Socially Positive Behaviors as Self-Handicapping

Wusik, Michael F.; Axsom, Danny

doi:10.1521/jscp.2016.35.6.494

Cited by 4 publications

(1 citation statement)

References 37 publications

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“…Self-handicapping is a self-presentational strategy wherein people build barriers that are subsequently used to explain unsuccessful or sub-optimal performance (Berglas and Jones, 1978;Jones and Berglas, 1978;Xing et al, 2018). A common strategy used by self-handicappers is the withdrawal of effort (Jones, 1989), which generally involves spending less time practicing for an activity to justify a potential failure (Wusik and Axsom, 2016). While failure that results from a lack of effort may not be viewed as a lack of ability (Jones, 1989), failure following high effort can be (Covington andOmelich, 1979a, 1979b).…”

Section: Signaling Inability In Dealing With Dissociative Threatmentioning

confidence: 99%

Dissociative threat: underperforming to distance the self from undesirable groups

Hazzouri

Carvalho

Main

2020

EJM

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Purpose This study aims to introduce the concept of dissociative threat, which is the fear of being associated with an undesirable (dissociative) group as a result of demonstrating ability in a domain that is stereotypically linked to that group. Consumers experiencing dissociative threats use inability signaling as a self-presentational strategy in which they present themselves as lacking ability in the dissociative domain. Design/methodology/approach Five experimental studies were conducted to test whether consumers experience threat in dissociative domains and to examine factors that influence this threat. Findings Results showed that dissociative threat adversely affects consumers’ performance at tasks that require using products linked to dissociative groups. Threatened participants reported intentions to perform poorly and train for a longer time in preparation for such tasks, thus signaling low ability in dissociative domains. Additionally, when participants who were experiencing dissociative threats received confirmation that they lacked ability in that domain, their performance at these tasks improved. Research limitations/implications This study expands the knowledge on strategies, including inability signaling, that consumers use to avoid being linked to dissociative groups. Practical implications The findings suggest to marketers that stereotypes that link their products to certain consumer segments can threaten other consumers. Factors that shape and alleviate this threat are identified, which may help companies who are marketing such products. Originality/value This study extends the current understanding of stereotype threat and proposes a new self-presentational strategy, that has not been documented yet in the literature (i.e. inability signaling), that consumers use to deal with the dissociative threat.

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