Socially Excluded People Value Money For What It Can Do For Them — Restore Belongingness Or Control

Echo Wen Wan, University of Hong Kong
Zhansheng Chen, University of Hong Kong
Kathleen D. Vohs, University of Minnesota, USA
The current research proposes that social exclusion leads consumers to conceptualize money as a source of control at times, which leads them to decrease spending. This effect was predicted to reverse when the purchase offers opportunities for social connection. Five experiments tested and supported these propositions.
[ to cite ]:
Echo Wen Wan, Zhansheng Chen, and Kathleen D. Vohs (2014) ,"Socially Excluded People Value Money For What It Can Do For Them — Restore Belongingness Or Control", in NA - Advances in Consumer Research Volume 42, eds. June Cotte and Stacy Wood, Duluth, MN : Association for Consumer Research, Pages: 156-162.