The Compensatory Consumer Behavior Model: How self‐discrepancies drive consumer behavior

Mandel, Naomi; Rucker, Derek D.; Levav, Jonathan; Galinsky, Adam D.

doi:10.1016/j.jcps.2016.05.003

Cited by 564Consumer Behavior in Brand Consumption and IdentificationConsumer Retail Behavior StudiesConsumer Perception and Purchasing Behavior

The Compensatory Consumer Behavior Model: How self‐discrepancies drive consumer behavior

Mandel, Naomi, Rucker, Derek D., Levav, Jonathan, Galinsky, Adam D.·2017·Journal of Consumer Psychology

DOI 10.1016/j.jcps.2016.05.003

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Abstract

Consumer goods and services have psychological value that can equal or exceed their functional value. A burgeoning literature demonstrates that one source of value emerges from the capacity for products to serve as a psychological salve that reduces various forms of distress across numerous domains. This review systematically organizes and integrates the literature on the use of consumer behavior as a means to regulate self‐discrepancies, or the incongruities between how one currently perceives oneself and how one desires to view oneself (Higgins, 1987). We introduce a Compensatory Consumer Behavior Model to explain the psychological consequences of self‐discrepancies on consumer behavior. This model delineates five distinct strategies by which consumers cope with self‐discrepancies: direct resolution , symbolic self‐completion , dissociation , escapism , and fluid compensation . Finally, the authors raise critical questions to guide future research endeavors. Overall, the present review provides both a primer on compensatory consumer behavior and sets an agenda for future research.

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Feeling less powerful due to the reminders of mortality can also lead consumers to report a higher need for status and greater willingness to pay for high‐status products, in order to restore feelings of power and reinforce their sense of value in society.
“Likewise, feeling less powerful due to the reminders of mortality can also lead consumers to report a higher need for status and greater willingness to pay for high‐status products, in order to restore feelings of power (Rucker & Galinsky, 2008, 2009) and reinforce their sense of value in society (Mandel et al., 2017) (H4e).”
From “The greedy I that gives”—The paradox of egocentrism and altruism: Terror management and system justification perspectives on the interrelationship between mortality salience and charitable donations amid the <scp>COVID</scp>‐19 pandemic (2022) · cites this paper as Mandel et al., 2017
Donation behaviors can be seen as a coping strategy to restore individuals' lost sense of power in response to heightened mortality salience during the COVID‐19 pandemic.
“Donation behaviors can be seen as a coping strategy to restore individuals' lost sense of power (Mandel et al., 2017), in response to the heightened mortality salience during the COVID‐19 pandemic.”
From “The greedy I that gives”—The paradox of egocentrism and altruism: Terror management and system justification perspectives on the interrelationship between mortality salience and charitable donations amid the <scp>COVID</scp>‐19 pandemic (2022) · cites this paper as Mandel et al., 2017
Consumers often engage in purchasing behaviors to alleviate death-related anxiety, seeking psychological safety and a sense of belonging.
“Consumers often engage in purchasing behaviors to alleviate this death-related anxiety, seeking psychological safety and a sense of belonging.”
From Anthropomorphic Design in Mortality Salience Situations: Exploring Emotional and Non-Emotional Mechanisms Enhancing Consumer Purchase Intentions (2024) · cites this paper as [6]
Purchasing to alleviate death-related anxiety acts as an emotional regulation strategy and a crucial mechanism to counteract death-related anxieties.
“This not only acts as an emotional regulation strategy but also as a crucial mechanism to counteract death-related anxieties [6].”
From Anthropomorphic Design in Mortality Salience Situations: Exploring Emotional and Non-Emotional Mechanisms Enhancing Consumer Purchase Intentions (2024) · cites this paper as [6]

