Goal orientation and variety seeking behavior: The role of decision task

Store environment's impact on variety seeking behavior

“…Personality variables include optimum stimulation level (Steenkamp and Baumgartner, 1992), deal proneness (Martínez and Montaner, 2006), self-monitoring (Ratner and Kahn, 2002) and goal orientation (Wu and Kao, 2011). Product category-level characteristics such as involvement (subjective personal relevance of a product) and hedonic features (features in products that cause sensory gratification and give pleasure) also affect variety seeking (Van Trijp et al, 1996).…”

Do ad metaphors enhance or dilute the consumers' brand preferences? Exploring the moderating role of goal orientation

“…A major difference between promotion focus and prevention focus is a differential sensitivity toward positive and negative outcomes (Higgins, 1998). The consumer psychology literature has demonstrated that goal orientation has an impact on endowment effect (Higgins, 2002;Liberman, Idson, Camacho, & Higgins, 1999), the status quo bias (Chernev, 2004), mental accounting (Pham & Avnet, 2004), brand extension (Yeo & Park, 2006), framing effect (Jain, Lindsey, Agrawal, & Maheswaran, 2007;Sett, 2014), attractiveness effect (Mourali, Bckenholt, & Laroche, 2007), the extent to which consumers use price information as an indicator of quality or sacrifice (Lin, Wu, Chuang, & Kao, 2007), variety seeking (Wu & Kao, 2011), team performance (Anne, Daan, & Dirk, 2013), radical innovation (Lameez & Daan, 2014), and creativity (Huang & Luthans, 2015).…”

The impacts of goal orientation, terminology effect, and source credibility on communication effectiveness

“…First, this research is the first to provide empirical evidence that goal orientation moderates the persuasive impact of terminologies. Goal orientation has been discussed in a comprehensive manner, such as endowment effect (Higgins, 2002;Liberman, Idson, Camacho, & Higgins, 1999), the status quo bias (Chernev, 2004), framing effect (Jain, Lindsey, Agrawal, & Maheswaran, 2007), attractiveness effect (Mourali, Bockenholt, & Laroche, 2007), the extent to which individuals use price information as an indicator of quality or sacrifice (Lin et al, 2007), and variety seeking (Wu & Kao, 2011). However, those studies on goal orientation have failed to reach similar conclusions.…”

“…Understanding how goal orientation plays a role in a realistic context seems important for both academia and practicality. Previous psychological research has devoted much attention to the effects of goal orientation on persuasion (e.g., Kim, ; Micu & Chowdhury, ), choices (Wu & Kao, ), and behavior (e.g., Arnold & Reynolds, ; Chung & Tsai, ). However, little attention has been devoted to examining how goal orientation interacts with different types of communication messages.…”