Doing it the hard way: How low control drives preferences for high-effort products and services

By Keisha M. Cutright, A. Samper. 2014

132 citations recorded by the source corpus.

Subfields: Applied Psychology, Marketing, Social Psychology

View Paper: https://www.semanticscholar.org/paper/01b68e1808a31f7df80828975b7c5687c6d26882

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Citations in the corpus

Social Exclusion and Consumer Switching Behavior: A Control Restoration Mechanism (2017, background): “Although the concept of personal control has long been established (Averill 1973; Folkman 1984), little research has examined how individuals can effectively restore deficits in control (for exceptions, see Chen, Lee, and Yap 2017; Cutright and Samper 2014).”
When public recognition for charitable giving backfires: The role of independent self-construal (2018, background): “…Self-Construal, Agency, and Public Charitable Giving Agency is the feeling that one can take motivated action towards desired outcomes in ways that allow for a sense of control and autonomy over one’s own actions (Bandura 1989; Cutright and Samper 2014; Ryan et al. 1995; Ryan and Deci 2000).”
Consumer desire for control as a barrier to new product adoption (2017, background): “Prior work has shown that when situational factors reduce people’s sense of control, a drive state is created that momentarily increases the desire for control (Cutright & Samper, 2014; Kay et al., 2009).”
The Effect of Stress on Consumer Saving and Spending (2016, background): “Some participants, however, restored their sense of control after the stress manipulation by writing about something that happened to them because they had control over it (Cutright and Samper 2014).”
The effects of religion on consumer behavior: A conceptual framework and research agenda (2016, background): “…when consumers sense a lack of order or control in their lives, they demonstrate a stronger preference for products that seem “bounded” (such as work harder (Cutright & Samper, 2014), and products that are advertised as either blessed or fused with religious symbols (Shepherd, Kay, & Eibach, 2015).”
Consumers and Artificial Intelligence: An Experiential Perspective (2020, unknown): “The notion that being productive is a way to feel in control is consistent with findings showing that consumers who experience low control attempt to reestablish it by choosing products that require higher, versus lower, effort to achieve a desired outcome (Cutright and Samper 2014).”