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Perils of Compensatory Consumption: Within-Domain Compensation Undermines Subsequent Self-Regulation
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Distinct threats, common remedies: How consumers cope with psychological threat
Han, D. H., Duhachek, A., & Rucker, D. D. (2015) · Journal of Consumer Psychology · doi:10.1016/j.jcps.2015.02.001 · Cited by 72 · see citing works
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Symbolic self‐completion in academia: evidence from department web pages and email signature files
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Hoegg, J., Scott, M. L., Morales, A. C., & Dahl, D. W. (2013) · Journal of Consumer Psychology · doi:10.1016/j.jcps.2013.07.003 · Cited by 50 · see citing works
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Sociology of consumption
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Not So Fluid and Not So Meaningful: Toward an Appreciation of Content-Specific Compensation
Galinsky, A. D., Whitson, J., Huang, L. Y., & Rucker, D. D. (2012) · Psychological Inquiry · doi:10.1080/1047840x.2012.730978 · Cited by 13 · see citing works
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Look on the Bright Side: Self-Expressive Consumption and Consumer Self-Worth
Dalton, A. N. (2008) · Rare & Special e-Zone (The Hong Kong University of Science and Technology) · Cited by 10 · see citing works
Compensatory Consumption As Self- and Social-Signaling
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Asymmetrical Social Mach Bands
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When Your World Must Be Defended: Consuming to Justify the System
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Putting on a Show or Showing My True Self? When and Why Consumers Signal Accurate versus Enhanced Self-View Information
Brannon, D. C. (2016) · Cited by 2 · see citing works

