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The effect of structural alignment on choice-process satisfaction and preference formation: The moderating role of self-construal
Ist Teil von
Journal of business research, 2016-08, Vol.69 (8), p.2747-2755
Ort / Verlag
New York: Elsevier Inc
Erscheinungsjahr
2016
Quelle
Alma/SFX Local Collection
Beschreibungen/Notizen
Drawing on theories of structural alignment and self-construal, this article suggests that individuals with an independent self-construal tend to rely on nonalignable attributes while those with an interdependent self-construal would put more emphasis on alignable attributes in decision process (Study 1) and preference formation (Study 2). Findings from the two studies provide support for these predictions. In Study 1, independent self-construal individuals were more satisfied and perceived more information in processing options with nonalignable attributes than with alignable attributes. Interdependent self-construal individuals, however, did not show differences in choice-process satisfaction and perceived amount of information between the two attribute conditions. It was also found in Study 2 that, in a two-option context, interdependent self-construal individuals preferred alignable better option to nonalignable better option significantly more than independent self-construal individuals did. Consistent with the preference data, independent self-construal individuals mentioned nonalignable attributes more frequently than interdependent self-construal individuals did.