CoChat
Sign Up
Cited by 651Behavioral Health and InterventionsConsumer Behavior in Brand Consumption and IdentificationCognitive and psychological constructs research

Identity‐based motivation: Implications for action‐readiness, procedural‐readiness, and consumer behavior

Open access
Oyserman, Daphna·2009·Journal of Consumer Psychology
DOI 10.1016/j.jcps.2009.05.008
Open this paper in CoChat — free accountOpen PDF

Abstract

Choices are often identity‐based but the linkage to identity is not necessarily explicit or obvious for a number of reasons. First, identities feel stable but are highly sensitive to situational cues. Second, identities include not only content but also readiness to act and to use procedures congruent with the identity. Third, identities can be subtly cued without conscious awareness. Fourth, what an accessible identity means is dynamically constructed in the particular context in which it is cued. Because identities carry action‐ and procedural‐readiness, the outcome of an identity‐based motivation process may be similar to or different from the choices an individual would have made in another setting. Moreover, once an identity is formed, action and procedural‐readiness can be cued without conscious awareness or systematic processing, resulting in beneficial or iatrogenic outcomes.

The claims and statistics of this paper haven’t been checked yet.

Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.

A few free checks a day · papers already verified open instantly · results are public

Integrity signals

Registry

Crossref · 10.1016/j.jcps.2009.05.008

Cites

9 of 9 references verified0 citation errors · 0 not checkable

Statistics

Claims the paper makes

The claims and statistics of this paper haven’t been checked yet.

Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.

A few free checks a day · papers already verified open instantly · results are public

Claims other papers make about this one

Each is checked against this paper’s own text: does it say what the citing paper says it does?

Self-check

Percentages, sums and reported differences re-computed from the paper’s own numbers.

The self-check needs the paper’s full text.

