The DOI matches its Crossref record; 17 of the 17 references it cites were found in a registry or an index.
Conspicuous Consumption versus Charitable Behavior in Response to Social Exclusion: A Differential Needs Explanation
Abstract
Social exclusion has been shown to produce a number of different responses. This research examines the proposition that social exclusion may produce either self-focused or prosocial responses, depending on which needs are threatened. Different types of social exclusion threaten different needs, which in turn produce distinct outcomes (differential needs hypothesis). Social exclusion in the form of being implicitly ignored increased conspicuous consumption, whereas being explicitly rejected increased helping and donation behavior. However, when efficacy needs (power, meaningful existence) were bolstered, the effects of being ignored were eliminated, whereas when relational needs (self-esteem) were bolstered, the effects of being rejected were eliminated. The results indicate that certain types of social exclusion produce prosocial responses, whereas others produce self-focused and attention-getting responses.
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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
The Psychology of Competition: A Social Comparison Perspective
Garcia, S. M., Tor, A., & Schiff, T. M. (2013) · Perspectives on Psychological Science · doi:10.1177/1745691613504114 · Cited by 520
The effects of religion on consumer behavior: A conceptual framework and research agenda
Mathras, D., Cohen, A. B., Mandel, N., & Mick, D. G. (2016) · Journal of Consumer Psychology · doi:10.1016/j.jcps.2015.08.001 · Cited by 399
Products as Pals: Engaging with Anthropomorphic Products Mitigates the Effects of Social Exclusion
Mourey, J. A., Olson, J. G., & Yoon, C. (2017) · Journal of Consumer Research · doi:10.1093/jcr/ucx038 · Cited by 226
Zheng, X., Baskin, E., & Peng, S. (2018) · Journal of Business Research · doi:10.1016/j.jbusres.2018.04.041 · Cited by 139
Metadata
- Authors
- Lee, J., & Shrum, L. J.
- Venue
- Journal of Consumer Research
- Publisher
- Oxford University Press (OUP)
- Published
- 2012-10-01
- Volume
- 39
- Issue
- 3
- Pages
- 530-544
- ISSN
- 0093-5301 (ISSN-L)
- 1537-5277
- OpenAlex
- W2102068121
- Cited by
- 424
- References
- 17
- FWCI
- 19.23
- 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.
