Skip to main content Accessibility help
×
Hostname: page-component-586b7cd67f-l7hp2 Total loading time: 0 Render date: 2024-11-23T09:27:55.290Z Has data issue: false hasContentIssue false

10 - Identity-Signaling Behavior

from Part II - Interpersonal and Social Consumer Psychology

Published online by Cambridge University Press:  05 October 2015

Michael I. Norton
Affiliation:
Harvard Business School, Harvard University
Derek D. Rucker
Affiliation:
Kellogg School of Management, Northwestern University
Cait Lamberton
Affiliation:
Katz Graduate School of Business, University of Pittsburgh
Get access

Summary

Image of the first page of this content. For PDF version, please use the ‘Save PDF’ preceeding this image.'
Type
Chapter
Information
Publisher: Cambridge University Press
Print publication year: 2015

Access options

Get access to the full version of this content by using one of the access options below. (Log in options will check for institutional or personal access. Content may require purchase if you do not have access.)

References

Aaker, J. L. (1997). Dimensions of brand personality. Journal of Marketing Research, 34(3), 347357.Google Scholar
Aaker, J. L. (1999). The malleable self: The role of self-expression in persuasion. Journal of Marketing Research, 36(1), 4557.Google Scholar
Akerlof, G. A., & Kranton, R. E. (2000). Economics and identity. Quarterly journal of Economics, 115(3), 715753.Google Scholar
Alicke, M. D., & Sedikides, C. (2009). Self-enhancement and self-protection: What they are and what they do. European Review of Social Psychology, 20(1), 148.CrossRefGoogle Scholar
Allport, D. (1985). Distributed memory, modular subsystems and dysphasia. In Newman, S. P. & Epstein, R. (eds.), Current Perspectives in Dysphasia (pp. 3260). Edinburgh: Churchil Livingstone.Google Scholar
Amaldoss, W., & Jain, S. (2005). Conspicuous consumption and sophisticated thinking. Management Science, 51(10), 14491466.Google Scholar
Andrade, E. B., & Ho, T. H. (2009). Gaming emotions in social interactions. Journal of Consumer Research, 36(4), 539552.CrossRefGoogle Scholar
Ariely, D., & Levav, J. (2000). Sequential choice in group settings: Taking the road less traveled and less enjoyed. Journal of Consumer Research, 27(3), 279290.Google Scholar
Aronson, E. (1992). The return of the repressed: Dissonance theory makes a comeback. Psychological inquiry, 3(4), 303311.Google Scholar
Aronson, E. (1999). The power of self-persuasion. American Psychologist, 54(11), 875884.Google Scholar
Back, M. D., Stopfer, J. M., Vazire, S., Gaddis, S., Schmukle, S. C., Egloff, B., & Gosling, S. D. (2010). Facebook profiles reflect actual personality, not self-idealization. Psychological Science, 21(3), 372374.CrossRefGoogle Scholar
Baumeister, R. F., & Leary, M. R. (1995). The need to belong: Desire for interpersonal attachments as a fundamental human motivation. Psychological Bulletin, 117(3), 497529.Google Scholar
Baumeister, R. F., Tice, D. M., & Hutton, D. G. (1989). Self-presentational motivations and personality differences in self-esteem. Journal of Personality, 57(3), 547579.Google Scholar
Bearden, W. O., & Etzel, M. J. (1982). Reference group influence on product and brand purchase decisions. Journal of Consumer Research, 9(2), 183194.Google Scholar
Bearden, W. O., Netemeyer, R. G., & Teel, J. E. (1989). Measurement of consumer susceptibility to interpersonal influence. Journal of Consumer Research, 15(4), 473481.Google Scholar
Belk, R. W. (1988). Possessions and the extended self. Journal of Consumer Research, 15(2), 139167.Google Scholar
Belk, R. W., Bahn, K. D., & Mayer, R. N. (1982). Developmental recognition of consumption symbolism. Journal of Consumer Research, 9(1), 417.Google Scholar
Bellah, R. N., Madsen, R., Sullivan, W. M., Swidler, A., & Tipton, S. M. (1985). Habits of the Heart: Individualism and Commitment in American Life. New York: Harper & Row.Google Scholar
Bellezza, S., Gino, F., & Keinan, A. (2014). The red sneakers effect: Inferring status and competence from signals of nonconformity. Journal of Consumer Research, 41(1), 3554.Google Scholar
