The DOI matches its Crossref record; 3 of the 3 references it cites were found in a registry or an index.
To Be or Not Be? The Influence of Dissociative Reference Groups on Consumer Preferences
Abstract
The current research explores the effects of dissociative reference groups on consumer preferences. Males had more negative evaluations of, and were less inclined to choose, a product associated with a dissociative (i.e., female) reference group than a neutral product (Study 1). This finding was moderated by whether the product was consumed in public or private (Study 2) and public self‐consciousness (Study 3). We suggest the mechanism underlying our effects is a desire to present a positive self‐image to others. The role of dissociative reference groups in marketing communications is discussed.
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Cites
Consumers and Their Brands: Developing Relationship Theory in Consumer Research
Fournier, S. (1998) · Journal of Consumer Research · doi:10.1086/209515 · Cited by 7,542
Markus, H., & Nurius, P. (1986) · American Psychologist · doi:10.1037/0003-066x.41.9.954 · Cited by 5,806
Group norms and the attitude-behavior relationship: A role for group identification
Terry, D. J., & Hogg, M. A. (1996) · Personality and Social Psychology Bulletin · doi:10.1177/0146167296228002 · Cited by 1,444
Cited by
Customer experience creation: Determinants, dynamics and management strategies
Verhoef, P. C., Lemon, K. N., Parasuraman, A., Roggeveen, A., Tsiros, M., & Schlesinger, L. A. (2009) · Journal of Retailing · doi:10.1016/j.jretai.2008.11.001 · Cited by 3,140
Is Eco-Friendly Unmanly? The Green-Feminine Stereotype and Its Effect on Sustainable Consumption
Brough, A. R., Wilkie, J. E. B., Ma, J., Isaac, M. S., & Gal, D. (2016) · Journal of Consumer Research · doi:10.1093/jcr/ucw044 · Cited by 751
Subtle Signals of Inconspicuous Consumption
Berger, J., & Ward, M. (2010) · Journal of Consumer Research · doi:10.1086/655445 · Cited by 652
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
Berger, J., & Heath, C. (2008) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.95.3.593 · Cited by 549
Metadata
- Authors
- White, K., & Dahl, D. W.
- Venue
- Journal of Consumer Psychology
- Publisher
- Wiley
- Published
- 2006-01
- Volume
- 16
- Issue
- 4
- Pages
- 404-414
- ISSN
- 1057-7408 (ISSN-L)
- 1532-7663
- OpenAlex
- W2013833032
- Cited by
- 459
- References
- 3
- FWCI
- 29.33
- Type
- journal article
- Language
- en
- Open access
- closed
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- White, K., & Dahl, D. W. (2006). To Be or Not Be? The Influence of Dissociative Reference Groups on Consumer Preferences. Journal of Consumer Psychology. https://doi.org/10.1207/s15327663jcp1604_11
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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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