I’Ll Sell That For a Dollar: How Social Status Threats Devalue One’S Possessions

David Dubois, INSEAD, France
Esta Denton, Northwestern University, USA
Derek D. Rucker, Northwestern University, USA
Status threats are proposed to reduce one’s social worth and subsequently decrease the value of one’s possessions when pricing them for sale. Several experiments demonstrate this devaluation effect, and show it is reduced for threats unrelated to one’s social status, and reversed when an owned possession helps alleviate the threat.
[ to cite ]:
David Dubois, Esta Denton, and Derek D. Rucker (2012) ,"I’Ll Sell That For a Dollar: How Social Status Threats Devalue One’S Possessions", in NA - Advances in Consumer Research Volume 40, eds. Zeynep Gürhan-Canli, Cele Otnes, and Rui (Juliet) Zhu, Duluth, MN : Association for Consumer Research, Pages: 143-147.