适度
偏爱
消费(社会学)
采购
心理学
领域(数学分析)
感知控制
社会心理学
业务
营销
经济
微观经济学
社会学
社会科学
数学分析
数学
作者
Yaming Wang,Xingyuan Wang,Haipeng Chen,Qiang Ouyang
标识
DOI:10.1016/j.jbusres.2023.114400
摘要
Negative psychological experiences, such as exposure to a status threat, are an important driver of consumer behavior. While existing literature has overwhelmingly argued that consumers endeavor to cope with a status threat via compensatory consumption (i.e., purchasing status-related or hedonic products), other studies have demonstrated that consumers who perceive the threat as controllable tend to resort to adaptive consumption (i.e., within-domain self-improvement products). The current research proposes that perceived loss of control stemming from a status threat leads to consumers' preference for cross-domain self-improvement products. Further, trade-off beliefs moderate the effect of status threat on perceived loss of control, which in turn predicts preference for cross-domain self-improvement products. These findings contribute to the theorization of status threat and cross-domain self-improvement products and provide significant practical implications for marketers.
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