You Broke Our Contract!: Social Exclusion Differentially Influences Independent and Interdependent Consumers’ Impression Management Goal Pursuit
Four studies suggest that social exclusion (vs. inclusion) decreases interdependents’ (but not independents’) tendency to engage in impression management and motivation to purchase publicly (not privately) consumed products. These differences arise because interdependents view social exclusion as a breach of social contract, which demotivates them from pursuing impression management goals.
Jessie Wang and Ashok Lalwani (2014) ,"You Broke Our Contract!: Social Exclusion Differentially Influences Independent and Interdependent Consumers’ Impression Management Goal Pursuit", in NA - Advances in Consumer Research Volume 42, eds. June Cotte, Stacy Wood, and , Duluth, MN : Association for Consumer Research, Pages: 91-95.
Jessie Wang, Indiana University, USA
Ashok Lalwani, Indiana University, USA
NA - Advances in Consumer Research Volume 42 | 2014
B9. The Power of Self-Effacing Brand Messages: Building Trust and Increasing Brand Attitudes
Tessa Garcia-Collart, Florida International University
Jessica Rixom, University of Nevada, Reno
Green Biases: Consumer Evaluations of Renewable and Non-Renewable Energy Sources
Nathan Dhaliwal, University of British Columbia, Canada
David Hardisty, University of British Columbia, Canada
Jiaying Zhang, University of British Columbia, Canada
H9. Market Emergence: the Alignment Process of Entrepreneurs’ Socio Cognition and Consumers’ Perception of the Market
Hao Wang, University of South Florida, USA