Berger, J., & Heath, C. (2007). Where consumers diverge from others: Identity signaling and product domains. Journal of Consumer Research, 34(2), 121134.Google Scholar
Berger, J., & Heath, C. (2008). Who drives divergence? Identity signaling, outgroup dissimilarity, and the abandonment of cultural tastes. Journal of personality and social psychology, 95(3), 593607.Google Scholar
Berger, J., & Le Mens, G. (2009). How adoption speed affects the abandonment of cultural tastes. Proceedings of the National Academy of Sciences, 106(20), 81468150.Google Scholar
Berger, J., & Rand, L. (2008). Shifting signals to help health: Using identity signaling to reduce risky health behaviors. Journal of Consumer Research, 35(3), 509518.Google Scholar
Berger, J., & Schwartz, E. M. (2011). What drives immediate and ongoing word of mouth? Journal of Marketing Research, 48(5), 869880.Google Scholar
Berger, J., & Ward, M. (2010). Subtle signals of inconspicuous consumption. Journal of Consumer Research, 37(4), 555569.Google Scholar
Bhattacharjee, A., Berger, J., & Menon, G. (2014). When identity marketing backfires: Consumer agency in identity expression. Journal of Consumer Research, 41(2), 294309.CrossRefGoogle Scholar
Bodner, R., & Prelec, D. (2003). Self-signaling and diagnostic utility in everyday decision making. Psychology of Economic Decisions, 1, 105126.Google Scholar
Braun, O. L., & Wicklund, R. A. (1989). Psychological antecedents of conspicuous consumption. Journal of Economic Psychology, 10(2), 161187.Google Scholar
Brenner, L., Rottenstreich, Y., Sood, S., & Bilgin, B. (2007). On the psychology of loss aversion: Possession, valence, and reversals of the endowment effect. Journal of Consumer Research, 34(3), 369376.Google Scholar
Calder, B. J., & Burnkrant, R. E. (1977). Interpersonal influence on consumer behavior: An attribution theory approach. Journal of Consumer Research, 4(1), 2938.Google Scholar
Chan, C., Berger, J., & Van Boven, L. (2012). Identifiable but not identical: Combining social identity and uniqueness motives in choice. Journal of Consumer Research, 39(3), 561573.CrossRefGoogle Scholar
Chernev, A., Hamilton, R., & Gal, D. (2011). Competing for consumer identity: Limits to self-expression and the perils of lifestyle branding. Journal of Marketing, 75(3), 6682.Google Scholar
Cialdini, R. B., Wosinska, W., Barrett, D. W., Butner, J., & Gornik-Durose, M. (1999). Compliance with a request in two cultures: The differential influence of social proof and commitment/consistency on collectivists and individualists. Personality and Social Psychology Bulletin, 25(10), 12421253.CrossRefGoogle Scholar
Crocker, J., & Park, L. E. (2004). The costly pursuit of self-esteem. Psychological Bulletin, 130(3), 392414.Google Scholar
Dewey, J. (2005). Art as Experience. New York: Berkley.Google Scholar
Dolich, I. J. (1969). Congruence relationships between self images and product brands. Journal of Marketing Research, 6(1), 8084.Google Scholar
Douglas, M., & Isherwood, B. (1978). The World of Goods: Towards an Anthropology of Consumption. New York: Norton.Google Scholar
Eisenstadt, D., & Leippe, M. R. (1994). The self-comparison process and self-discrepant feedback: Consequences of learning you are what you thought you were not. Journal of Personality and Social Psychology, 67(4), 611626.CrossRefGoogle ScholarPubMed
Escalas, J. E., & Bettman, J. R. (2003). You are what they eat: The influence of reference groups on consumers’ connections to brands. Journal of Consumer Psychology, 13(3), 339348.Google Scholar
Escalas, J. E., & Bettman, J. R. (2005). Self-construal, reference groups, and brand meaning. Journal of Consumer Research, 32(3), 378389.Google Scholar
Feltovich, N., Harbaugh, R., & To, T. (2002). Too cool for school? Signalling and countersignalling. RAND Journal of Economics, 4(33), 630649.Google Scholar
Festinger, L. (1954). A theory of social comparison processes. Human Relations, 7(2), 117140.Google Scholar
Festinger, L., Riecken, H. W., & Schachter, S. (1956). When Prophecy Fails. New York: Harper & Row.Google Scholar
