In this paper, the authors present an information processing model of self-regulation. The model predicts that consumers with an active self-regulatory goal will tend to focus on the cost (rather than the pleasure) of consumption and, as a result, they are better able to control their behavior....

Evidence from three experiments shows that due to superior visuo-spatial elaboration, females (relative to males) have a heightened ability to identify visually incongruent products that are promoted among competing products. Females discriminate relational information among competing...

We introduce and test a theory of how the choices consumers make are influenced by skill-based habits of use - i.e., goal-activated automated behaviors that develop through the repeated consumption or use of a particular product. Such habits can explain how consumers become locked in to an...

This article examines how consumers' preferences are affected by the interplay between their level of arousal and the valence of their current affective state. Building on prior research examining the regulation of mood valence, the authors propose that consumers are also motivated to manage...

This article examines how consumers’ preferences are affected by the interplay between their level of arousal and the valence of their current affective state. Building on prior research examining the regulation of mood valence, the authors propose that consumers are also motivated to manage...