1=2: When a singular experience leads to dissociated evaluations

Heather Honea, Andrea Ketcham, Gavan J. Fitzsimons

Research output: Contribution to journalArticle

4 Scopus citations

Abstract

This research examines how a single experience with a salesperson can lead to the formation of dual representations of the salesperson resulting in opposing spontaneous and deliberative affective responses and dissociated evaluations. Consumers may either use their spontaneous affective reactions to form an evaluation or may respond more deliberately using information that contradicts this initial affect. As a result, they can hold 2 evaluations of the same salesperson -one that is more spontaneously generated and one that is more deliberate. The 2 cognitive bases for these evaluations can coexist in memory even when they are opposite in valence, and consumers switch back and forth between the 2 evaluations, depending on the level of cognitive activity in which they engage.

Original languageEnglish (US)
Pages (from-to)124-134
Number of pages11
JournalJournal of Consumer Psychology
Volume16
Issue number2
DOIs
StatePublished - Jan 1 2006

    Fingerprint

ASJC Scopus subject areas

  • Applied Psychology
  • Marketing

Cite this