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Applying an eMASS Customization Program as a Research Tool to Evaluate Consumer Benefits
Published on: September 27, 2019
The pursuit of optimal distinctiveness and consumer preferences
Lingnan He1, Feng Cong1, Yanping Liu1
1Department of Psychology and Center for Socio-Cultural Studies and Mental Health, Sun Yat-Sen University, Guangzhou, China.
Abstract:
This article investigates the effect of optimal distinctiveness on consumer product consumption. The authors argue that consumers acquire and display material possessions to restore their optimal levels of distinctiveness. Results showed that placing consumers in a state of low distinctiveness increased desire to acquire distinctive products, whereas perceptions of high distinctiveness reduced desire to acquire such products. Consumers' desire for distinctiveness-related products held true for various consumer choices, including willingness to pay more for limited-edition products and preference for unpopular gifts. This finding has implications for understanding consumer choice in expressing identity.
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