Catching (Up with) Magical Contagion: A Review of Contagion Effects in Consumer Contexts

Julie Y. Huang, Joshua M. Ackerman and George E. Newman

Journal of the Association for Consumer Research, 2017, vol. 2, issue 4, 430 - 443

Abstract: Over 20 years have passed since magical contagion was first introduced to psychology; we discuss how psychological and consumer behavior findings since then have deepened our understanding of this phenomenon. Recent research has shed light on the psychological mechanisms that underlie consumers’ contamination concerns (e.g., the behavioral immune system, disgust), confirming that people’s germ-related intuitions affect a wide variety of consumer judgments in areas that are only indirectly linked to disease-related threats (used products, [un]]familiar products, products contacting each other). Moreover, recent findings have also documented the ways that nonphysical essences might transfer from people to objects (celebrity products; positive consumer contagion). This recent body of work extends contagion research by demonstrating that physical contact is not a prerequisite for essence transfer and that the types of essences that are contagious are broader than originally conceived. We close by discussing future research into how magical contagion affects consumer and firm decision making.

Date: 2017
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Citations: View citations in EconPapers (9)

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