Fiske, A. P., Kitayama, S., Markus, H. R., & Nisbett, R. E. (1998). The cultural matrix of social psychology. In Gilbert, D. T., Fiske, S. T., & Linzey, G. (eds.), Handbook of Social Psychology, 4th ed. (pp. 915981). Boston: McGraw-Hill.Google Scholar
Fiske, S., & Taylor, S. (1991). Social Cognition, 2nd ed.. New York, England: McGraw-Hill.Google Scholar
Fiske, S. T. (2004). Social Beings: A Core Motives Approach to Social Psychology. New York: John Wiley & Sons.Google Scholar
Fournier, S. (1998). Consumers and their brands: Developing relationship theory in consumer research. Journal of Consumer Research, 24(4), 343373.Google Scholar
Gal, D., & Liu, W. (2011). Grapes of wrath: The angry effects of self-control. Journal of Consumer Research, 38(3), 445458.Google Scholar
Gal, D., & Rucker, D. D. (2010). When in doubt, shout! Paradoxical influences of doubt on proselytizing. Psychological Science, 21(11), 17011707.CrossRefGoogle ScholarPubMed
Gal, D., & Rucker, D. D. (2011). Answering the unasked question: Response substitution in consumer surveys. Journal of Marketing Research, 48(1), 185195.Google Scholar
Gal, D., & Wilkie, J. (2010). Real men don't eat quiche: Regulation of gender-expressive choices by men. Social Psychological and Personality Science, 1(4), 291301.Google Scholar
Gao, L., Wheeler, S. C., & Shiv, B. (2009). The “shaken self”: Product choices as a means of restoring self-view confidence. Journal of Consumer Research, 36(1), 2938.Google Scholar
Gardner, B. B., & Levy, S. J. (1955). The product and the brand. Harvard Business Review, 33(2), 3339.Google Scholar
Gillath, O., Bahns, A. J., Ge, F., & Crandall, C. S. (2012). Shoes as a source of first impressions. Journal of Research in Personality, 46(4), 423430.Google Scholar
Glazer, A., & Konrad, K. A. (1996). A signaling explanation for charity. American Economic Review, 86(4), 10191028.Google Scholar
Greenwald, A. G., Bellezza, F. S., & Banaji, M. R. (1988). Is self-esteem a central ingredient of the self-concept? Personality and Social Psychology Bulletin, 14(1), 3445.Google Scholar
Griskevicius, V., Goldstein, N. J., Mortensen, C. R., Cialdini, R. B., & Kenrick, D. T. (2006). Going along versus going alone: When fundamental motives facilitate strategic (non)conformity. Journal of Personality and Social Psychology, 91(2), 281294.CrossRefGoogle ScholarPubMed
Griskevicius, V., Tybur, J. M., Sundie, J. M., Cialdini, R. B., Miller, G. F., & Kenrick, D. T. (2007). Blatant benevolence and conspicuous consumption: When romantic motives elicit strategic costly signals. Journal of Personality and Social Psychology, 93(1), 85102.Google Scholar
Gross, H. E. (1977). Micro and macro level implications for a sociology of virtue: The case of draft protesters to the Vietnam War. Sociological Quarterly, 18(3), 319339.Google Scholar
Han, Y. J., Nunes, J. C., & Drèze, X. (2010). Signaling status with luxury goods: The role of brand prominence. Journal of Marketing, 74(4), 1530.Google Scholar
Hegel, . (1807). Phenomenology of Spirit, Miller, A. V., trans. New York: OUP.Google Scholar
Heine, S. J., Lehman, D. R., Markus, H. R., & Kitayama, S. (1999). Is there a universal need for positive self-regard? Psychological Review, 106(4), 766794.Google Scholar
Heine, S. J., Proulx, T., & Vohs, K. D. (2006). The meaning maintenance model: On the coherence of social motivations. Personality and Social Psychology Review, 10(2), 88110.Google Scholar
Higgins, E. T., & Rholes, W. S. (1978). “Saying is believing”: Effects of message modification on memory and liking for the person described. Journal of Experimental Social Psychology, 14(4), 363378.Google Scholar
Holbrook, M. B., & Hirschman, E. C. (1982). The experiential aspects of consumption: Consumer fantasies, feelings, and fun. Journal of Consumer Research, 9(2), 132140.Google Scholar
Holman, R. H. (1981). Product as communication: A fresh appraisal of a venerable topic. In Eris, B. M. & Boering, K. J. (eds.), Review of Marketing (pp. 106119). Chicago: American Marketing Association.Google Scholar
Kahneman, D., & Knetsch, J. L. (1992). Valuing public goods: The purchase of Moral Satisfaction. Journal of Environmental Economics and Management, 22(1), 5770.Google Scholar
