The Devaluation Effect: Activating a Need Devalues Unrelated Objects

By C. Brendl, Arthur B. Markman, C. Messner, Arthur, B. Markman, James R. Bettman, Amitava Chattopadhyay, Peter M. Gollwitzer, Ryan Gossen, J. Irwin and 7 more. 2003

230 citations recorded by the source corpus.

Subfields: General Decision Sciences, Marketing, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/304575ae682225c05afc55886616a0406b69e0ae

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Citations in the corpus

When Guilt Begets Pleasure: The Positive Effect of a Negative Emotion (2012, background): “Additionally, research in the goals literature demonstrates that in choices, people devalue the alternatives that do not serve their active goals (Brendl et al. 2003; Fishbach et al. 2003).”
Prepared to eat: How immediate affective and motivational responses to food cues are influenced by food deprivation. (2007, background): “Studies on the effects of food deprivation show that participants’ reflective evaluations of food vary as a function of deprivation ( Brendl, Markman, & Messner, 2003; Cabanac, 1971; Drobes et al., 2001; Lavy & van den Hout, 1993).”
The goal construct in social psychology. (2007, background): “We argued earlier that goal-facilitating stimuli acquire positive value and goal-thwarting stimuli acquire negative value (Brendl et al., 2003; Ferguson & Bargh, 2004; Fishbach et al., 2004).”
Squeezed: Coping with Constraint through Efficiency and Prioritization (2015, background): “What are the roles of purely cognitive processes like memory interference (Alba and Chattopadhyay 1985) versus motivational effects (Brendl, Markman, and Messner 2003; Shah, Friedman, and Kruglanski 2002), and do these effects generalize outside the laboratory?”
Behavioral Consistency and Inconsistency in the Resolution of Goal Conflict (2009, background): “There have been several demonstrations that goal activation leads to valuation of means that are related to the goal (Chartrand et al. 2008) and devaluation of means that are not related to the goal (Brendl, Markman, and Messner 2003; Markman, Brendl, and Kim 2007).”
A Goal-Based Model of Product Evaluation and Choice (2012, background): “3: Increasing the activation of one benefit goal decreases evaluations of means that serve other goals (Brendl et al. 2003).”
Counteractive evaluation: Asymmetric shifts in the implicit value of conflicting motivations (2010, result): “This result is consistent with previous research showing that devaluation of alternatives often exceeds the boost in valuation of a focal goal (Brendl et al., 2003).”
How to Measure Motivation: A Guide for the Experimental Social Psychologist (2014, background): “For example, Brendl, Markman, and Messner (2003) showed that hungry consumers – with an active eating goal – expressed lower evaluation of products that serve unrelated goals (e.g., shampoo) compared to consumers who were not hungry and hence did not have an active eating goal.”