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How artificial intelligence will change the future of marketing
Davenport, T., Guha, A., Grewal, D., & Bressgott, T. (2020) · Journal of the Academy of Marketing Science · doi:10.1007/s11747-019-00696-0 · Cited by 2,875 · see citing works
Service robots rising: How humanoid robots influence service experiences and elicit compensatory consumer responses
Mende, M., Scott, M. L., van Doorn, J., Grewal, D., & Shanks, I. (2019) · Journal of Marketing Research · doi:10.1177/0022243718822827 · Cited by 1,197 · see citing works
Social Media Envy: How Experience Sharing on Social Networking Sites Drives Millennials’ Aspirational Tourism Consumption
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A Self‐Regulatory Model of Resource Scarcity
Cannon, C., Goldsmith, K., & Roux, C. (2019) · Journal of Consumer Psychology · doi:10.1002/jcpy.1035 · Cited by 280 · see citing works
The effect of social exclusion on consumer preference for anthropomorphized brands
Chen, R. P., Wan, E. W., & Levy, E. P. (2016) · Journal of Consumer Psychology · doi:10.1016/j.jcps.2016.05.004 · Cited by 249 · see citing works
AI anthropomorphism and its effect on users' self-congruence and self–AI integration: A theoretical framework and research agenda
Alabed, A., Javornik, A., & Gregory-Smith, D. (2022) · Technological Forecasting and Social Change · doi:10.1016/j.techfore.2022.121786 · Cited by 233 · see citing works
Materialism pathways: The processes that create and perpetuate materialism
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Control Deprivation Motivates Acquisition of Utilitarian Products
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Mobile Apps Use and WOM in the Food Delivery Sector: The Role of Planned Behavior, Perceived Security and Customer Lifestyle Compatibility
Belanche, D., Flavián, M., & Pérez-Rueda, A. (2020) · Sustainability · doi:10.3390/su12104275 · Cited by 187 · see citing works
Augmented self - The effects of virtual face augmentation on consumers' self-concept
Javornik, A., Marder, B. L., Pizzetti, M., & Warlop, L. (2021) · Journal of Business Research · doi:10.1016/j.jbusres.2021.03.026 · Cited by 157 · see citing works
Compensatory Travel Post COVID-19: Cognitive and Emotional Effects of Risk Perception
Kim, E. E. K., Seo, K., & Choi, Y. (2021) · Journal of Travel Research · doi:10.1177/00472875211048930 · Cited by 156 · see citing works
Feeling Economically Stuck: The Effect of Perceived Economic Mobility and Socioeconomic Status on Variety Seeking
Yoon, S., & Kim, H. C. (2017) · Journal of Consumer Research · doi:10.1093/jcr/ucx091 · Cited by 158 · see citing works
Proximal and distal post-COVID travel behavior
Miao, L., Im, J., Fu, X., Kim, H., & Zhang, Y. E. (2021) · Annals of Tourism Research · doi:10.1016/j.annals.2021.103159 · Cited by 149 · see citing works
The Impostor Syndrome from Luxury Consumption
Goor, D., Ordabayeva, N., Keinan, A., & Crener, S. (2019) · Journal of Consumer Research · doi:10.1093/jcr/ucz044 · Cited by 134 · see citing works
The Agentic–Communal Model of Advantage and Disadvantage: How Inequality Produces Similarities in the Psychology of Power, Social Class, Gender, and Race
Rucker, D. D., Galinsky, A. D., & Magee, J. C. (2018) · Advances in experimental social psychology · doi:10.1016/bs.aesp.2018.04.001 · Cited by 124 · see citing works
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The 3 C's of anthropomorphism: Connection, comprehension, and competition
Yang, L. W., Aggarwal, P., & McGill, A. L. (2019) · Consumer Psychology Review · doi:10.1002/arcp.1054 · Cited by 120 · see citing works
I Am, Therefore I Buy: Low Self-Esteem and the Pursuit of Self-Verifying Consumption
Stuppy, A., Mead, N. L., & van Osselaer, S. M. J. (2019) · Journal of Consumer Research · doi:10.1093/jcr/ucz029 · Cited by 124 · see citing works
Revenge buying after the lockdown: Based on the SOR framework and TPB model
Liu, Y., Cai, L., Ma, F., & Wang, X. (2023) · Journal of Retailing and Consumer Services · doi:10.1016/j.jretconser.2023.103263 · Cited by 118 · see citing works
Compensatory consumption and consumer compromises: a state-of-the-art review
Koles, B., Wells, V. K., & Tadajewski, M. (2017) · Journal of Marketing Management · doi:10.1080/0267257x.2017.1373693 · Cited by 89 · see citing works
The duality of innovation and food development versus purely traditional foods
