Quotation Li, Shaobo (Kevin), Kokkoris, Michail, Savani, Krishna. 2020. Does everyone have the potential to achieve their ideal body weight? Lay theories about body weight and support for price discrimination policies. Organizational Behavior and Human Decision Processes. 157 129-142.


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Abstract

Six studies identified a novel lay theory—whether people believe that nearly everyone (the universal belief) or only some people (the nonuniversal belief) can achieve their ideal body weight. The universal belief leads people to view price discrimination policies (e.g., health insurances overcharging overweight or underweight customers) as more fair (Studies 1–2). The underlying mechanism is that people with a more nonuniversal belief believe that individuals have limited control over their body weight, and thus attribute the responsibility for additional costs less to customers and more to organizations (Study 3). The universal belief predicts support for price discrimination only when price discrimination is based on body weight but not on other risk factors (e.g., drug usage; Study 4), and only when consumers’ weight would influence the company’s costs (Study 5). The findings identify a novel lay theory and document its implications for an emerging class of policies in the marketplace. Previous article in issue

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Publication's profile

Status of publication Published
Affiliation WU
Type of publication Journal article
Journal Organizational Behavior and Human Decision Processes
Citation Index SSCI
WU Journalrating 2009 A
WU-Journal-Rating new FIN-A, MAN-A, STRAT-A, WH-A
Language English
Title Does everyone have the potential to achieve their ideal body weight? Lay theories about body weight and support for price discrimination policies
Volume 157
Year 2020
Page from 129
Page to 142
Reviewed? Y
URL https://www.sciencedirect.com/science/article/pii/S0749597818305417?via%3Dihub
DOI http://dx.doi.org/10.1016/j.obhdp.2020.01.012
Open Access N

Associations

People
Kokkoris, Michail (Former researcher)
External
Li, Shaobo (Kevin) (Southern University of Science and Technology (SUSTech), China)
Savani, Krishna (Nanyang Technological University, Singapore)
Organization
Institute for Marketing and Consumer Research IN (Details)
Research areas (ÖSTAT Classification 'Statistik Austria')
5320 Marketing (Details)
5504 Experimental psychology (Details)
5511 Social psychology (Details)
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