Competitive Mindset: Does Scarcity Call For Selfishness?

We show that priming the concept of scarcity activates a competitive mindset, which affects subsequent judgments and behaviors by motivating people to pursue self-focused goals. These predictions are tested across five studies, which provide novel insights into the psychology of scarcity and its effects on consumer judgment and decision making.



Citation:

Caroline Roux, Kelly Goldsmith, and Andrea Bonezzi (2013) ,"Competitive Mindset: Does Scarcity Call For Selfishness?", in NA - Advances in Consumer Research Volume 41, eds. Simona Botti and Aparna Labroo, Duluth, MN : Association for Consumer Research, Pages: .

Authors

Caroline Roux, Northwestern University, USA
Kelly Goldsmith, Northwestern University, USA
Andrea Bonezzi, New York University, USA



Volume

NA - Advances in Consumer Research Volume 41 | 2013



Share Proceeding

Featured papers

See More

Featured

Corporate Social Responsibility and Dishonest Consumer Behavior

In-Hye Kang, University of Maryland, USA
Amna Kirmani, University of Maryland, USA

Read More

Featured

Attention to missing information: The effect of novel disclosure methods

Nikolos M Gurney, Carnegie Mellon University, USA
George Loewenstein, Carnegie Mellon University, USA

Read More

Featured

How the Voice Persuades

Alex Van Zant, Rutgers University, USA
Jonah Berger, University of Pennsylvania, USA

Read More

Engage with Us

Becoming an Association for Consumer Research member is simple. Membership in ACR is relatively inexpensive, but brings significant benefits to its members.