Guiné, R. P. F., Florença, S. G., Barroca, M. J., & Anjos, O. (2021) · Trends in Food Science & Technology · doi:10.1016/j.tifs.2021.01.010 · Cited by 103 · see citing works
Coping with loneliness through consumption
Shrum, L. J., Fumagalli, E., & Lowrey, T. M. (2022) · Journal of Consumer Psychology · doi:10.1002/jcpy.1329 · Cited by 94 · see citing works
The Bad Can Be Good: When Benign and Malicious Envy Motivate Goal Pursuit
Salerno, A. G., Laran, J., & Janiszewski, C. A. (2018) · Journal of Consumer Research · doi:10.1093/jcr/ucy077 · Cited by 91 · see citing works
Demystifying the link between emotional loneliness and brand loyalty: Mediating roles of nostalgia, materialism, and self‐brand connections
Loh, H. S., Gaur, S. S., & Sharma, P. (2021) · Psychology and Marketing · doi:10.1002/mar.21452 · Cited by 88 · see citing works
Impact of Culture on the Pursuit of Beauty: Evidence from Five Countries
Madan, S., Basu, S., Ng, S., & Lim, E. A. C. (2018) · Journal of International Marketing · doi:10.1177/1069031x18805493 · Cited by 81 · see citing works
Social media influencer (SMI) as a human brand – a need fulfillment perspective
Malik, A. Z., Thapa, S., & Paswan, A. K. (2022) · Journal of Product & Brand Management · doi:10.1108/jpbm-07-2021-3546 · Cited by 88 · see citing works
Frontiers: Polarized America: From Political Polarization to Preference Polarization
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Company Worth Keeping: Personal Control and Preferences for Brand Leaders
Beck, J. T., Rahinel, R., & Bleier, A. (2019) · Journal of Consumer Research · doi:10.1093/jcr/ucz040 · Cited by 78 · see citing works
From Browsing to Buying and Beyond: The Needs-Adaptive Shopper Journey Model
Lee, L., Inman, J. J., Argo, J., Böttger, T. M., Dholakia, U. M., Gilbride, T. J., van Ittersum, K., Kahn, B. E., Kalra, A., Lehmann, D. R., et al. (2017) · Journal of the Association for Consumer Research · doi:10.1086/698414 · Cited by 80 · see citing works
Psychological causes, correlates, and consequences of materialism
Shrum, L. J., Chaplin, L. N., & Lowrey, T. M. (2021) · Consumer Psychology Review · doi:10.1002/arcp.1077 · Cited by 72 · see citing works
The spillover effect of incidental social comparison on materialistic pursuits
Zheng, X., Baskin, E., & Peng, S. (2018) · European Journal of Marketing · doi:10.1108/ejm-04-2016-0208 · Cited by 70 · see citing works
Social media “stars” vs “the ordinary” me: influencer marketing and the role of self-discrepancies, perceived homophily, authenticity, self-acceptance and mindfulness
Shehzala, S., Jaiswal, A., Vemireddy, V., & Angeli, F. (2024) · European Journal of Marketing · doi:10.1108/ejm-02-2023-0141 · Cited by 53 · see citing works
Vacation Posts on Facebook: A Model for Incidental Vicarious Travel Consumption
Marder, B. L., Archer‐Brown, C., Colliander, J., & Lambert, A. (2018) · Journal of Travel Research · doi:10.1177/0047287518786465 · Cited by 69 · see citing works
The pauper wears prada? How debt stress promotes luxury consumption
Wang, W., Ma, T., Li, J., & Zhang, M. (2020) · Journal of Retailing and Consumer Services · doi:10.1016/j.jretconser.2020.102144 · Cited by 64 · see citing works
Consumer vulnerability dynamics and marketing: Conceptual foundations and future research opportunities
Mende, M., Bradford, T. W., Roggeveen, A. L., Scott, M. L., & Zavala, M. (2024) · Journal of the Academy of Marketing Science · doi:10.1007/s11747-024-01039-4 · Cited by 64 · see citing works
Different roles of two kinds of digital coexistence: The impact of social presence on consumers' purchase intention in the live streaming shopping context
Li, N., Xuan, C., & Chen, R. (2024) · Journal of Retailing and Consumer Services · doi:10.1016/j.jretconser.2024.103890 · Cited by 62 · see citing works
AI ‐induced dehumanization
Kim, H., & McGill, A. L. (2024) · Journal of Consumer Psychology · doi:10.1002/jcpy.1441 · Cited by 62 · see citing works
If You Travel, I Travel: Testing a Model of When and How Travel-Related Content Exposure on Facebook Triggers the Intention to Visit a Tourist Destination
Latif, K., Malik, M. Y., Pitafi, A. H., Kanwal, S., & Latif, Z. (2020) · SAGE Open · doi:10.1177/2158244020925511 · Cited by 63 · see citing works
Fill Up Your Senses: A Theory of Self-Worth Restoration through High-Intensity Sensory Consumption
