Cited by 249Consumer Behavior in Brand Consumption and IdentificationEmotions and Moral BehaviorDeath Anxiety and Social Exclusion

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Cuing Consumerism: Situational Materialism Undermines Personal and Social Well-Being

Bauer, Monika A., Wilkie, James E. B., Kim, Jung K., Bodenhausen, Galen V.·2012·Psychological Science

DOI 10.1177/0956797611429579

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Abstract

Correlational evidence indicates that materialistic individuals experience relatively low levels of well-being. Across four experiments, we found that situational cuing can also trigger materialistic mind-sets, with similarly negative personal and social consequences. Merely viewing desirable consumer goods resulted in increases in materialistic concerns and led to heightened negative affect and reduced social involvement (Experiment 1). Framing a computer task as a “Consumer Reaction Study” led to a stronger automatic bias toward values reflecting self-enhancement, compared with framing the same task as a “Citizen Reaction Study” (Experiment 2). Consumer cues also increased competitiveness (Experiment 3) and selfishness in a water-conservation dilemma (Experiment 4). Thus, the costs of materialism are not localized only in particularly materialistic people, but can also be found in individuals who happen to be exposed to environmental cues that activate consumerism—cues that are commonplace in contemporary society.

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Authors: Bauer, M. A., Wilkie, J. E. B., Kim, J. K., & Bodenhausen, G. V.
Affiliations: Northwestern University (US)
ORCID: Kim, Jung K.
Bodenhausen, Galen V.
Venue: Psychological Science
Publisher: SAGE Publications
Published: 2012-03-16
Volume: 23
Issue: 5
Pages: 517-523
ISSN: 0956-7976 (ISSN-L)
1467-9280
DOI: 10.1177/0956797611429579
OpenAlex: W2125302733
Cited by: 249
References: 30
Citations by year: 2026: 8 · 2025: 13 · 2024: 22 · 2023: 19 · 2022: 23 · 2021: 16 · 2020: 15 · 2019: 25 · 2018: 21 · 2017: 26 · 2016: 21 · 2015: 11 · 2014: 16 · 2013: 12 · 2012: 1
FWCI: 36.54
Type: journal article
Language: en
Open access: closed
Licence: journals.sagepub.com/page/policies/text-and-data-mining-license (tdm)
Locations: Psychological Science (publishedVersion)
PubMed (publishedVersion)
Singapore Management University Institutional Knowledge (InK) (Singapore Management University) (submittedVersion)
Funders: Association for Psychological Science
Topics: Social Sciences › Business, Management and Accounting › Marketing › Consumer Behavior in Brand Consumption and Identification
Social Sciences › Psychology › Social Psychology › Emotions and Moral Behavior
Social Sciences › Psychology › Social Psychology › Death Anxiety and Social Exclusion
Keywords: materialism, consumerism, situational cues, well-being, negative affect, social engagement, self-enhancement, task framing, competitiveness, selfishness, consumer goods
MeSH terms: Adolescent, Affect, Cues, Female, Humans, Male, Motivation, Personal Satisfaction, Young Adult, Social Participation

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Cuing Consumerism: Situational Materialism Undermines Personal and Social Well-Being

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