Kassarjian, H. H. (1971). Personality and consumer behavior: A review. Journal of Marketing Research, 8(4), 409418.Google Scholar
Kettle, K. L., & Häubl, G. (2011). The signature effect: Signing influences consumption-related behavior by priming self-identity. Journal of Consumer Research, 38(3), 474489.Google Scholar
Kiesler, C. A., Roth, T. S., & Pallak, M. S. (1974). Avoidance and reinterpretation of commitment and its implications. Journal of Personality and Social Psychology, 30(5), 705715.Google Scholar
Kiesler, C. A., & Sakumura, J. (1966). A test of a model for commitment. Journal of Personality and Social Psychology, 3(3), 349353.Google Scholar
Kim, H. S., & Drolet, A. (2003). Choice and self-expression: A cultural analysis of variety-seeking. Journal of Personality and Social Psychology, 85(2), 373382.Google Scholar
Kim, H. S., & Sherman, D. K. (2007). “Express yourself”: Culture and the effect of self-expression on choice. Journal of Personality and Social Psychology, 92(1), 111.Google Scholar
Kim, S., & Gal, D. (2014). From compensatory consumption to adaptive consumption: The role of self-acceptance in resolving self-deficits. Journal of Consumer Research, 41(2), 526542.Google Scholar
Kleine, R. E., Kleine, S. S., & Kernan, J. B. (1993). Mundane consumption and the self: A social-identity perspective. Journal of Consumer Psychology, 2(3), 209235.Google Scholar
Laran, J., & Janiszewski, C. (2011). Work or fun? How task construal and completion influence regulatory behavior. Journal of Consumer Research, 37(6), 967983.Google Scholar
Laverie, D. A., Kleine, R. E., & Kleine, S. S. (2002). Reexamination and extension of Kleine, Kleine, and Kernan's social identity model of mundane consumption: The mediating role of the appraisal process. Journal of Consumer Research, 28(4), 659669.Google Scholar
Leary, M. R., Tambor, E. S., Terdal, S. K., & Downs, D. L. (1995). Self-esteem as an interpersonal monitor: The sociometer hypothesis. Journal of Personality and Social Psychology, 68(3), 518530.Google Scholar
Lee, J., & Shrum, L. J. (2013). Self-threats and consumption. In Ruvio, A. A. & Belk, R. W. (eds.), The Routledge Companion to Identity and Consumption (pp. 216224). New York: Routledge.Google Scholar
Levav, J., & Zhu, R. J. (2009). Seeking freedom through variety. Journal of Consumer Research, 36(4), 600610.Google Scholar
Levy, S. J. (1959). Symbols for sale. Harvard Business Review, 37(4), 117124.Google Scholar
Linville, P. W., & Carlston, D. E. (1994). Social cognition of the self. In Devine, P. G., Hamilton, D. L., & Ostrom, T. M. (eds.), Social Cognition: Its Impact on Social Psychology (pp. 396403). New York: Academic Press.Google Scholar
Liu, W., & Gal, D. (2011). Bringing us together or driving us apart: The effect of soliciting consumer input on consumers’ propensity to transact with an organization. Journal of Consumer Research, 38(2), 242259.Google Scholar
Markus, H. R. (1977). Self-schemata and processing information about the self. Journal of Personality and Social Psychology, 35(2), 6378.Google Scholar
Markus, H. R., & Kitayama, S. (1991). Culture and the self: Implications for cognition, emotion, and motivation. Psychological Review, 98(2), 224253.Google Scholar
Markus, H. R., & Kunda, Z. (1986). Stability and malleability of the self-concept. Journal of Personality and Social Psychology, 51(4), 858866.Google Scholar
Markus, H. R., & Schwartz, B. (2010). Does choice mean freedom and well-being? Journal of Consumer Research, 37(2), 344355.Google Scholar
Mazzocco, P. J., Rucker, D. D., Galinsky, A. D., & Anderson, E. T. (2012). Direct and vicarious conspicuous consumption: Identification with low-status groups increases the desire for high-status goods. Journal of Consumer Psychology, 22(4), 520528.Google Scholar
McCracken, G. (1986). Culture and consumption: A theoretical account of the structure and movement of the cultural meaning of consumer goods. Journal of Consumer Research, 13(1), 7184.Google Scholar
McCracken, G. (1989). Who is the celebrity endorser? Cultural foundations of the endorsement process. Journal of Consumer Research, 16(3), 310321.Google Scholar