Batra, R., & Ghoshal, T. (2017) · Journal of Consumer Research · doi:10.1093/jcr/ucx074 · Cited by 63 · see citing works
Transforming Consumer Behavior: Introducing Self-Inquiry-Based and Self-Experience-Based Learning for Building Personal Competencies for Sustainable Consumption
Frank, P., & Stanszus, L. (2019) · Sustainability · doi:10.3390/su11092550 · Cited by 65 · see citing works
Social exclusion and consumer responses: A comprehensive review and theoretical framework
Rawat, G., Dewani, P. P., & Kulashri, A. (2022) · International Journal of Consumer Studies · doi:10.1111/ijcs.12832 · Cited by 64 · see citing works
Multiple effects of “distance” on domestic tourism demand: A comparison before and after the emergence of COVID-19
Lin, V. S., Qin, Y. J., Li, G., & Jiang, F. (2022) · Annals of Tourism Research · doi:10.1016/j.annals.2022.103440 · Cited by 60 · see citing works
Too Constrained to Converse: The Effect of Financial Constraints on Word of Mouth
Paley, A., Tully, S. M., & Sharma, E. (2018) · Journal of Consumer Research · doi:10.1093/jcr/ucy040 · Cited by 64 · see citing works
The Uncertain Self: How Self-Concept Structure Affects Subscription Choice
Savary, J., & Dhar, R. (2019) · Journal of Consumer Research · doi:10.1093/jcr/ucz022 · Cited by 60 · see citing works
Consumer escapism: Scale development, validation, and physiological associations
Orazi, D. C., Mah, K. Y., Derksen, T., & Murray, K. B. (2023) · Journal of Business Research · doi:10.1016/j.jbusres.2023.113805 · Cited by 65 · see citing works
If-then plans help regulate automatic peer influence on impulse buying
Thürmer, J. L., Bieleke, M., Wieber, F., & Gollwitzer, P. M. (2020) · European Journal of Marketing · doi:10.1108/ejm-05-2018-0341 · Cited by 65 · see citing works
Social class, social self-esteem, and conspicuous consumption
Oh, G. (2021) · Heliyon · doi:10.1016/j.heliyon.2021.e06318 · Cited by 48 · see citing works
Too close for comfort? The impact of salesperson‐customer proximity on consumers' purchase behavior
Otterbring, T., Wu, F., & Kristensson, P. (2021) · Psychology and Marketing · doi:10.1002/mar.21519 · Cited by 55 · see citing works
Unobserved altruism: How self-signaling motivations and social benefits shape willingness to donate.
Savary, J., & Goldsmith, K. (2020) · Journal of Experimental Psychology Applied · doi:10.1037/xap0000261 · Cited by 56 · see citing works
How Life-Role Transitions Shape Consumer Responses to Brand Extensions
Su, L., Monga, A. B., & Jiang, Y. (2021) · Journal of Marketing Research · doi:10.1177/0022243720986546 · Cited by 54 · see citing works
Status Pivoting
Goor, D., Keinan, A., & Ordabayeva, N. (2020) · Journal of Consumer Research · doi:10.1093/jcr/ucaa057 · Cited by 53 · see citing works
Undermining the Restorative Potential of Compensatory Consumption: A Product’s Explicit Identity Connection Impedes Self-Repair
Rustagi, N., & Shrum, L. J. (2018) · Journal of Consumer Research · doi:10.1093/jcr/ucy064 · Cited by 52 · see citing works
The marketing of love: how attachment styles affect romantic consumption journeys
Mende, M., Scott, M. L., Garvey, A. M., & Bolton, L. E. (2018) · Journal of the Academy of Marketing Science · doi:10.1007/s11747-018-0610-9 · Cited by 48 · see citing works
Maintaining the order: How social crowding promotes minimalistic consumption practice
Gong, S., Suo, D., & Peverelli, P. J. (2023) · Journal of Business Research · doi:10.1016/j.jbusres.2023.113768 · Cited by 51 · see citing works
The influence mechanism of environmental anxiety on pro‐environmental behaviour: The role of self‐discrepancy
Gao, J. W., Jing, Z., Wang, J., & Wang, J. (2020) · International Journal of Consumer Studies · doi:10.1111/ijcs.12604 · Cited by 51 · see citing works
Affect regulation and consumer behavior
Chen, C. Y., & Pham, M. T. (2018) · Consumer Psychology Review · doi:10.1002/arcp.1050 · Cited by 52 · see citing works
“The greedy I that gives”—The paradox of egocentrism and altruism: Terror management and system justification perspectives on the interrelationship between mortality salience and charitable donations amid the <scp>COVID</scp>‐19 pandemic
Jin, S. V., & Ryu, E. (2022) · Journal of Consumer Affairs · doi:10.1111/joca.12381 · Cited by 52 · see citing works
“products, in order to restore feelings of power (Rucker & Galinsky, 2008, 2009) and reinforce their sense of value in society (Mandel et al., 2017) (H4e).”