Cites

Flagged first, then by citations

Research works printed but not linked: 55

  1. Aaker, D. (1991). Managing brand equity. New York: Free Press.
  2. Aaker, J. (1999). The malleable self: The role of self-expression in persuasion. Journal of Marketing Research, 36, 45-57.
  3. Aaker, J. (1997). Dimensions of brand personality. Journal of Marketing Research, 34, 347-356.
  4. Ahluwalia, J., Harris, K., Catley, D., Okuyemi, K., & Mayo, M. (2002). Sustained-release bupropion for smoking cessation in African Americans: A randomized controlled trial. Journal of the American Medical Association, 288, 468-474.
  5. Akers, F. (1968). Negro and white automobile-buying behavior: new evidence. Journal of Marketing Research, 5, 283-289.
  6. Bergen, A., & Caporaso, N. (1999). Cigarette smoking. Journal of the National Cancer Institute, 91, 1365-1375.
  7. Berger, J., & Health, C. (2007). Where consumers diverge from others: Identity signaling and product domains. Journal of Consumer Research, 34, 121-134.
  8. Berger, J., & Rand, L. (2008). Shifting signals to help health: Using identity signaling to reduce risky health behaviors. Journal of Consumer Research, 35, 509-518.
  9. Brewer, M. B. (1991). The social self: On being the same and different at the same time. Personality and Social Psychology Bulletin, 17, 475-482.
  10. Choudhry, U. K. (1992). Health promotion among immigrant women from India living in Canada. Journal of Nursing Scholarship, 30, 269-, 274.
  11. Cooper, L., Hill, M., & Powe, N. (2002). Designing and evaluating interven- tions to eliminate racial and ethnic disparities in health care. Journal of General Internal Medicine, 17, 477-486.
  12. Cross, S., & Madson, L. (1997). Models of the self: Self-construals and gender. Psychological Bulletin, 122(1), 5-37.
  13. Csordas, T (Ed.). (1994). Embodiment and experience: The existential ground of culture and self Cambridge: University Press.
  14. Deshpande, R., & Stayman, D. (1994). A tale of two cities: Distinctiveness theory and advertising effectiveness. Journal of Marketing Research, 31, 57-64.
  15. Forehand, M., & Deshpande, R. (2001). What we see makes us who we are: priming ethnic self-awareness and advertising response. Journal of Marketing Research, 38, 336-348.
  16. In A. W. Kruglanski, & T. E. Higgins (Eds.), Social psychology: Handbook of basic principles (pp. 490-515). New York: Guilford Press.
  17. Fiske, A. P., Kitayama, S., Markus, H. R., & Nisbett, R. E. (1998). The cultural matrix of social psychology. In D. Gilbert, S. Fiske, & G. Lindzey (Eds.), , 3rd ed Handbook of social psychology, Vol. 2. (pp. 915-981)New York: Random House.
  18. Fiske, S. (1992). Thinking is for doing: portraits of social cognition from daguerreotype to laserphoto. Journal of Personality and Social Psychology, 63, 877-889.
  19. Fox, R., Krugman, D. M., Fletcher, J. E., & Fischer, P. M. (1998). Adolescents' attention to beer and cigarette print ads and associated product warnings. Journal of Advertising, 27, 57-68.
  20. Gibbons, F. X., & Gerrard, M. (1995). Predicting young adults' health risk behavior. Journal of Personality and Social Psychology, 69, 505-517.
  21. Gibbons, F. X., Gerrard, M., Blanton, H., & Russell, D. (1998). Reasoned action and social reaction: Intention and willingness as independent predictors of health risk. Journal of Personality and Social Psychology, 74, 1164-1180.
  22. Higgins, E. T. (2007). Value. In A. W. Kruglanski, & E. T. Higgins (Eds.), Social psychology handbook of basic principles (pp. 454-472)., 2nd Ed New York: Guilford.
  23. Higgins, E. T., & Scholer, A. A. (2009). Engaging the consumer: The science and art of the value creation process.Journal of Consumer Psychology, 19 xx-xx.
  24. Hogg, M., Terry, D., & White, K. (1995). A tale of two theories: A critical comparison of identity theory with social identity theory. Social Psychology Quarterly, 58, 255-269.
  25. Howard, J. (2000). Social psychology of identities. Annual Review of Sociology, 26, 367-393.
  26. Kleine, R., Kleine, S., & Kernan, J. (1993). Mundane consumption and the self: A social identity perspective. Journal of Consumer Psychology, 2, 209-235.
  27. Markus, H., & Oyserman, D. (1989). Gender and thought: The role of the self- concept. In M. Crawford, & M. Gentry (Eds.), Gender and thought: Psychological perspectives (pp. 100-127). New York, NY: SpringerVerlag New York, Inc.
  28. McGuire, W., McGuire, C., Child, P., & Fujiota, T. (1978). Salience of ethnicity in the spontaneous self-concept as a function of one's ethnic distinctiveness in the social environment. Journal of Personality and Social Psychology, 36, 20-511.
  29. Nisbett, R. (2003). The geography of thought: How Asians and Westerners think differently ... and why. New York, NY: Free Press.
  30. Oyserman, D. (1993). The lens of personhood: Viewing the self, others, and conflict in a multicultural society. Journal of Personality and Social Psychology, 65, 993-1009.
  31. Oyserman, D. (2001). Self-concept and identity. In A. Tesser, & N. Schwarz (Eds.), Blackwell handbook of social psychology (pp. 499-517). Malden, MA: Blackwell Press.
  32. Oyserman, D. (2007). Social identity and self-regulation. In A. Kruglanski, & T. Higgins (Eds.), Handbook of social psychology (pp. 432-453)., 2nd Ed NY: Guilford Press.
  33. Oyserman, D. (2008). Racial-ethnic self-schemas: Multi-dimensional identity- based motivation. Journal of Research on Personality, 42, 1186-1198.
  34. Oyserman, D., Coon, H., & Kemmelmeier, M. (2002). Rethinking individualism and collectivism: Evaluation of theoretical assumptions and meta-analyses. Psychological Bulletin, 128, 3-73.
  35. Oyserman, D., Fryberg, S., & Yoder, N. (2007). Identity-based motivation and health. Journal of Personality and Social Psychology, 93, 1011-1027.
  36. Oyserman, D., Gant, L., & Ager, J. (1995). A socially contextualized model of African American identity: Possible selves and school persistence. Journal of Personality and Social Psychology, 69, 1216-1232.
  37. Oyserman, D., & James, L. (2008). Possible selves: From content to process. In K. Markman, W. M. P. Klein, & J. A. Suhr (Eds.), The handbook of imagination and mental stimulation (pp. 373-394). NY: Psychology Press.
  38. Oyserman, D., Kemmelmeier, M., Fryberg, S., Brosh, H., & Hart-Johnson, T. (2003). Racial-ethnic self-schemas. Social Psychology Quarterly, 66, 333-347.
  39. Oyserman, D., & Lee, S. S. W. (2007). Priming 'culture': Culture as situated cognition. In S. Kitayama, & D. Cohen (Eds.), Handbook of cultural psychology (pp. 255-279). NY: Guilford Press.
  40. Oyserman, D., & Lee, S. W. S. (2008). Does culture influence what and how we think? Effects of priming individualism and collectivism. Psychological Bulletin, 134, 311-342.
  41. Oyserman, D., & Sorensen, N. (2009). Understanding cultural syndrome effects on what and how we think: A situated cognition model. In R. Wyer, Y.-y. Hong, & C.-y Chiu (Eds.), Understanding culture: Theory, research and application (pp. 25-52). NY: Psychology Press.
  42. Oyserman, D., Sorensen, N., Reber, R., Chen, S.X., & Sannum, P. (in press). Connecting and separating: A situated cognition model to understand effects of priming individualism and collectivism. Journal of Personality and Social Psychology. doi:10.1037/a0015850 · DOI
  43. Royce, J., Hymowitz, N., Corbett, K., Hartwel1, T., & Orlandi, M. (1993). Smoking cessation factors among African Americans and Whites. Journal of Public Health, 83, 220-226.
  44. Schwarz, N. (2009). Mental construal in social judgment. In F. Strack, & J. Förster (Eds.), Social cognition: The basis of human interaction (pp. 121-138). New York: Psychology Press.
  45. Schwarz, N. (in press) Meaning in context: Metacognitive experiences. In L. F. Barrett, B. Mesquita, and E. Smith (eds.), The mind in context. New York: Guilford.
  46. Shavitt, S. (1990). The role of attitude objects in attitude functions. Journal of Experimental Social Psychology, 26, 124-148.
  47. Shavit, S., & Nelson, M. (1999). The social identity function in person perception: Communicated meanings of product preferences. In G. Maio, & J. Olson (Eds.), Why we evaluate: Function of attitudes (pp. 37-57).
  48. Sirgy, J. (1982). Self-concept in consumer behavior: A critical review. Journal of Consumer Research, 9, 287-300.
  49. Trafimow, D., Triandis, H., & Goto, S. (1991). Some tests of the distinction between the private self and the collective self. Journal of Personality and Social Psychology, 60, 649-655.
  50. Triandis, H. (1995). Individualism and collectivism. Boulder, CO: Westview Press.
  51. Werch, C. E., Moore, M. J., DiClemente, C. C., Owen, D. M., Jobli, E., & Bledsoe, R. (2003). A sport-based intervention for preventing alcohol use and promoting physical activity among adolescents. Journal of School Health, 73, 380-388.
  52. Werch, C. E., Moore, M. E., Bian, H., DiClemente, C. C., Ames, S., Weiler, M., Thombs, D., Pokorny, S. B., & Huang, I.-C. (2008). Efficacy of a brief image-based multiple-behavior intervention for college students. Annals of Behavioral Medicine, 36, 149-157.
  53. Wheeler, S. C., & Petty, R. E. (2001). The effects of stereotype activation on behavior: A review of possible mechanisms. Psychological Bulletin, 127, 797-826.
  54. Woike, B. A. (1994). The use of differentiation and integration processes: Empirical studies of "separate" and "connected" ways of thinking. Journal of Personality and Social Psychology, 67, 142-150.
  55. Woodzicka, J. A., & LaFrance, M. (2002). Real vs. imagined sexual harassment. Journal of Social Issues, 57, 15-30.

