Reminders of Money Elicit Feelings of Threat and Reactance in Response to Social Influence
AbstractWhen consumers are reminded of money, do they conform, shrug off, or react against others’ attempts to influence them? Prior research on reminders of money suggests that either of the last two outcomes is probable. The current research proposed that the self-sufficient motivation induced by money reminders causes consumers to perceive social influences as threats to their autonomy. We predicted that consumers reminded of money would deviate from social influence, an effect that would be caused by feeling threatened. Across three experiments, money-primed participants behaved opposite to the source of influence, displaying reactance stemming from heightened feelings of threat. However, this reactance response was eliminated when money-primed participants were not personally invested in a decision; consequently, they showed indifference in the face of social influence. Hence, reminders of money boost the motivation to be autonomous and sensitize consumers to potential constraints on their personal decision-making freedom.
Download InfoIf you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
Bibliographic InfoArticle provided by University of Chicago Press in its journal Journal of Consumer Research.
Volume (Year): 38 (2012)
Issue (Month): 6 ()
Pages: 1030 - 1046
Contact details of provider:
Web page: http://www.journals.uchicago.edu/JCR/
You can help add them by filling out this form.
CitEc Project, subscribe to its RSS feed for this item.
- Kouchaki, Maryam & Smith-Crowe, Kristin & Brief, Arthur P. & Sousa, Carlos, 2013. "Seeing green: Mere exposure to money triggers a business decision frame and unethical outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 121(1), pages 53-61.
- Gasiorowska, Agata & Zaleskiewicz, Tomasz & Wygrab, Sandra, 2012. "Would you do something for me? The effects of money activation on social preferences and social behavior in young children," Journal of Economic Psychology, Elsevier, vol. 33(3), pages 603-608.
- Gasiorowska, Agata, 2012.
"Psychologiczne skutki aktywacji idei pieniędzy a obdarowywanie bliskich
[The psychological consequences of mere exposure to money and gift-giving]," MPRA Paper 48170, University Library of Munich, Germany.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Journals Division).
If references are entirely missing, you can add them using this form.