Background
Appetite for destruction: Counterintuitive effects of attractive faces on people's food choices
Otterbring, T. (2019) · Psychology and Marketing · doi:10.1002/mar.21257 · Cited by 49 · see citing works
Benefits of heroes to coping with mortality threats by providing perceptions of personal power and reducing unhealthy compensatory consumption
Ulqinaku, A., Sarial‐Abi, G., & Kinsella, E. L. (2020) · Psychology and Marketing · doi:10.1002/mar.21391 · Cited by 48 · see citing works
Autonomy, Power and the Special Case of Scarcity: Consumer Adoption of Highly Autonomous Artificial Intelligence
Frank, D., & Otterbring, T. (2024) · British Journal of Management · doi:10.1111/1467-8551.12780 · Cited by 49 · see citing works
The extended warming effect of social media: Examining whether the cognition of online audiences offline drives prosocial behavior in ‘real life’
Lavertu, L., Marder, B. L., Erz, A., & Angell, R. J. (2020) · Computers in Human Behavior · doi:10.1016/j.chb.2020.106389 · Cited by 47 · see citing works
COVID-19’s impact on tourism: will compensatory travel intention appear?
Zhang, Y., Lingyi, M., Peixue, L., Lu, Y., & Zhang, J. (2021) · Asia Pacific Journal of Tourism Research · doi:10.1080/10941665.2021.1908383 · Cited by 45 · see citing works
A bittersweet experience! The effect of mixed emotions on business tourists’ revisit intentions
Bi, N., Yin, C., & Chen, Y. (2020) · Journal of Travel & Tourism Marketing · doi:10.1080/10548408.2020.1795047 · Cited by 44 · see citing works
Identity interplay: The importance and challenges of consumer research on multiple identities
Forehand, M., Reed, A., & Clair, J. K. S. (2021) · Consumer Psychology Review · doi:10.1002/arcp.1066 · Cited by 44 · see citing works
Spending and Happiness: The Role of Perceived Financial Constraints
Dias, R. S., Sharma, E., & Fitzsimons, G. J. (2021) · Journal of Consumer Research · doi:10.1093/jcr/ucab075 · Cited by 3 · see citing works
When size does matter: Dominance versus prestige based status signaling
Panchal, S., & Gill, T. (2020) · Journal of business research · doi:10.1016/j.jbusres.2019.03.047 · Cited by 31 · see citing works
Lighting up the dark: How the scarcity of childhood resources leads to preferences for bright stimuli
Wang, W., Yi, Y., Li, J., Sun, G., & Zhang, M. (2021) · Journal of Business Research · doi:10.1016/j.jbusres.2021.10.058 · Cited by 41 · see citing works
The Upside of Negative: Social Distance in Online Reviews of Identity-Relevant Brands
Ordabayeva, N., Cavanaugh, L. A., & Dahl, D. W. (2022) · Journal of Marketing · doi:10.1177/00222429221074704 · Cited by 41 · see citing works
The effects of consumption on self-esteem
Consiglio, I., & van Osselaer, S. M. J. (2022) · Current Opinion in Psychology · doi:10.1016/j.copsyc.2022.101341 · Cited by 41 · see citing works
Main theoretical consumer behavioural models. A review from 1935 to 2021
Paz, M. D. R., & Vargas, R. (2023) · Heliyon · doi:10.1016/j.heliyon.2023.e13895 · Cited by 62 · see citing works
Consumer behaviour and disposition decisions: The why and how of smartphone disposition
Ting, H., Thaichon, P., Chuah, F., & Tan, S. R. (2019) · Journal of Retailing and Consumer Services · doi:10.1016/j.jretconser.2019.06.002 · Cited by 41 · see citing works
The Many-Faced Consumer: Consumption Consequences of Balancing Multiple Identities
Clair, J. K. S., & Forehand, M. (2019) · Journal of Consumer Research · doi:10.1093/jcr/ucz046 · Cited by 42 · see citing works
The Effect of Incidental Emotions on Judgments and Behavior in Unrelated Situations: A Review
Wyer, R. S., Dong, P., Huang, X., Huang, Z., & Wan, L. C. (2019) · Journal of the Association for Consumer Research · doi:10.1086/701889 · Cited by 40 · see citing works
Digital gaming culture in Vietnam: an exploratory study
McCauley, B., Nguyen, T. H. T., McDonald, M., & Wearing, S. L. (2020) · Leisure Studies · doi:10.1080/02614367.2020.1731842 · Cited by 40 · see citing works
Look but Don’t Touch! The Impact of Active Interpersonal Haptic Blocking on Compensatory Touch and Purchase Behavior
Ringler, C., Sirianni, N. J., Gustafsson, A., & Peck, J. (2019) · Journal of Retailing · doi:10.1016/j.jretai.2019.10.007 · Cited by 39 · see citing works
To conform or deviate? The effect of resource scarcity on consumer preference for minority-endorsed options