McFerran, B., Dahl, D. W., Fitzsimons, G. J., & Morales, A. C. (2010). I'll have what she's having: Effects of social influence and body type on the food choices of others. Journal of Consumer Research, 36(6), 915929.Google Scholar
McShane, B. B., Bradlow, E. T., & Berger, J. (2012). Visual influence and social groups. Journal of Marketing Research, 49(6), 854871.Google Scholar
Mead, N. L., Baumeister, R. F., Stillman, T. F., Rawn, C. D., & Vohs, K. D. (2011). Social exclusion causes people to spend and consume strategically in the service of affiliation. Journal of Consumer Research, 37(5), 902919.Google Scholar
Moller, A. C., Deci, E. L., & Ryan, R. M. (2006). Choice and ego-depletion: The moderating role of autonomy. Personality and Social Psychology Bulletin, 32(8), 10241036.Google Scholar
Morewedge, C. K., Shu, L. L., Gilbert, D. T., & Wilson, T. D. (2009). Bad riddance or good rubbish? Ownership and not loss aversion causes the endowment effect. Journal of Experimental Social Psychology, 45(4), 947951.Google Scholar
Muniz, A. M., & O'Guinn, T. C. (2001). Brand community. Journal of Consumer Research, 27(4), 412432.Google Scholar
Nelissen, R., & Meijers, M. H. (2011). Social benefits of luxury brands as costly signals of wealth and status. Evolution and Human Behavior, 32(5), 343355.Google Scholar
Niedenthal, P. M., Cantor, N., & Kihlstrom, J. F. (1985). Prototype matching: A strategy for social decision making. Journal of Personality and Social Psychology, 48(3), 575584.Google Scholar
Oyserman, D. (2009). Identity-based motivation: Implications for action-readiness, procedural-readiness, and consumer behavior. Journal of Consumer Psychology, 19(3), 250260.Google Scholar
Petrocelli, J. V., Tormala, Z. L., & Rucker, D. D. (2007). Unpacking attitude certainty: Attitude clarity and attitude correctness. Journal of Personality and Social Psychology, 92(1), 3041.Google Scholar
Pronin, E., Berger, J., & Molouki, S. (2007). Alone in a crowd of sheep: Asymmetric perceptions of conformity and their roots in an introspection illusion. Journal of Personality and Social Psychology, 92(4), 585595.Google Scholar
Reb, J., & Connolly, T. (2007). Possession, feelings of ownership, and the endowment effect. Judgment and Decision Making, 2(2), 107114.Google Scholar
Reed, A., Forehand, M. R., Puntoni, S., & Warlop, L. (2012). Identity-based consumer behaviour. International Journal of Research in Marketing, 29(4), 310321. doi: 10.1016/j.ijresmar.2012.08.002.Google Scholar
Reingen, P. H., Foster, B. L., Brown, J. J., & Seidman, S. B. (1984). Brand congruence in interpersonal relations: A social network analysis. Journal of Consumer Research, 11(3), 771783.Google Scholar
Richins, M. L. (1994). Possessions and the expression of material values. Journal of Consumer Research, 21(3), 522533.Google Scholar
Ross, I. (1971). Self-concept and brand preference. Journal of Business, 44(1), 3850.Google Scholar
Rucker, D. D., & Galinsky, A. D. (2013). Compensatory consumption. In Ruvio, A. A. & Belk, R. W. (eds.), The Routledge Companion to Identity and Consumption (pp. 207215). New York: Routledge.Google Scholar
Rucker, D. D., & Galinsky, A. D. (2009). Conspicuous consumption versus utilitarian ideals: How different levels of power shape consumer behavior. Journal of Experimental Social Psychology, 45(3), 549555.Google Scholar
Rucker, D. D., Galinsky, A. D., & Dubois, D. (2012). Power and consumer behavior: How power shapes who and what consumers value. Journal of Consumer Psychology, 22(3), 352368.Google Scholar
Schau, H. J., & Gilly, M. C. (2003). We are what we post? Self-presentation in personal web space. Journal of Consumer Research, 30(3), 385404.Google Scholar
Schlenker, B. R. (1980). Impression Management: The Self-Concept, Social Identity, and Interpersonal Relations. Monterey, CA: Brooks/Cole.Google Scholar
Sedikides, C., Gaertner, L., & Toguchi, Y. (2003). Pancultural self-enhancement. Journal of Personality and Social Psychology, 84(1), 6079.Google Scholar
