The Hidden Cost of Conspicuous Consumption For Job Applicants

This research shows that job applicants are less likely to be hired when they conspicuously consume because they are seen as having lower need for the job and therefore less motivated to work hard. The effect is mitigated when the job is high-status and when applicants’ high motivation is signaled.


Charlene Y Chen, Andy J Yap, and Stefan J Thau (2020) ,"The Hidden Cost of Conspicuous Consumption For Job Applicants", in NA - Advances in Consumer Research Volume 48, eds. Jennifer Argo, Tina M. Lowrey, and Hope Jensen Schau, Duluth, MN : Association for Consumer Research, Pages: 275-277.


Charlene Y Chen, Nanyang Technological University, Singapore
Andy J Yap, INSEAD, Singapore
Stefan J Thau, INSEAD, Singapore


NA - Advances in Consumer Research Volume 48 | 2020

Share Proceeding

Featured papers

See More


Non-normative influence of self-decided prices on product-related inferences

Sudipta Mukherjee, Virginia Tech, USA
Mario Pandelaere, Virginia Tech, USA

Read More


L9. To Save Face or Follow My Heart: Salesperson’s Inquiries of In-Group Identity on Consumers’ Purchase

Lingru Wei, Tencent Holdings Limited
Jooyoung Park, Peking University

Read More


Does It Pay to Be Virtuous? Examining Whether and Why Firms Benefit From Their CSR Initiatives

Dionne A Nickerson, Georgia Tech, USA
Michael Lowe, Georgia Tech, USA
Adithya Pattabhiramaiah, Georgia Tech, 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.