Do Costly Options Lead to Better Outcomes? How the Protestant Work Ethic Influences the Cost–Benefit Heuristic in Goal Pursuit (Record no. 48889)
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| 000 -LEADER | |
|---|---|
| fixed length control field | nam a22 4500 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20180115174527.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 180115b xxu||||| |||| 00| 0 eng d |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Yimin Cheng, |
| 9 (RLIN) | 29199 |
| 245 ## - TITLE STATEMENT | |
| Title | Do Costly Options Lead to Better Outcomes? How the Protestant Work Ethic Influences the Cost–Benefit Heuristic in Goal Pursuit |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 636-649 p. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc | People often assume that costlier means lead to better outcomes, even in the absence of an objective relationship in the specific context. Such cost–benefit heuristics in goal pursuit have been observed across several domains, but their antecedents have not been fully explored. In this research, the authors propose that a person’s tendency to use cost–benefit heuristics depends on the extent to which that person subscribes to the Protestant Work Ethic (PWE), an influential concept originally introduced to explain the rise of capitalism. The PWE is a core value predicated on the work-specific belief that hard work leads to success, but people who subscribe strongly to it tend to overgeneralize and align other work-unrelated cognitions for consistency. Across ten studies (N = 1,917) measuring and manipulating PWE, robust findings show that people who are high (vs. low) in PWE are more likely to use cost–benefit heuristics and are more likely to choose costlier means in pursuit of superior outcomes. Suggestions are provided for how marketers may identify consumers high versus low in PWE and tailor their offerings accordingly. |
| 653 ## - INDEX TERM--UNCONTROLLED | |
| Uncontrolled term | Protestant Work Ethic |
| Uncontrolled term | core belief, lay theories |
| Uncontrolled term | cost–benefit heuristics |
| Uncontrolled term | price–quality relationship |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Mukhopadhyay, Anirban |
| 9 (RLIN) | 29200 |
| Personal name | Schrift, Rom Y. |
| 9 (RLIN) | 29201 |
| 773 0# - HOST ITEM ENTRY | |
| Host Biblionumber | 29534 |
| Host Itemnumber | 66987 |
| Main entry heading | ERDEN, TULIN |
| Other item identifier | 5557769 |
| Title | JOURNAL OF MARKETING RESEARCH |
| International Standard Serial Number | 0022-2437 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | Journal Article |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Home library | Current library | Date acquired | Total Checkouts | Full call number | Barcode | Date last seen | Price effective from |
|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Main Library | Main Library | 15/01/2018 | Vol 74, No 4/ 5557769JA9 | 5557769JA9 | 15/01/2018 | 15/01/2018 |