Cited by

Sorted by citations

Authors
Oyserman, D.
Affiliations
University of Michigan (US)
Corresponding author
Oyserman, Daphna
ORCID
Oyserman, Daphna
Venue
Journal of Consumer Psychology
Publisher
Wiley
Published
2009-06-25
Volume
19
Issue
3
Pages
250-260
ISSN
  • 1057-7408 (ISSN-L)
  • 1532-7663
DOI
10.1016/j.jcps.2009.05.008
OpenAlex
W2123151112
Cited by
651
References
9
Citations by year
2026: 84 · 2025: 55 · 2024: 52 · 2023: 33 · 2022: 54 · 2021: 36 · 2020: 55 · 2019: 43 · 2018: 34 · 2017: 45 · 2016: 34 · 2015: 37 · 2014: 22 · 2013: 13 · 2012: 13
FWCI
21.58
Type
journal article
Language
en
Open access
Licence
onlinelibrary.wiley.com/termsAndConditions#vor (vor)
Locations
  • Journal of Consumer Psychology (publishedVersion)
  • Deep Blue (University of Michigan) (submittedVersion)
Topics
  • Social Sciences › Psychology › Applied Psychology › Behavioral Health and Interventions
  • Social Sciences › Business, Management and Accounting › Marketing › Consumer Behavior in Brand Consumption and Identification
  • Social Sciences › Psychology › Social Psychology › Cognitive and psychological constructs research
Keywords
identity-based motivation, identity cues, action readiness, consumer behavior, situational cues, identity construction

About these checks

Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.

Statistics and arithmetic are recomputed, not judged.

Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.

What counts as a claim ›How we measure confidence ›How we check this ›

Are you an author, or do you see a problem with this page? Request a review