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