Half the thrill is in the chase: Twisted inferences from embodied cognitions and brand evaluation

Aparna A. Labroo, Jesper H. Nielsen

Research output: Research - peer-reviewArticle

  • 20 Citations

Abstract

Do our bodies control our minds? That people approach positive outcomes is not surprising, but do people also infer an outcome is rewarding from their bodily sensation of approaching it, and does this positivity transfer indirectly to other outcomes linked in memory to the original negative outcome? We posit that, because people usually approach reward, they mistakenly infer that approach must equal reward. Thus, a sensation of approach, even toward a negative outcome, makes them feel more positively toward the negative outcome and associated outcomes. Experiment 1 demonstrates a positive effect of embodied movement in space toward an otherwise aversive product. Experiments 2 and 3 additionally show positive effects of psychological movement in time, using evaluative conditioning procedures, to associated stimuli in memory. Implications for downward spirals in habit formation-the idea that approaching one bad habit might increase liking of other bad habits-and affect regulation are discussed.

LanguageEnglish (US)
Pages143-158
Number of pages16
JournalJournal of Consumer Research
Volume37
Issue number1
DOIs
StatePublished - Jun 2010

Fingerprint

Thrill
Evaluation
Inference
Embodied Cognition
Chase
habits
cognition
evaluation
Brand evaluation
Cognition
reward
experiment
Habit
Reward
Experiment
motor function
conditioning
stimulus
time
Habit Formation

ASJC Scopus subject areas

  • Business and International Management
  • Economics and Econometrics
  • Marketing

Cite this

Half the thrill is in the chase : Twisted inferences from embodied cognitions and brand evaluation. / Labroo, Aparna A.; Nielsen, Jesper H.

In: Journal of Consumer Research, Vol. 37, No. 1, 06.2010, p. 143-158.

Research output: Research - peer-reviewArticle

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