IDEAS home Printed from https://ideas.repec.org/a/oup/jconrs/doi10.1086-667691.html
   My bibliography  Save this article

Money and Thinking: Reminders of Money Trigger Abstract Construal and Shape Consumer Judgments

Author

Listed:
  • Jochim Hansen
  • Florian Kutzner
  • Michaela Wänke

Abstract

The idea of money reminds consumers of personal strength and resources. Such cues have been found to increase the level of mental construal. Consequently, it was hypothesized and found in five experiments that reminders of money trigger abstract (vs. concrete) mental construals. Participants were primed with money or money-unrelated concepts. Money primes caused a preference for abstract over concrete action identifications (experiment 1), instigated the formation of broader categories (experiment 2), and facilitated the identification of global (vs. local) aspects of visual patterns (experiment 3). This effect extended to consumer judgments: money primes caused a focus on central (vs. peripheral) aspects of products (experiment 4) and increased the influence of quality of parent brands in evaluations of brand extensions. Priming with a little money (experiment 3) or expenditures (experiment 5) did not trigger abstract construals, indicating that the association between money and resources drives the effect.

Suggested Citation

  • Jochim Hansen & Florian Kutzner & Michaela Wänke, 2013. "Money and Thinking: Reminders of Money Trigger Abstract Construal and Shape Consumer Judgments," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 39(6), pages 1154-1166.
  • Handle: RePEc:oup:jconrs:doi:10.1086/667691
    DOI: 10.1086/667691
    as

    Download full text from publisher

    File URL: http://dx.doi.org/10.1086/667691
    Download Restriction: no

    File URL: http://dx.doi.org/10.1086/667691
    Download Restriction: no

    File URL: https://libkey.io/10.1086/667691?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Liu, Yunxin & Dewitte, Siegfried, 2021. "A replication study of the credit card effect on spending behavior and an extension to mobile payments," Journal of Retailing and Consumer Services, Elsevier, vol. 60(C).
    2. Luqiong Tong & Yuhuang Zheng & Ping Zhao, 2013. "Is money really the root of all evil? The impact of priming money on consumer choice," Marketing Letters, Springer, vol. 24(2), pages 119-129, June.
    3. Gurzki, Hannes & Woisetschläger, David M., 2017. "Mapping the luxury research landscape: A bibliometric citation analysis," Journal of Business Research, Elsevier, vol. 77(C), pages 147-166.
    4. Pilar Aguilar & Amparo Caballero & Verónica Sevillano & Itziar Fernández & Dolores Muñoz & Pilar Carrera, 2020. "The Relationships between Economic Scarcity, Concrete Mindset and Risk Behavior: A Study of Nicaraguan Adolescents," IJERPH, MDPI, vol. 17(11), pages 1-12, May.
    5. Dimitriu, Radu & Warlop, Luk, 2022. "Is similarity a constraint for service-to-service brand extensions?," International Journal of Research in Marketing, Elsevier, vol. 39(4), pages 1019-1041.
    6. Gasiorowska, Agata, 2012. "Psychologiczne skutki aktywacji idei pieniędzy a obdarowywanie bliskich [The psychological consequences of mere exposure to money and gift-giving]," MPRA Paper 48170, University Library of Munich, Germany.
    7. Kim Saxton, M. & Colby, Helen & Saxton, Todd & Pasumarti, Vikram, 2024. "Why or How? the impact of Construal-Level Theory on vaccine message receptivity," Journal of Business Research, Elsevier, vol. 172(C).
    8. Yao, Qing & Chen, Rong, 2014. "Gift Cards and Gifted Cash: The Impact of Fit between Gift Type and Message Construal," Journal of Retailing, Elsevier, vol. 90(4), pages 481-492.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:oup:jconrs:doi:10.1086/667691. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: the person in charge (email available below). General contact details of provider: https://academic.oup.com/jcr .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.