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003			ZW-GwMSU
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008			250303b |||||||| |||| 00| 0 eng d
022			_a00935301
040			_aMSU _bEnglish _cMSU _erda
050	0	0	_aHF5415.3 JOU
100	1		_aMonga, Ashwani _eauthor
245	1	0	_aYears, months, and days versus 1, 12, and 365 : the influence of units versus numbers / _ccreated by Ashwani Monga and Rajesh Bagchi
264	1		_aOxford : _bOxford University Press, _c2013.
336			_2rdacontent _atext _btxt
337			_2rdamedia _aunmediated _bn
338			_2rdacarrier _avolume _bnc
440			_aJournal of consumer research _vVolume 40, number ,
520	3		_aQuantitative changes may be conveyed to consumers using small units (e.g., change in delivery time from 7 to 21 days) or large units (1–3 weeks). Numerosity research suggests that changes are magnified by small (vs. large) units because a change from 7 to 21 (vs. 1–3) seems larger. We introduce a reverse effect that we term unitosity: changes are magnified by large (vs. small) units because a change of weeks (vs. days) seems larger. We show that numerosity reverses to unitosity when relative salience shifts from numbers to units (study 1). Then, arguing that numbers (units) represent a low-level (high-level) construal of quantities, we show this reversal when mind-set shifts from concrete to abstract (studies 2–4). These results emerge for several quantities—height of buildings, time of maturity of financial instruments, weight of nutrients, and length of tables—and have significant implications for theory and practice.
650			_aConsumer behaviour _vMathematics _xPricing strategy
700	1		_aBagchi, Rajesh _eco author
856			_uhttps://doi.org/10.1086/662039
942			_2lcc _cJA
999			_c169080 _d169080