Gong, X., Zhang, H., & Fan, Y. (2020) · Journal of Business Research · doi:10.1016/j.jbusres.2020.08.064 · Cited by 38 · see citing works
The Psychology of Marginal Utility
Li, X.-L., & Hsee, C. K. (2021) · Journal of Consumer Research · doi:10.1093/jcr/ucaa064 · Cited by 32 · see citing works
Consumer confidence and conspicuous consumption: A conservation of resources perspective
Hampson, D. P., Ma, S., Wang, Y., & Han, M. S. (2021) · International Journal of Consumer Studies · doi:10.1111/ijcs.12661 · Cited by 38 · see citing works
True to which self? Lay rationalism and decision satisfaction in self-control conflicts.
Kokkoris, M. D., Hoelzl, E., & Alós‐Ferrer, C. (2019) · Journal of Personality and Social Psychology · doi:10.1037/pspp0000242 · Cited by 37 · see citing works
Compensatory word of mouth as symbolic self-completion
Saenger, C., Thomas, V. L., & Bock, D. E. (2020) · European Journal of Marketing · doi:10.1108/ejm-03-2018-0206 · Cited by 37 · see citing works
The effects of subjective socioeconomic status on conspicuous consumption
Wang, Y., Liu, B., Lin, S., Liu, L., Wu, Y., & Cui, L. (2022) · Journal of Applied Social Psychology · doi:10.1111/jasp.12876 · Cited by 38 · see citing works
Virtual Fitting Room Effect: Moderating Role of Body Mass Index
Yang, S., Xiong, G., Mao, H., & Ma, M. (2023) · Journal of Marketing Research · doi:10.1177/00222437231154871 · Cited by 36 · see citing works
Compensating for Innovation: Extreme Product Incongruity Encourages Consumers to Affirm Unrelated Consumption Schemas
Taylor, N., & Noseworthy, T. J. (2019) · Journal of Consumer Psychology · doi:10.1002/jcpy.1127 · Cited by 36 · see citing works
Online Shopping Therapy: If You Want to Be Happy, Shop around
Zulauf, K., & Wagner, R. (2021) · Journal of International Consumer Marketing · doi:10.1080/08961530.2021.1955425 · Cited by 36 · see citing works
Travel in my life: queer identity, travel motivation, resilience, life-satisfaction and wellbeing
Prayag, G., Lewis, C., & Pour, S. (2023) · Current Issues in Tourism · doi:10.1080/13683500.2023.2189092 · Cited by 35 · see citing works
Travelers’ Coping Strategies in the Backdrop of Revenge Tourism
Meenakshi, N., Dhir, A., Mahto, R. V., Nicolau, J. L., & Kaur, P. (2023) · Journal of Travel Research · doi:10.1177/00472875231193596 · Cited by 35 · see citing works
Determinants of object choice and object attachment: Compensatory consumption in compulsive buying–shopping disorder and hoarding disorder
Norberg, M. M., David, J., Crone, C., Kakar, V., Kwok, C., Olivier, J., & Grisham, J. R. (2020) · Journal of Behavioral Addictions · doi:10.1556/2006.8.2019.68 · Cited by 35 · see citing works
Compensatory routes to object attachment
Mandel, N., Lisjak, M., & Wang, Q. (2020) · Current Opinion in Psychology · doi:10.1016/j.copsyc.2020.07.026 · Cited by 35 · see citing works
Self-citation
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Authors: Mandel, N., Rucker, D. D., Levav, J., & Galinsky, A. D.
Affiliations: Arizona State University (US)
Northwestern University (US)
Stanford University (US)
Columbia University (US)
Corresponding author: Mandel, Naomi
ORCID: Mandel, Naomi
Rucker, Derek D.
Levav, Jonathan
Galinsky, Adam D.
Venue: Journal of Consumer Psychology
Publisher: Wiley
Published: 2016-05-24
Volume: 27
Issue: 1
Pages: 133-146
ISSN: 1057-7408 (ISSN-L)
1532-7663
DOI: 10.1016/j.jcps.2016.05.003
OpenAlex: W2396376945
Cited by: 564
References: 126
Citations by year: 2026: 88 · 2025: 89 · 2024: 74 · 2023: 70 · 2022: 63 · 2021: 63 · 2020: 44 · 2019: 36 · 2018: 21 · 2017: 13 · 2016: 2 · 2014: 1
FWCI: 49.90
Type: journal article
Language: en
Open access: closed
Licence: onlinelibrary.wiley.com/termsAndConditions#vor (vor)
Locations: Journal of Consumer Psychology (publishedVersion)
Topics: Social Sciences › Business, Management and Accounting › Marketing › Consumer Behavior in Brand Consumption and Identification
Social Sciences › Business, Management and Accounting › Marketing › Consumer Retail Behavior Studies
Social Sciences › Business, Management and Accounting › Marketing › Consumer Perception and Purchasing Behavior
Keywords: self-discrepancy, self-concept, self-realization, consumer coping strategies, dissociation, escapism, psychological distress

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The Compensatory Consumer Behavior Model: How self‐discrepancies drive consumer behavior

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