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Falling back on numbers: quantitative specifications as sources of control

Christophe Lembregts and Mario Pandelaere UGent (2013) Proceedings of the La Londe Conference in Marketing Communications and Consumer Behavior.
abstract
In this manuscript, we propose that experiencing a threat to personal control may increase consumers’ liking of quantitative specifications. Additionally, a control threat may lead consumers to rely more on quantitative specifications in their product choices. In general, when personal control is threatened, people tend to display a strong desire to restore control by bringing more structure to their lives. In this research, we argue that quantitative information may be considered as a tool that is employed for enhancing structure and reducing ambiguity in the environment. For this reason, this type of information may also help to reinstate control. We tested our predictions in six experiments.
Please use this url to cite or link to this publication:
author
organization
year
type
conference
publication status
published
subject
in
Proceedings of the La Londe Conference in Marketing Communications and Consumer Behavior
editor
LJ Shrum and Luk Warlop
conference name
The La Londe Conference in Marketing Communications and Consumer Behavior
conference location
London, UK
conference start
2013-05-28
conference end
2013-05-30
language
English
UGent publication?
yes
classification
C3
id
4238146
handle
http://hdl.handle.net/1854/LU-4238146
date created
2014-01-21 08:43:07
date last changed
2016-12-19 15:36:57
@inproceedings{4238146,
  abstract     = {In this manuscript, we propose that experiencing a threat to personal control may increase consumers{\textquoteright} liking of quantitative specifications. Additionally, a control threat may lead consumers to rely more on quantitative specifications in their product choices. In general, when personal control is threatened, people tend to display a strong desire to restore control by bringing more structure to their lives. In this research, we argue that quantitative information may be considered as a tool that is employed for enhancing structure and reducing ambiguity in the environment. For this reason, this type of information may also help to reinstate control. We tested our predictions in six experiments.},
  author       = {Lembregts, Christophe and Pandelaere, Mario},
  booktitle    = {Proceedings of the La Londe Conference in Marketing Communications and Consumer Behavior},
  editor       = {Shrum, LJ and Warlop, Luk},
  language     = {eng},
  location     = {London, UK},
  title        = {Falling back on numbers: quantitative specifications as sources of control},
  year         = {2013},
}

Chicago
Lembregts, Christophe, and Mario Pandelaere. 2013. “Falling Back on Numbers: Quantitative Specifications as Sources of Control.” In Proceedings of the La Londe Conference in Marketing Communications and Consumer Behavior, ed. LJ Shrum and Luk Warlop.
APA
Lembregts, C., & Pandelaere, M. (2013). Falling back on numbers: quantitative specifications as sources of control. In L. Shrum & L. Warlop (Eds.), Proceedings of the La Londe Conference in Marketing Communications and Consumer Behavior. Presented at the The La Londe Conference in Marketing Communications and Consumer Behavior.
Vancouver
1.
Lembregts C, Pandelaere M. Falling back on numbers: quantitative specifications as sources of control. In: Shrum L, Warlop L, editors. Proceedings of the La Londe Conference in Marketing Communications and Consumer Behavior. 2013.
MLA
Lembregts, Christophe, and Mario Pandelaere. “Falling Back on Numbers: Quantitative Specifications as Sources of Control.” Proceedings of the La Londe Conference in Marketing Communications and Consumer Behavior. Ed. LJ Shrum & Luk Warlop. 2013. Print.