The DOI matches its Crossref record; 7 of the 7 references it cites were found in a registry or an index.
Indulgence or Self-Control: A Dual Process Model of the Effect of Incidental Pride on Indulgent Choice
Abstract
This research examines the largely unexamined effect of incidental pride on consumer self-control. The results demonstrate that incidental pride influences long-term goal pursuit through dual processes that result in conflicting outcomes for consumer decisions: indulgent choices when promoting a sense of achievement and virtuous choices when promoting self-awareness. A series of four experiments in the money and health domains shows that the relative weight of each process at the time of a decision determines whether incidental pride leads to more or less indulgence. We provide outcome and process support for our theory, linking pride to self-control behavior in the consumption domain, and rule out alternative explanations for our findings. Thus, the findings demonstrate that the influence of incidental pride on self-control is contingent on the cognitive and contextual factors that affect decision making.
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Cites
Fredrickson, B. L. (2001) · American Psychologist · doi:10.1037//0003-066x.56.3.218 · Cited by 18,025
Schwarz, N., & Clore, G. L. (1983) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.45.3.513 · Cited by 4,952
Bushman, B. J., & Baumeister, R. F. (1998) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.75.1.219 · Cited by 2,113
Heart and Mind in Conflict: The Interplay of Affect and Cognition in Consumer Decision Making
Shiv, B., & Fedorikhin, A. (1999) · Journal of Consumer Research · doi:10.1086/209563 · Cited by 2,044
Justification effects on consumer choice of hedonic and utilitarian goods.
Okada, E. M. (2005) · Journal of Marketing Research · doi:10.1509/jmkr.42.1.43.56889 · Cited by 1,069
Goals as excuses or guides: the liberating effect of perceived goal progress on choice.
Fishbach, A., & Dhar, R. (2005) · Journal of Consumer Research · doi:10.1086/497548 · Cited by 704
Self-awareness, probability of improvement, and the self-serving bias.
Duval, T. S., & Silvia, P. J. (2002) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.82.1.49 · Cited by 280
Cited by
‘Instafamous’ – credibility and self-presentation of micro-celebrities on social media
Djafarova, E., & Trofimenko, O. (2019) · Information, Communication & Society · doi:10.1080/1369118x.2018.1438491 · Cited by 458
Slowing Down in the Good Old Days: The Effect of Nostalgia on Consumer Patience
Huang, X. (., Huang, Z. (., & Wyer, R. S. (2016) · Journal of Consumer Research · doi:10.1093/jcr/ucw033 · Cited by 116
Thoumrungroje, A. (2018) · Journal of International Consumer Marketing · doi:10.1080/08961530.2018.1462130 · Cited by 67
Good News or Bad News? How Message Framing Influences Consumers’ Willingness to Buy Green Products
Tong, Z., Liu, D., Ma, F., & Xu, X. (2021) · Frontiers in Psychology · doi:10.3389/fpsyg.2020.568586 · Cited by 22
Metadata
- Authors
- Wilcox, K., Kramer, T., & Sen, S.
- Venue
- Journal of Consumer Research
- Publisher
- Oxford University Press (OUP)
- Published
- 2011-06-01
- Volume
- 38
- Issue
- 1
- Pages
- 151-163
- ISSN
- 0093-5301 (ISSN-L)
- 1537-5277
- OpenAlex
- W2166616408
- Cited by
- 198
- References
- 7
- FWCI
- 4.21
- Type
- journal article
- Language
- en
- Open access
- closed
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Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
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