Journal of Consumer Research
Highlights from Two Years Ago
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Desire to Acquire:
Powerlessness and Compensatory Consumption
Derek D. Rucker
Adam D. Galinsky
How does power affect consumer spending propensities? By integrating literatures suggesting that (a) powerlessness is aversive, (b) status is one basis of power, and (c) products can signal status, the authors argue that low power fosters a desire to acquire products associated with status to compensate for lacking power. Supporting this compensatory hypothesis, results show that low power increased consumer willingness to pay for auction items and consumer reservation prices in negotiations but only when products were status related. The link between powerlessness and compensatory consumption has broad implications both for consumer health and well-being and for understanding the psychological state of power.
Volume 35, Number 2, August 2008, DOI: 10.1086/588569
Selected Media Mentions
United Press International
Why those in debt are willing to buy more
The Boston Globe
Surprising insights from the social sciences
ABC News
Feel Powerless? Buy Something
The Economic Times
Sense of powerlessness can trigger shopping spree: Study
EurekAlert!
The high cost of low status: Feeling powerless leads to expensive purchases
Science Daily
The High Cost Of Low Status: Feeling Powerless Leads To Expensive Purchases
Eureka! Science News
The High Cost Of Low Status: Feeling Powerless Leads To Expensive Purchases
PhysOrg.com
The high cost of low status
Thaindian News
Sense of powerlessness can trigger shopping spree: study
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The Effect of Self-Construal on Spatial Judgments
Aradhna Krishna
Rongrong Zhou
Shi Zhang
Much prior literature has focused on the effect of self-construal on social judgment. The authors highlight the role of self-construal in spatial judgments. Individuals with independent (vs. interdependent) self-construal are more prone to spatial judgment biases in tasks in which the context needs to be included in processing; they are less prone to spatial judgment biases in tasks in which the context needs to be excluded in processing. Such spatial judgment affects when self-construal is operationalized by different cultures and as a construct that shifts with situational primes.
Volume 35, Number 2, August 2008, DOI: 10.1086/588686
Selected Media Mentions
The New York Times
For Every Sales Pitch, the Right Words
Innovations Report
The language of luxury: Advertisers' language choices evoke different reactions
EurekAlert!
The language of luxury: Advertisers' language choices evoke different reactions
Science Daily
Independent Thinkers Judge Distances Differently Than Holistic Types
Eureka! Science News
Independent thinkers judge distances differently than holistic types
PhysOrg.com
Independent thinkers judge distances differently than holistic types
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The Interactive Effect of Cultural Symbols
and Human Values on Taste Evaluation
Michael W. Allen
Richa Gupta
Arnaud Monnier
Consumers assess the taste of a food or beverage by comparing the human values symbolized by the product to their human value priorities. When there is value-symbol congruency, they experience a better taste and aroma and develop a more favorable attitude and behavior intention; incongruence has the opposite effect. Participants in two taste tests were told the correct identity of a product or misinformed. Participants who endorsed the values symbolized by the product (that they thought they were tasting) evaluated the product more favorably. The implications for marketing strategy, self-congruity theory, and the assimilation effect are discussed.
Volume 35, Number 2, August 2008, DOI: 10.1086/590319
Selected Media Mentions
Los Angeles Times
Give meatless rolls -- and cheap cola -- a chance
HULIQ
Good news for veggies
EurekAlert!
Good news for veggies
Science Daily
Good News For Veggies: Personal Values Deceive Taste Buds
Eureka! Science News
Good news for veggies
PhysOrg.com
Good news for veggies: Personal values deceive taste buds
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Asian Brands and the Shaping of a Transnational Imagined Community
Julien Cayla
Giana M. Eckhardt
The authors investigate how brand managers create regional Asian brands and show how some of them are attempting to forge new webs of interconnectedness through the construction of a transnational, imagined Asian world. Some branding managers are creating regional brands that emphasize the common experience of globalization, evoke a generic, hyper-urban, and multicultural experience, and are infused with diverse cultural referents. These types of regional Asian brands contribute to the creation of an imagined Asia as urban, modern, and multicultural. Understanding this process helps to appreciate the role of branding managers in constructing markets and places.
Volume 35, Number 2, August 2008, DOI: 10.1086/587629
Selected Media Mentions
Smart Company
Don't sell Mao to the Chinese
EurekAlert!
Marketers are creating an imaginary, cross-cultural, Asian world
Eureka! Science News
Marketers are creating an imaginary, cross-cultural, Asian world
PhysOrg.com
Marketers are creating an imaginary, cross-cultural, Asian world
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Recent Update:
Reconsidering Baron and Kenny:
Myths and Truths about Mediation Analysis
Xinshu Zhao
John G. Lynch Jr.
Qimei Chen
Volume 35, Number 2, August 2008, DOI: 10.1086/588686
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http://bit.ly/aJwjv1
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