Money Reduces Self-Presentation and Interpersonal Likability in Novel Social Situations

Nicole L. Mead, Florida State University, USA
Roy F. Baumeister, Florida State University, USA
Self-presentation is a vital strategy used to develop and maintain interpersonal bonds. Because money reduces people’s desire for social connectedness, we hypothesized that money would reduce impression management. Experiment 1 showed that money-primed participants self-presented less than neutral-primed participants when introducing themselves to a new acquaintance. Experiment 2 showed that, compared to neutral-primed participants, money-primed participants were rated as less likable after a 5 min conversation with a new acquaintance, and that this effect was mediated by reduced friendliness among money-primed participants. Results suggest that money dampens people’s motivation to self-present in the service of forging new interpersonal bonds.
[ to cite ]:
Nicole L. Mead and Roy F. Baumeister (2009) ,"Money Reduces Self-Presentation and Interpersonal Likability in Novel Social Situations", in NA - Advances in Consumer Research Volume 36, eds. Ann L. McGill and Sharon Shavitt, Duluth, MN : Association for Consumer Research, Pages: 206-209.