Sedikides, C., & Strube, M. J. (1995). The multiply motivated self. Personality and Social Psychology Bulletin, 21(12), 13301335.Google Scholar
Shavitt, S. (1990). The role of attitude objects in attitude functions. Journal of Experimental Social Psychology, 26(2), 124148.Google Scholar
Shavitt, S., & Nelson, M. R. (1999). The social identity function in person perception: Communicated meanings of product preferences. In Maio, G. R. & Olson, J. M. (eds.), Why We Evaluate: Function of Attitudes (pp. 2757). Mahwah, NJ: Erlbaum.Google Scholar
Shavitt, S., Torelli, C. J., & Wong, J. (2009). Identity-based motivation: Constraints and opportunities in consumer research. Journal of Consumer Psychology, 19(3), 261266.Google Scholar
Shu, S. B., & Peck, J. (2011). Psychological ownership and affective reaction: Emotional attachment process variables and the endowment effect. Journal of Consumer Psychology, 21(4), 439452.Google Scholar
Sirgy, M. J. (1982). Self-concept in consumer behavior: A critical review. Journal of Consumer Research, 9(3), 287300.Google Scholar
Sivanathan, N., Molden, D. C., Galinsky, A. D., & Ku, G. (2008). The promise and peril of self-affirmation in de-escalation of commitment. Organizational Behavior and Human Decision Processes, 107(1), 114.Google Scholar
Sivanathan, N., & Pettit, N. C. (2010). Protecting the self through consumption: Status goods as affirmational commodities. Journal of Experimental Social Psychology, 46(3), 564570.Google Scholar
Snyder, C. R. (1992). Product scarcity by need for uniqueness interaction: A consumer catch-22 carousel? Basic and Applied Social Psychology, 13(1), 924.Google Scholar
Snyder, C. R., & Fromkin, H. L. (1977). Abnormality as a positive characteristic: The development and validation of a scale measuring need for uniqueness. Journal of Abnormal Psychology, 86(5), 518527.Google Scholar
Spence, M. (1973). Job market signaling. Quarterly Journal of Economics, 87(3), 355374.Google Scholar
Steele, C. M. (1988). The psychology of self-affirmation: Sustaining the integrity of the self. Advances in Experimental Social Psychology, 21, 261302.Google Scholar
Strahilevitz, M. A., & Loewenstein, G. (1998). The effect of ownership history on the valuation of objects. Journal of Consumer Research, 25(3), 276289.Google Scholar
Sundie, J. M., Kenrick, D. T., Griskevicius, V., Tybur, J. M., Vohs, K. D., & Beal, D. J. (2011). Peacocks, Porsches, and Thorstein Veblen: Conspicuous consumption as a sexual signaling system. Journal of Personality and Social Psychology, 100(4), 664680.Google Scholar
Swann, W. B. (1983). Self-verification: Bringing social reality into harmony with the self. In Sulls, J. & Greenwald, A. G. (eds.), Social Psychological Perspectives on the Self (vol. 2, pp. 3366). Hillsdale, NJ: Erlbaum.Google Scholar
Swann, W. B., De La Ronde, C., & Hixon, J. G. (1994). Authenticity and positivity strivings in marriage and courtship. Journal of Personality and Social Psychology, 66(5), 857869.CrossRefGoogle ScholarPubMed
Swann, W. B., Stein-Seroussi, A., & Giesler, R. B. (1992). Why people self-verify. Journal of Personality and Social Psychology, 62(3), 392401.Google Scholar
Tesser, A. (2000). On the confluence of self-esteem maintenance mechanisms. Personality and Social Psychology Review, 4(4), 290299.Google Scholar
Tesser, A., & Cornell, D. P. (1991). On the confluence of self-processes. Journal of Experimental Social Psychology, 27(6), 501526.Google Scholar
Thompson, C. J., & Hirschman, E. C. (1995). Understanding the socialized body: A poststructuralist analysis of consumers’ self-conceptions, body images, and self-care practices. Journal of Consumer Research, 22(2), 139153.Google Scholar
Thornton, S. (1996). Music Media and Subcultural Capital. Middletown, CT: Wesleyan University Press.Google Scholar
Tian, K. T., Bearden, W. O., & Hunter, G. L. (2001). Consumers’ need for uniqueness: Scale development and validation. Journal of Consumer Research, 28(1), 5066.Google Scholar
Tiedens, L. Z., & Linton, S. (2001). Judgment under emotional certainty and uncertainty: The effects of specific emotions on information processing. Journal of Personality and Social Psychology, 81(6), 973988.Google Scholar
