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Title: | The role of social projection in consumers' commonness fallacy | Authors: | Basu, S Zhu, J Savani, K |
Issue Date: | Sep-2022 | Source: | Psychology and marketing, Sept. 2022, v. 39, no. 9, p. 1698-1705 | Abstract: | Recent research suggests that consumers often exhibit the “commonness fallacy” by overestimating the likelihood of others choosing a frequently consumed item (e.g., vanilla ice cream) rather than a less frequently consumed item (e.g., tiramisu). This research tests whether the extent to which consumers perceive their choices as similar to others—their social projection tendency—explains the commonness fallacy. Two preregistered studies (N = 605) found that consumers with a higher social projection tendency overestimated the extent to which others would choose commonly consumed options if they themselves chose such options over less commonly consumed options. However, social projection cannot fully explain the commonness fallacy as participants with lower social projection tendencies also displayed the commonness fallacy in both studies. The findings delineate the commonness fallacy from consumers' well-documented tendency to view others' choices as similar to their own. | Keywords: | Commonness fallacy False consensus Heuristics Social projection |
Publisher: | John Wiley & Sons | Journal: | Psychology and marketing | ISSN: | 0742-6046 | DOI: | 10.1002/mar.21693 | Rights: | © 2022 The Authors. Psychology & Marketing published by Wiley Periodicals LLC. This is an open access article under the terms of the Creative Commons Attribution License (https://creativecommons.org/licenses/by/4.0/), which permits use, distribution and reproduction in any medium, provided the original work is properly cited. The following publication Basu, S., Zhu, J., & Savani, K. (2022). The role of social projection in consumers' commonness fallacy. Psychology & Marketing, 39(9), 1698-1705 is available at https://doi.org/10.1002/mar.21693 |
Appears in Collections: | Journal/Magazine Article |
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