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- Publisher Website: 10.1086/674197
- Scopus: eid_2-s2.0-84897714094
- WOS: WOS:000332474500007
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Article: To Be or Not To Be Unique? The Effects of Social Exclusion on Consumer Choice
Title | To Be or Not To Be Unique? The Effects of Social Exclusion on Consumer Choice |
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Authors | |
Issue Date | 2014 |
Publisher | Oxford University Press. The Journal's web site is located at http://jcr.oxfordjournals.org/ |
Citation | Journal of Consumer Research, 2014, v. 40 n. 6, p. 1109-1122 How to Cite? |
Abstract | This research proposes that after an experience of being excluded, consumers may strategically choose products to differentiate themselves from the majority of others as a result of their appraisal of the exclusion situation. Experiments 1 and 2 show that when excluded individuals perceive that the cause of social exclusion is stable (vs. unstable), they exhibit greater preference for distinctive products than do included individuals. Experiment 3 documents that excluded individuals prefer distinctive products when their self-view is enhanced through self-affirmation. Moreover, these effects are driven by a strengthened perception of uniqueness. Theoretical and practical implications are discussed. |
Persistent Identifier | http://hdl.handle.net/10722/217305 |
ISSN | 2023 Impact Factor: 5.7 2023 SCImago Journal Rankings: 5.428 |
ISI Accession Number ID |
DC Field | Value | Language |
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dc.contributor.author | Wan, WE | - |
dc.contributor.author | Xu, J | - |
dc.contributor.author | Ding, Y | - |
dc.date.accessioned | 2015-09-18T05:55:30Z | - |
dc.date.available | 2015-09-18T05:55:30Z | - |
dc.date.issued | 2014 | - |
dc.identifier.citation | Journal of Consumer Research, 2014, v. 40 n. 6, p. 1109-1122 | - |
dc.identifier.issn | 0093-5301 | - |
dc.identifier.uri | http://hdl.handle.net/10722/217305 | - |
dc.description.abstract | This research proposes that after an experience of being excluded, consumers may strategically choose products to differentiate themselves from the majority of others as a result of their appraisal of the exclusion situation. Experiments 1 and 2 show that when excluded individuals perceive that the cause of social exclusion is stable (vs. unstable), they exhibit greater preference for distinctive products than do included individuals. Experiment 3 documents that excluded individuals prefer distinctive products when their self-view is enhanced through self-affirmation. Moreover, these effects are driven by a strengthened perception of uniqueness. Theoretical and practical implications are discussed. | - |
dc.language | eng | - |
dc.publisher | Oxford University Press. The Journal's web site is located at http://jcr.oxfordjournals.org/ | - |
dc.relation.ispartof | Journal of Consumer Research | - |
dc.title | To Be or Not To Be Unique? The Effects of Social Exclusion on Consumer Choice | - |
dc.type | Article | - |
dc.identifier.email | Wan, WE: ewan@business.hku.hk | - |
dc.identifier.authority | Wan, WE=rp01105 | - |
dc.identifier.doi | 10.1086/674197 | - |
dc.identifier.scopus | eid_2-s2.0-84897714094 | - |
dc.identifier.hkuros | 250374 | - |
dc.identifier.volume | 40 | - |
dc.identifier.issue | 6 | - |
dc.identifier.spage | 1109 | - |
dc.identifier.epage | 1122 | - |
dc.identifier.isi | WOS:000332474500007 | - |
dc.publisher.place | United Kingdom | - |
dc.identifier.issnl | 0093-5301 | - |