Toubia, O., & Stephen, A. T. (2013). Intrinsic vs. image-related utility in social media: Why do people contribute content to Twitter? Marketing Science, 32(3), 368392.Google Scholar
Townsend, C., & Sood, S. (2012). Self-affirmation through the choice of highly aesthetic products. Journal of Consumer Research, 39(2), 415428.Google Scholar
Triandis, H. C. (1989). The self and social behavior in differing cultural contexts. Psychological Review, 96(3), 506520.Google Scholar
Twitchell, J. B. (2002). Living It Up. New York: Columbia University Press.Google Scholar
Veblen, T. (1899). The preconceptions of economic science. Quarterly Journal of Economics, 13(4), 396426.Google Scholar
Visser, P. S., Krosnick, J. A., & Simmons, J. P. (2003). Distinguishing the cognitive and behavioral consequences of attitude importance and certainty: A new approach to testing the common-factor hypothesis. Journal of Experimental Social Psychology, 39(2), 118141.Google Scholar
Vohs, K. D., Baumeister, R. F., & Ciarocco, N. J. (2005). Self-regulation and self-presentation: Regulatory resource depletion impairs impression management and effortful self-presentation depletes regulatory resources. Journal of Personality and Social Psychology, 88(4), 632657.Google Scholar
Wallendorf, M., & Arnould, E. J. (1988). “My favorite things”: A cross-cultural inquiry into object attachment, possessiveness, and social linkage. Journal of Consumer Research, 14(4), 531547.Google Scholar
Wang, J., Zhu, R. J., & Shiv, B. (2012). The lonely consumer: Loner or conformer? Journal of Consumer Research, 38(6), 11161128.Google Scholar
Ward, S. (1974). Consumer socialization. Journal of Consumer Research, 1(2), 114.Google Scholar
Wernerfelt, B. (1990). Advertising content when brand choice is a signal. Journal of Business, 63(1), 9198.Google Scholar
White, K., Argo, J. J., & Sengupta, J. (2012). Dissociative versus associative responses to social identity threat: The role of consumer self-construal. Journal of Consumer Research, 39(4), 704719.Google Scholar
White, K., & Dahl, D. W. (2006). To be or not be? The influence of dissociative reference groups on consumer preferences. Journal of Consumer Psychology, 16(4), 404414.Google Scholar
White, K., & Dahl, D. W. (2007). Are all out-groups created equal? Consumer identity and dissociative influence. Journal of Consumer Research, 34(4), 525536.Google Scholar
Wicklund, R. A., & Gollwitzer, P. M. (1981). Symbolic self-completion, attempted influence, and self-deprecation. Basic and Applied Social Psychology, 2(2), 89114.Google Scholar
Wicklund, R. A., & Gollwitzer, P. M. (1982). Symbolic Self-Completion. Hillsdale, NJ: Lawrence Erlbaum Associates.Google Scholar

Save book to Kindle

To save this book to your Kindle, first ensure coreplatform@cambridge.org is added to your Approved Personal Document E-mail List under your Personal Document Settings on the Manage Your Content and Devices page of your Amazon account. Then enter the ‘name’ part of your Kindle email address below. Find out more about saving to your Kindle.

Note you can select to save to either the @free.kindle.com or @kindle.com variations. ‘@free.kindle.com’ emails are free but can only be saved to your device when it is connected to wi-fi. ‘@kindle.com’ emails can be delivered even when you are not connected to wi-fi, but note that service fees apply.

Find out more about the Kindle Personal Document Service.

Available formats
×

Save book to Dropbox

To save content items to your account, please confirm that you agree to abide by our usage policies. If this is the first time you use this feature, you will be asked to authorise Cambridge Core to connect with your account. Find out more about saving content to Dropbox.

Available formats
×

Save book to Google Drive

To save content items to your account, please confirm that you agree to abide by our usage policies. If this is the first time you use this feature, you will be asked to authorise Cambridge Core to connect with your account. Find out more about saving content to Google Drive.

Available formats
×