Seminario "Counterfinality in Consumer Choice: on the positive impact of negative information"

foto birga m schumpe
Venerdì, 24 Ottobre, 2014

Il Dipartimento di Psicologia dei Processi di Sviluppo e Socializzazione organizza il seminario Counterfinality in Consumer Choice: on the positive impact of negative information”.

Including  negative  information  in  an  otherwise  positive  product  description  strikes  one  as counterintuitive.  However,  negative  information  can  lead  to  perceptions  of  increased instrumentality. We found this counterfinality effect for low (vs. high) levels of goal magnitude. The  talk  provides  an  overview  of  possible  instances  of  counterfinality  in  the  psychological literature.  Within  the  framework  of  goal systems  theory  (Kruglanski,  2002),  we  propose  an overarching explanatory theory. Empirical evidence for our hypotheses is presented in the form of studies conducted in laboratory as well as applied settings. Finally, findings are discussed in terms of theoretical and practical implications.

Birga M. Schumpe, Doctoral student in Social Psychology, Helmut‐Schmidt University in Hamburg (DE).

Venerdì 24 ottobre 2014, ore 12.00

Aula E. Ponzo
piano 3, stanza 329
Via dei Marsi 78, Roma

© Sapienza Università di Roma - Piazzale Aldo Moro 5, 00185 Roma - (+39) 06 49911 - CF 80209930587 PI 02133771002