The effect of structural alignment on choice-process satisfaction and preference formation: The moderating role of self-construal

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• 作者：Byung-Kwan Lee^a ; ^{byungkwanlee@kw.ac.kr" class="auth_mail" title="E-mail the corresponding author} ; Wei-Na Lee^b ; ¹ ; ^{weina@mail.utexas.edu" class="auth_mail" title="E-mail the corresponding author}
• 关键词：Attribute alignability ; Self-construal ; Choice-process satisfaction ; Preference
• 刊名：Journal of Business Research
• 出版年：2016
• 出版时间：August 2016
• 年：2016
• 卷：69
• 期：8
• 页码：2747-2755
• 全文大小：361 K

文摘

Drawing on theories of structural alignment and self-construal, this article suggests that individuals with an independent self-construal tend to rely on nonalignable attributes while those with an interdependent self-construal would put more emphasis on alignable attributes in decision process (Study 1) and preference formation (Study 2). Findings from the two studies provide support for these predictions. In Study 1, independent self-construal individuals were more satisfied and perceived more information in processing options with nonalignable attributes than with alignable attributes. Interdependent self-construal individuals, however, did not show differences in choice-process satisfaction and perceived amount of information between the two attribute conditions. It was also found in Study 2 that, in a two-option context, interdependent self-construal individuals preferred alignable better option to nonalignable better option significantly more than independent self-construal individuals did. Consistent with the preference data, independent self-construal individuals mentioned nonalignable attributes more frequently than interdependent self-construal individuals did.