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Research Details

The maximizing mindset, Journal of Consumer Research

Abstract

Getting the best has been advocated as an ideal in almost every domain of life. We propose that maximizing constitutes a mind-set that may be situationally activated and has cross-domain consequences. Specifically, we show that the maximizing mind-set amplifies regret and dissatisfaction, increases the likelihood of returning and switching products, and affects sensory experiences such as taste. The effect of the maximizing mind-set occurs only when consumers learn that they do not get the best but not when they do in fact get the best. We validate our conception of the maximizing mind-set by demonstrating its embrace of underlying processes of comparisons and goals.

Type

Article

Author(s)

Jingjing Ma, Neal Roese

Date Published

2014

Citations

Ma, Jingjing, and Neal Roese. 2014. The maximizing mindset. Journal of Consumer Research. 41(1): 71-92.

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