The Effect of Group Membership Salience on the Avoidance of Negative Outcomes: Implications for Social and Consumer Decisions

By Donnel Briley, R. Wyer. 2002

213 citations recorded by the source corpus.

Subfields: Applied Psychology, Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/c60cfd61c816a935d77b67e094ce2a25b5a97bba

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Citations in the corpus

“I Eat Organic for My Benefit and Yours”: Egoistic and Altruistic Considerations for Purchasing Organic Food and Their Implications for Advertising Strategists (2014, background): “On the other hand, East Asian and Latin American countries tend to emphasize collectivism, viewing the self as part of a broader social context (Briley and Wyer 2002).”
The Effect of Mind‐Sets on Consumer Decision Strategies (2007, background): “Briley and Wyer (2002) found that inducing individuals to think of themselves as members of a group led them to acquire a general disposition to avoid potentially negative consequences of their decisions (e.g., a prevention focus; see Higgins 1997).”
Social Identity and Self-Regulation (2007, unknown): “Indeed, initial work in this area suggests that cross-culturally, prevention focus (typically studied as loss-framed focus) is more common in Eastern than in Western contexts (Aaker & Lee, 2001; Briley & Wyer 2002; Lee, Aaker, & Gardner, 2000).”
Individuality or Conformity? The Effect of Independent and Interdependent Self‐Concepts on Public Judgments (2006, background): “After receiving this information, participants estimated the chance they might lose money with the product, the probability of incurring maintenance and repair costs, and their overall financial risk along scales from 1 (low/improbable/very little risk) to 7 (high/probable/substantial risk).”
Creating When You Have Less: The Impact of Resource Scarcity on Product Use Creativity (2016, background): “…are frequently exposed to contextual cues that may remind them of resource scarcity or resource abundance in daily lives, and such encounters can impact their mindset and in turn affect subsequent creative consumption (Brandstätter and Frank 2002; Briley and Wyer 2002; Chandran and Morwitz 2005).”
Scarcity Polarizes Preferences: The Impact on Choice among Multiple Items in a Product Class (2015, background): “…encountered in a previous environment can activate a generalized mental orientation that persists in and influences subsequent decision making even when the later contexts are not directly related to the original environment (Brandstätter and Frank 2002; Briley and Wyer 2002; Xu and Wyer 2007).”
Categorization theory and research in consumer psychology: category representation and category-based inference (2008, methodology): “Cowley and Mitchell (2003) found that experts (relative to novices) were more likely to organize information by product subcategories, and to store information about alternatives in a way that increased flexibility when evaluating the same product across different usage occasions (Mitchell & Dacin, ”