We examine the differential effects of anticipating shame vs. guilt on choice likelihood of a hedonic product. The results demonstrate that when offered a hedonic snack (chocolate cake) consumers who anticipate shame are significantly less likely to choose to consume it compared to those who anticipate guilt. Anticipating guilt also has a more circumscribed effect, impacting choice like-lihood only for those consumers who are not attitudinally inclined toward the hedonic product. The results also show that anticipating guilt versus shame has different effects on anticipated happiness after lapses in self-control.
|Original language||English (US)|
|Number of pages||5|
|Journal||Advances in Consumer Research|
|State||Published - Dec 1 2007|
ASJC Scopus subject areas
- Applied Psychology
- Economics and Econometrics