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Phone and Self: How Smartphones Influence Self-Expressive Choice

SSRN, ISSN: 1556-5068
2022
  • 0
    Citations
  • 1,656
    Usage
  • 0
    Captures
  • 0
    Mentions
  • 0
    Social Media
Metric Options:   Counts1 Year3 Year

Metrics Details

  • Usage
    1,656
    • Abstract Views
      1,278
    • Downloads
      378
  • Ratings
    • Download Rank
      161,400

Article Description

One of the most dramatic shifts in recent years has been consumers’ increased use of smartphones for making purchases and choices, but does using a smartphone influence what consumers choose? This paper shows that, compared with using a personal computer (PC), making choices using a personal smartphone leads consumers to prefer more unique options. The authors theorize that because smartphones are considerably more personal and private than PCs, using them activates intimate self-knowledge and increases private self-focus, shifting attention toward individuating personal preferences, feelings, and inner states. Consequently, making choices using a personal smartphone, compared with a PC, tends to increase the preference for unique and self-expressive options. Six experiments and several replications examine the effects of personal smartphone use on the preference for unique options and test the underlying role of private self-focus. The findings have important implications for theories of self-focus, uniqueness seeking, and technology’s impact on consumers, as well as tangible implications for many online vendors, brands, and researchers who use mobile devices to interact with their respective audiences.

Bibliographic Details

Camilla E. Song; Aner Sela

Elsevier BV

Multidisciplinary; Smartphones; online shopping; mobile marketing; uniqueness seeking; self-expression; customization; self-focus

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