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Self-construal and feature centrality

Author

Listed:
  • Huifang Mao

    (University of Central Florida)

  • Xingbo Li

    (University of Louisville)

  • Kalpesh Kaushik Desai

    (University of Missouri-Kansas City)

  • Shailendra Pratap Jain

    (University of Washington)

Abstract

The current research investigates the interactive influence of self-construal and product feature centrality on product judgment tasks. Feature centrality refers to the extent to which a feature is integral to the product concept and its network of correlated features, and contributes to the coherence of the product’s conceptual representation. While the categorization literature suggests that central features (versus less central features) are weighted more when consumers make judgments about a product, across two studies we find such effect is bounded by individuals’ self-construal. In particular, whereas independent consumers, adopting an analytical thinking style, rely more on central features than less central features in product categorization and evaluations, interdependent consumers, employing a holistic thinking style, use both features to form their judgments.

Suggested Citation

  • Huifang Mao & Xingbo Li & Kalpesh Kaushik Desai & Shailendra Pratap Jain, 2016. "Self-construal and feature centrality," Marketing Letters, Springer, vol. 27(4), pages 781-789, December.
    • Handle: RePEc:kap:mktlet:v:27:y:2016:i:4:d:10.1007_s11002-015-9380-z
    DOI: 10.1007/s11002-015-9380-z
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    References listed on IDEAS

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    1. Mandel, Naomi, 2003. "Shifting Selves and Decision Making: The Effects of Self-Construal Priming on Consumer Risk-Taking," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 30(1), pages 30-40, June.
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