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
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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In the citing paper
“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).”
In the citing paper
“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.”
In the citing paper
“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]
In the citing paper
“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]
Citations
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Cited by
Sorted by citations
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
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
“To address this question, we draw on the notion of compensatory consumption, which refers to consumption “motivated by a desire to offset or reduce a self-discrepancy” (Mandel et al. 2017, p. 134).”
BackgroundInfluentialLiu, H., Wu, L. L., & Li, X. R. (2018) · Journal of Travel Research · doi:10.1177/0047287518761615 · Cited by 449
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
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 285
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
- 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
- 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
- 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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