Revealing obstacles to the consumer imagination

Spears, Nancy; Yazdanparast, Atefeh

doi:10.1016/j.jcps.2014.01.003

Cited by 59 publications

(55 citation statements)

References 45 publications

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“…In this case, fashion knowledge is based on an individual's self‐reported knowledge about fashion and positively impacts both consumers’ fashion opinion leadership (O'Cass ) and self‐verification (Sutin & Robins, ). Knowledge is critical for imaginative consumption (Libby et al., ; Spears & Yazdanparast, ; Vasquez & Buehler, ; Waldinger et al., ) and while self‐verification encourages accurate knowledge (Sutin & Robins, ), self‐enhancement promotes obtaining advice from others over producing new internal knowledge (London, ).…”

Section: Theoretical Background and Research Hypothesesmentioning

confidence: 99%

“…For low self-esteem individuals, self-enhancing clothing allows an individual to become someone else (Solomon & Anand, 1985). Self-enhancers have less accessible knowledge about the self (Libby et al, 2007;Vasquez & Buehler, 2007), which makes imagining the yet-tobe-experienced more difficult (Spears & Yazdanparast, 2014). These consumers rely on external information, such as others' opinions, over internal sources, such as knowledge and imagination (Rose & Kim, 2011).…”

Section: Self-esteemmentioning

confidence: 99%

“…Self-verifiers, rather, are feedback-and learning-oriented, and strive for personal growth and new experiences (Elliot & Harackiewicz, 1996;Hogan, Hogan, & Roberts, 1996;Kaplan, Drath, & Kofodimos, 1991;London & Diamante, 2002;Tuckey, Brewer, & Williamson, 2002). Imaginative consumption requires knowledge to create vision of the yet-to-be-experienced (Spears & Yazdanparast, 2014). Again, self-verifiers do not have static identities.…”

Section: Fashion Knowledge Idea Shopping Motivations and Probabilitmentioning

confidence: 99%

“…Paula's attitudes about the dress and intentions toward the dress increase when Paula selects the right dress in her imagination. In combining current knowledge, such as the self‐concept, with new sensory information, consumers create imagined scenarios, which influences key response variables (Ahuvia, ; Anderson, ; Cialdini & Carpenter, ; Cross & Marcus, ; d'Astous & Deschenes, ; Garry & Polaschek, ; Markus & Nurius, ; Phillips, Olson, & Baumgartner, ; Schau, ; Spears & Yazdanparast, ).…”

mentioning

confidence: 99%

“…In online environments, imaginative consumption matters even more because consumers are not able to touch or try on merchandise. When missing such relevant information, consumer must possess the ability to imagine (Cowan, 2012;Spears & Yazdanparast, 2014). If imaginative consumption impacts reactions toward marketing messages (Phillips, 1996;Sujan, Bettman, & Baumgartner, 1993), marketers must understand which factors motivate the consumer to imaginatively consume and how to effectively reach these consumers.…”

mentioning

confidence: 99%

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Who is the “Self” that Buys?: An Exploratory Examination of Imaginative Consumption and Explanation of Opinion Leadership

Cowan

Dai

2014

Psychology and Marketing

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The present research, first, combines literatures on self‐theory, imaginative consumption, and opinion leadership. Second, the research, using self‐theory, explores individual difference variables predictive of imaginative consumption in two studies using different populations. The results reveal fashion product involvement, self‐esteem, fashion knowledge, idea shopping motivation, and probability of a mispurchase influence the degree to which an individual imaginatively consumes fashion products. Third, the research makes a contribution by explaining from where opinion leaders derive their abilities—imaginative consumption. In contributing to scholarly work, the research explains the role of imagination and opinion leadership in both theories of self‐verification and self‐enhancement. Managerial implications include identifying potential opportunities for marketing communications and retail management. The findings are promising and encourage further exploration of the phenomenon of imaginative consumption.

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Section: Theoretical Background and Research Hypothesesmentioning

confidence: 99%

Section: Self-esteemmentioning

confidence: 99%

Section: Fashion Knowledge Idea Shopping Motivations and Probabilitmentioning

confidence: 99%

mentioning

confidence: 99%

mentioning

confidence: 99%

See 3 more Smart Citations

Who is the “Self” that Buys?: An Exploratory Examination of Imaginative Consumption and Explanation of Opinion Leadership

Cowan

Dai

2014

Psychology and Marketing

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A review and future avenues for psychological ownership in consumer research

Peck

Luangrath

2022

Consumer Psychology Review

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Research on psychological ownership is prevalent in the consumer domain. This article details the theoretical core of psychological ownership, integrating research in consumer psychology and marketing. The underlying motivations behind psychological ownership are also considered as well as the antecedents and consequences of feeling ownership. This article discusses how consumers signal and infer a sense of ownership, acknowledging that the characteristics of the target of ownership vary greatly to include physical targets as well as those that are intangible. Research is discussed on the lifecycle of ownership considering the formation, perception, and eventual dissolution of psychological ownership. The authors note various avenues for future research in psychological ownership with the aim to spur research in consumer psychology and feelings of ownership.

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Three peas in the pod of consumer imagination: Purchase task, involvement, and ad information

Spears

Ketron

Ngamsiriudom

2016

J of Consumer Behaviour

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The research investigates the mediating role of the consumer imagination in persuasion, depending upon level of involvement, nature of the purchase task, and ad information. The consumer imagination is conceptualized as combining triggered information from memory with incoming ad information to simulate a yet‐to‐be‐experienced event. The research reveals how obstacles to information flowing from memory or information from incoming peripheral ad claims suppress the enhancing effects of the consumer imagination. Across three studies, the findings indicate that few incoming peripheral ad claims are an obstacle to the consumer imagination in a utilitarian context, regardless of involvement, because preferred peripheral claims are reduced. Low involvement is an obstacle to the consumer imagination in a hedonic context, because it reduces the need to rely on triggered memories. However, this effect is reversed with more peripheral ad claims, because increased claims help to build up the imagination when reliance on triggered memories is reduced. Theoretical discussion is provided about how the imagination expands the elaboration of ad details by retrieving relevant experiences from memory to create mental rehearsals. Copyright © 2016 John Wiley & Sons, Ltd.

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Revealing obstacles to the consumer imagination

Cited by 59 publications

References 45 publications

Who is the “Self” that Buys?: An Exploratory Examination of Imaginative Consumption and Explanation of Opinion Leadership

Who is the “Self” that Buys?: An Exploratory Examination of Imaginative Consumption and Explanation of Opinion Leadership

A review and future avenues for psychological ownership in consumer research

Three peas in the pod of consumer imagination: Purchase task, involvement, and ad information

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