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

The DOI matches its Crossref record; 123 of the 126 references it cites were found in a registry or an index.

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.

Overview

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Crossref · 10.1016/j.jcps.2016.05.003

Cites

123 of 123 references verified0 citation errors · 0 not checkable

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Citations

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1 retracted

Flagged first, then by citations

3 of the 126 references couldn’t be matched to a known paper.

Research works printed but not linked: 6

  1. 10.1177/00222429990634s104 · DOI
  2. 10.1037/0033-2909.117.3.497 · DOI · Paper page
  3. Brannon D., 2016, Working paper
  4. 10.1037/0022-3514.70.2.395 · DOI
  5. Hofstede G., 1997, Cultures and organizations
  6. 10.1037/0021‐843X.103.3.505 · DOI

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Metadata

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
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
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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