The effects of need for cognition and trait anxiety on price acceptability

Rajneesh Suri, Kent B. Monroe

Research output: Contribution to journalArticlepeer-review

Abstract

This research explored the effects of two personality variables, the need for cognition and trait anxiety, on consumers' price acceptability. The study used 124 subjects to determine support for the predicted relationships between the two personality variables and price acceptability. The results showed that the low need for cognition individuals had significantly lower price acceptability than the high need for cognition individuals. On the other hand, price acceptability showed a U-shaped relationship with trait anxiety. Price acceptability for both high- and low-anxiety individuals was higher than that for individuals with moderate levels of anxiety.

Original languageEnglish (US)
Pages (from-to)21-42
Number of pages22
JournalPsychology and Marketing
Volume18
Issue number1
DOIs
StatePublished - Jan 1 2001

ASJC Scopus subject areas

  • Applied Psychology
  • Marketing

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