Getting Ahead of the Joneses: When Equality Increases Conspicuous Consumption Among Bottom-Tier Consumers

Ordabayeva, Nailya; Chandon, Pierre

doi:10.2139/ssrn.1702189

Cited by 50 publications

(70 citation statements)

References 50 publications

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“…The marketing literature has yet to scratch the surface on the role that pride plays in social consumption. This is not to ignore the literature on conspicuous consumption (Ordabayeva and Chandon 2011) but to suggest that the motivational nature of the emotion itself-as opposed to the behaviors it engenders-deserves closer scrutiny. Indeed, it would be tempting to suggest that the effects observed in this article could simply be explained by affect.…”

Section: Discussionmentioning

confidence: 99%

Money Isn’t Everything, but It Helps If It Doesn’t Look Used: How the Physical Appearance of Money Influences Spending

Muro¹,

Noseworthy²

2012

Journal of Consumer Research

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Despite evidence that currency denomination can influence spending, researchers have yet to examine whether the physical appearance of money can do the same. This is important because smaller denomination bills tend to suffer greater wear than larger denomination bills. Using real money in the context of real purchases, this article demonstrates that the physical appearance of money can override the influence of denomination. The reason being, people want to rid themselves of worn bills because they are disgusted by the contamination from others, whereas people put a premium on crisp currency because they take pride in owning bills that can be spent around others. This suggests that the physical appearance of money matters more than traditionally thought, and like most things in life, it too is inextricably linked to the social context. The results suggest that money may be less fungible than people think.

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Section: Discussionmentioning

confidence: 99%

Money Isn’t Everything, but It Helps If It Doesn’t Look Used: How the Physical Appearance of Money Influences Spending

Muro¹,

Noseworthy²

2012

Journal of Consumer Research

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“…First, we know that the negative long-term consequences of indulgence impact consumers in a number of ways, as reflected in consumer overspending (Baumeister 2002), weight gain and obesity (Sharpe, Staelin, and Huber 2008;Wang and Beydoun 2007), superfluous materialism (Ordabayeva and Chandon 2011), and addiction (Grant et al 2010). Second, consumers know they are susceptible to the negative consequences of indulgence (Cochran and Tesser 1996;Polivy and Herman 1985).…”

Section: Sadness and A Hedonic Eating Goalmentioning

confidence: 99%

Hedonic Eating Goals and Emotion: When Sadness Decreases the Desire to Indulge

Salerno

Laran²,

Janiszewski

2014

J Consum Res

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This article uses the functionalist perspective of emotion to demonstrate that the influence of sadness on indulgent consumption depends on the presence of a hedonic eating goal. Sadness heightens a person's sensitivity to the potentially harmful consequences of indulgent consumption, which decreases indulgence when a hedonic eating goal is salient. As sadness is often associated with a loss, this protective function is geared toward preventing future losses. The execution of this function is mitigated by feelings of safety, a counterforce to concerns about the harmful consequences of goal pursuit. Alternatively, when a hedonic eating goal is not salient, or a salient goal does not have harmful consequences, sadness results in emotion regulation (i.e., indulging as a means of feeling better). This conceptualization and findings show that the effects of emotions on indulgent consumption can be goal-dependent, and that emotions can aid consumers in the balancing of long-term goals and well-being.A number of models explain how people pursue goals (goal systems theory, Kruglanski et al. 2002; regulatory focus theory, Higgins, Shah, and Friedman 1997; testoperate-test-exit, Miller, Galanter, and Pribram 1960; goal setting theory, Locke and Latham 1990). These models have been used to gain insight into factors that moderate goal pursuit, including goal accessibility (

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“…The non-VIPs (M = 6.98) were also more likely to return another time if they had access to the VIP room on their next visit than the VIPs (M = 6.32), compared to those who had already experienced the VIP room. Also known as "keeping up with the Joneses" (Ordabayeva & Chandon, 2011), those who observed others receiving the VIP experience (upward social comparison) were more motivated to gain that membership in the future. Note that satisfaction of the control group (in which there was no mention of the VIP room) was not significantly different from satisfaction of those who received the VIP experience (F(1, 402) = .013, p = .91).…”

Section: Resultsmentioning

confidence: 99%

“…In line with prior research (Ordabayeva & Chandon, 2011), we define status as one's relative position in a social group. Being designated as a VIP allows individuals to belong to a group of high status and, at the same time, gain optimal distinctiveness from those of less status.…”

Section: Social Comparison In the Vip Experiencementioning

confidence: 99%

Let them all eat cake: Providing VIP services without the cost of exclusion for non-VIP customers

Fombelle

Sirianni

Goldstein

et al. 2015

Journal of Business Research

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Getting Ahead of the Joneses: When Equality Increases Conspicuous Consumption Among Bottom-Tier Consumers

Cited by 50 publications

References 50 publications

Money Isn’t Everything, but It Helps If It Doesn’t Look Used: How the Physical Appearance of Money Influences Spending

Money Isn’t Everything, but It Helps If It Doesn’t Look Used: How the Physical Appearance of Money Influences Spending

Hedonic Eating Goals and Emotion: When Sadness Decreases the Desire to Indulge

Let them all eat cake: Providing VIP services without the cost of exclusion for non-VIP customers

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