The Effect of Mind-Sets on Consumer Decision Strategies

  • Xu A
  • Wyer R
  • 140


    Mendeley users who have this article in their library.
  • 55


    Citations of this article.


When consumers consider their preference for one of a set of products without having decided whether or not they want to buy something, they develop a “which- to-buy” mind-set that increases their likelihood of making a purchase both in the situation at hand and in subsequent unrelated situations. The effect of this mind- set is evident regardless of the commonality of the alternatives’ features and re- gardless of whether or not the purchase decision is revocable. The mind-set that is induced by stating preferences in one situation influences the thoughts that people generate in response to other unrelated situations they encounter subse- quently and consequently affects their actual purchase behavior in these situations.

Get free article suggestions today

Mendeley saves you time finding and organizing research

Sign up here
Already have an account ?Sign in

Find this document


  • Alison Jing Xu

  • Robert S. Wyer

Cite this document

Choose a citation style from the tabs below

Save time finding and organizing research with Mendeley

Sign up for free