Please use this identifier to cite or link to this item: https://doi.org/10.1086/599766
Title: When uncertainty brings pleasure: The role of prospect imageability and mental imagery
Authors: Lee, Y.H. 
Qiu, C.
Issue Date: 2009
Citation: Lee, Y.H., Qiu, C. (2009). When uncertainty brings pleasure: The role of prospect imageability and mental imagery. Journal of Consumer Research 36 (4) : 624-633. ScholarBank@NUS Repository. https://doi.org/10.1086/599766
Abstract: Consumers generally prefer certainty to uncertainty, which leads them to shun uncertain situations. This research demonstrates, however, that consumers facing uncertainty (rather than certainty) associated with a positive event (e.g., winning a lucky draw but not knowing the exact prize won) can experience greater, longerlasting positive feelings. The sustainability of this pleasurable uncertainty effect hinges on the (right) level of imagery elaboration that consumers generate about the various possible favorable prospects of the event (e.g., imagining the possible prizes from winning a lucky draw). Findings from two experiments support the proposed imageability-based framework. © 2009 by Journal of Consumer Research, Inc.
Source Title: Journal of Consumer Research
URI: http://scholarbank.nus.edu.sg/handle/10635/43809
ISSN: 00935301
DOI: 10.1086/599766
Appears in Collections:Staff Publications

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