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

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