The Locus of Choice: Personal Causality and Satisfaction with Hedonic and Utilitarian Decisions

By Simona Botti, Ann L. McGill. 2011

359 citations recorded by the source corpus.

Subfields: Applied Psychology, General Decision Sciences, Marketing

View Paper: https://www.semanticscholar.org/paper/216b8eddd6ac35486f9b67535883aa52f533eb79

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Citations in the corpus

Power and consumer behavior: How power shapes who and what consumers value (2012, background): “…Psychology (2011), doi:10.1016/j.jcps.2011.06.001 construct studied heavily in the consumer literature, choice (e.g., Bettman, Luce, & Payne, 1998; Botti & McGill, 2011; Dhar, Nowlin, & Sherman, 2000; Dhar & Simonson, 2003), but also uses it to better understand power by recognizing a new…”
Speaking to the mind or the heart: effects of matching hedonic versus utilitarian arguments and products (2016, background): “Specifically, increased processing should mediate purchase likelihoods for utilitarian products, but not for hedonic products (Botti and McGill 2011).”
Consumers and Artificial Intelligence: An Experiential Perspective (2020, background): “…satisfactory and meaningful: they can work less and enjoy the positive effects of leisure (Fishbach and Choi 2012), or they can work better and enjoy greater happiness by delegating extrinsically motivated tasks to AI and keeping intrinsically motivated tasks for themselves (Botti and McGill 2011).”
Hedonic Shopping Motivation and Impulse Buying: The Effect of Website Quality on Customer Satisfaction (2021, background): “Hedonic motivation emerges from customers’ experiences, particularly while shopping online (Botti & McGill, 2011).”
Artificial Intelligence in Utilitarian vs. Hedonic Contexts: The “Word-of-Machine” Effect (2020, background): “Justifiability leads people to assign greater weight to utilitarian (vs. hedonic) options (Okada 2005), and hedonic (vs. utilitarian) choices are associated with greater perceived personal causality (Botti and McGill 2011).”
Pleasure principles: A review of research on hedonic consumption (2013, background): “…payment affects the type of product one purchases and consumes (e.g., Bagchi &Block, 2011; Thomas, Desai, & Seenivasan, 2011), which situations prompt consumers to exert self-determination (e.g., Botti & McGill, 2011), and which preferences might be heritable versus learned (Simonson & Sela, 2011).”
Is it all about consumer engagement? Explaining continuance intention for utilitarian and hedonic service consumption (2020, background): “Services are consumed for both hedonic and utilitarian reasons (Batra and Ahtola, 1991; Botti and McGill, 2011; Voss et al., 2003), and these reasons influence how different antecedents drive consumer behavior (Childers et al.”
The role of self-determination theory in marketing science: An integrative review and agenda for research (2019, positive): “Similarly, Botti and McGill (2011) showed that customer satisfaction with an intrinsic goal was greater than customer satisfaction with extrinsically motivated goals.”