Affiliation:
1. Associate professor of marketing at the NYU Shanghai, 1555 Century Avenue, Pudong New District, Shanghai 200122, China
2. Synergis-Geoffrey Yeh Professor of Business at the Hong Kong University of Science and Technology, Clear Water Bay, Kowloon, Hong Kong
Abstract
Abstract
This research seeks to examine, first, whether and why consumers perceive divisible versus indivisible numbers differently and, second, how such divergent perceptions influence consumer preferences for marketer-created entities associated with divisible versus indivisible numbers. Integrating insights from two different literatures—numerical cognition and loneliness—we propose and find that numbers perceived to be divisible (vs. indivisible) are viewed as having more “connections” and are therefore deemed to be less lonely. Building on these findings and the literature on compensatory consumption, we then propose and demonstrate that a temporary feeling of loneliness increases participants’ relative preference for various targets—products, attributes, and prices—associated with divisible (vs. indivisible) numbers, which are perceived to be relatively more connected and less lonely. It merits mention that our findings are triangulated across a wide variety of numbers, different product categories, and multiple operationalizations of loneliness.
Funder
National Natural Science Foundation of China
“Shu Guang” project of Shanghai Municipal Education Commission and Shanghai Education Development Foundation
Publisher
Oxford University Press (OUP)
Subject
Marketing,Economics and Econometrics,Arts and Humanities (miscellaneous),Anthropology,Business and International Management
Cited by
16 articles.
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