maggie Geuens, and Iris Vermeir. “A Motivational Account of the Question-behavior Effect.” JOURNAL OF CONSUMER RESEARCH 39.1 (2012): 111–127. Print.