Consumers Believe That Products Work Better for Others... including that medical products, social distancing against COVID-19, and SARS-CoV-2 vaccines

Consumers Believe That Products Work Better for Others. Evan Polman, Ignazio Ziano, Kaiyang Wu, Anneleen Van Kerckhove. Journal of Consumer Research, ucab048, August 18 2021. https://doi.org/10.1093/jcr/ucab048

Abstract: Consumers tend to see themselves in a positive light, yet we present evidence that they are pessimistic about whether they will receive a product’s benefits. In 15 studies (N = 6,547; including nine pre-registered), we found that consumers believe that product efficacy is higher for others than it is for themselves. For example, consumers believe that consuming an adult coloring book (to inspire creativity), a sports drink (to satisfy thirst), medicine (to relieve pain), or an online class (to learn something new) will have a greater effect on others than on themselves. We show that this bias holds across many kinds of products and judgment-targets, and inversely correlates with factors such as product familiarity, product usefulness, and relationship closeness with judgment-targets. Moreover, we find this bias stems from consumers’ beliefs they are more unique and less malleable than others, and that it alters the choices people make for others. We conclude by discussing implications for research on gift-giving, advice-giving, usership, and interpersonal social, health, and financial choices.

Keywords: perceived product efficacy, self-other differences, stimulus sampling, linear mixed effects modeling, perceived uniqueness, perceived malleability