Selective Sensitization: Consuming a Food Activates a Goal to Consume Its Complements

Eating a food reduces the desire to eat more of that food. General-process theories of motivation posit that eating a food also increases the motivation to eat other foods—an effect known as cross-stimulus sensitization. The authors propose that eating a food selectively sensitizes consumers to its complements rather than to all foods. Eating a food activates a goal to consume foods that consumers perceive to be well paired with the consumed food. In five experiments, imagined and actual consumption of a food sensitized participants to complementary foods but not to unrelated or semantically associated foods. These findings suggest that cross-stimulus sensitization is more specific and predictable than previously assumed. The authors identify goal activation as the process through which cross-stimulus sensitization occurs and can be instilled.

• 저널Journal of Marketing Research · 53(6) · 1034–1049
• 토픽Behavioral Health and Interventions · Applied Psychology
• DOI10.1509/jmr.12.0240
• 저자Young Eun Huh, Joachim Vosgerau, Carey K. Morewedge