Does a Broken Heart Lead to an Empty Wallet? Social Exclusion Affects Impulsive Spending.
The present research tested the hypothesis that social exclusion leads to impulsive spending. Social exclusion was manipulated by giving bogus personality feedback regarding future relationships. Participants who were told they would be alone later in life were willing to pay more for products than those told they would be accident-prone later in life, as well as those told they would have rewarding relationships later in life. Obtained results were not due to differences in emotion. Thus, induced anticipation of a lonely life leads to increased willingness to spend.
Nicole Mead, Kathleen Vohs, and Roy Baumeister (2007) ,"Does a Broken Heart Lead to an Empty Wallet? Social Exclusion Affects Impulsive Spending.", in NA - Advances in Consumer Research Volume 34, eds. Gavan Fitzsimons and Vicki Morwitz, Duluth, MN : Association for Consumer Research, Pages: 411-415.
Nicole Mead, Florida State University, USA
Kathleen Vohs, University of Minnesota, USA
Roy Baumeister, Florida State University, USA
NA - Advances in Consumer Research Volume 34 | 2007
Non-normative influence of self-decided prices on product-related inferences
Sudipta Mukherjee, Virginia Tech, USA
Mario Pandelaere, Virginia Tech, USA
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yuanqiong He, Huazhong University of Science and Technology, China
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Yunlu Yin, University of Hong Kong
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