What Motivates People to Be Materialistic? Developing a Measure of Instrumental-Terminal Materialism

Eda Gurel-Atay, Independent Scholar, USA
Joseph Sirgy, Virginia Polytechnic Institute & State University, USA
Dave Webb, University of Western Australia, Australia
Ahmet Ekici, Bilkent University, Turkey
Dong-Jin Lee, Yonsei University, South Korea
Muris Cicic, University of Sarajevo, Bosnia and Herzegovina
J. S. Johar, California State University at San Bernardino, USA
Melika Husic, University of Sarajevo, Bosnia and Herzegovina
Ibrahim Hegazy, American University in Cairo, Egypt
This paper seeks to help researchers better understand the motivation behind the high value placed on material possessions and presents a new measure of instrumental-terminal materialism that focuses on how materialism (instrumental value) motivates the attainment of three major life goals (or terminal values): happiness, social recognition, and uniqueness.
[ to cite ]:
Eda Gurel-Atay, Joseph Sirgy, Dave Webb, Ahmet Ekici, Dong-Jin Lee, Muris Cicic, J. S. Johar, Melika Husic, and Ibrahim Hegazy (2014) ,"What Motivates People to Be Materialistic? Developing a Measure of Instrumental-Terminal Materialism", in NA - Advances in Consumer Research Volume 42, eds. June Cotte and Stacy Wood, Duluth, MN : Association for Consumer Research, Pages: 502-503.