The DOI matches its Crossref record; 40 of the 40 references it cites were found in a registry or an index.
The “Shaken Self”: Product Choices as a Means of Restoring Self-View Confidence
Abstract
The present research shows that when a confidently held self-view (e.g., “I am an exciting person”) is temporarily cast in doubt, individuals are motivated to choose products that bolster their original self-view (e.g., choosing brands with exciting brand personalities). The findings across three studies suggest that subtle manipulations can temporarily “shake” one's self-view confidence, resulting in an increased propensity of choosing self-view-bolstering products in a subsequent choice task. The consequences of the “shaken self” for product choices are examined in different self-domains. The findings also suggest that the effects of the shaken self are attenuated when individuals have the opportunity to restore their self-view confidence prior to the final choice task.
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Cites
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The Compensatory Consumer Behavior Model: How self‐discrepancies drive consumer behavior
Mandel, N., Rucker, D. D., Levav, J., & Galinsky, A. D. (2017) · Journal of Consumer Psychology · doi:10.1016/j.jcps.2016.05.003 · Cited by 564
Protecting the self through consumption: Status goods as affirmational commodities
Sivanathan, N., & Pettit, N. C. (2010) · Journal of Experimental Social Psychology · doi:10.1016/j.jesp.2010.01.006 · Cited by 449
Self-efficacy as an antecedent of cognition and affect in technology acceptance
Kulviwat, S., C. Bruner II, G., & P. Neelankavil, J. (2014) · Journal of Consumer Marketing · doi:10.1108/jcm-10-2013-0727 · Cited by 144
The Curvilinear Relationship Between Attitude Certainty and Attitudinal Advocacy
Cheatham, L. B., & Tormala, Z. L. (2017) · Personality and Social Psychology Bulletin · doi:10.1177/0146167216673349 · Cited by 41
Powerlessness Also Corrupts: Lower Power Increases Self-Promotional Lying
Li, H. (., Chen, Y.-R., & Hildreth, J. A. D. (2023) · Organization Science · doi:10.1287/orsc.2022.1630 · Cited by 12
Metadata
- Authors
- Gao, L., Wheeler, S. C., & Shiv, B.
- Venue
- Journal of Consumer Research
- Publisher
- Oxford University Press (OUP)
- Published
- 2009-06
- Volume
- 36
- Issue
- 1
- Pages
- 29-38
- ISSN
- 0093-5301 (ISSN-L)
- 1537-5277
- OpenAlex
- W2173898985
- Cited by
- 369
- References
- 40
- FWCI
- 23.91
- Type
- journal article
- Language
- en
- Open access
- closed
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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
