Motivated Reasoning: A Depth-of-Processing Perspective

By Shailendra P. Jain, Durairaj Maheswaran. 2000

225 citations recorded by the source corpus.

Subfields: Developmental and Educational Psychology, General Decision Sciences, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/0eb7443589231fc01d896117ada854b93dc53742

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In Developmental and Educational Psychology

In General Decision Sciences

In Sociology and Political Science

Citations in the corpus

Self-Image Motives and Consumer Behavior: How Sacrosanct Self-Beliefs Sway Preferences in the Marketplace (2007, background): “For example, Jain and Maheswaran (2000) nudged participants to prefer one brand of telephone answering machine over another equally priced answering machine, and then gave them a consumer survey showing either that their preferred brand performed better than the alternative option or that it…”
Green Shopping (2011, background): “…documenting that individuals have a strong tendency to selectively attend to, scrutinize, and process information in a way that bolsters their previously formed attitudes and justifies past behaviors (Abelson, 1959; Aronson, 1969; Jain & Maheswaran, 2000; Kunda, 1990; Lord, Ross, & Lepper, 1979).”
Consumer Reaction to Negative Publicity (2004, background): “Whatever the label, this research suggests that consumers are motivated to engage in the biased processing of new information to yield preferred conclusions (Jain & Maheswaran, 2000).”
The Influence of Consumers’ Lay Theories on Approach/Avoidance Motivation (2009, background): “Jain and Maheswaran (2000) also consider motivated processing a form of extensive elaboration.”
Understanding schema incongruity as a process in advertising: Review and future recommendations (2013, background): “In such cases, counterargument, avoidance, and negative attitudes toward the incongruity and the brand may result (Jain and Maheswaran 2000 ).”
Navigating by the Stars: Investigating the Actual and Perceived Validity of Online User Ratings (2016, background): “Consumers may also engage in motivated reasoning to justify buying certain kinds of products such as those that are expensive or those made by a favored brand (Jain and Maheswaran 2000; Kunda 1990).”
Capitalizing on Content: Information Adoption in Two Online communities (2008, background): “Resolving inconsistencies between newly received information and previously held understandings and beliefs is a difficult cognitive task (Abelson, 1983) that entails systematic processing (Jain and Maheswaran, 2000, Sengupta and Johar, 2002).”
The Moderating Effect of Brand Commitment on the Evaluation of Competitive Brands (2009, methodology): “Other researchers have found that irrespective of the strength of the arguments used, consumers committed to a brand seem to be equally opposed to a preference-inconsistent option (e.g., Jain 2003; Jain and Maheswaran 2000).”