Consumer Reactions to Attractive Service Providers: Approach or Avoid?

Wan, Lisa C.; Wyer, Robert S.

doi:10.1093/jcr/ucv044

Cited by 39 publications

(62 citation statements)

References 56 publications

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“…Consumers may also seek to purchase potentially embarrassing products from salespeople who are of similar age and gender, and whom they find to be less attractive. In one study, Wan and Wyer () ask female participants to test a thermal waist belt. Each of the participants is placed in a room where she can try on the waist belt and also see some advertising posters about the product.…”

Section: Coping With Consumer Embarrassmentmentioning

confidence: 99%

A Review of Consumer Embarrassment as a Public and Private Emotion

Krishna

Herd²,

Aydinoglu

2019

J Consum Psychol

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Whether the result of mispronouncing a fancy brand name, miscalculating a tip, purchasing a sensitive product, or stumbling into a product display, embarrassment is an important part of the consumer landscape. Embarrassment has traditionally been considered a social emotion, one that can only be experienced in public. In this paper, we offer a comprehensive review of consumer embarrassment and consider situations in which embarrassment can affect consumer behavior in both public and private contexts. We define embarrassment using this broader conceptualization and outline the transgressions that might trigger embarrassment in consumption contexts. We also discuss the diverse implications of embarrassment for consumer behavior, and review the strategies that both consumers and practitioners can use to mitigate embarrassment and its negative consequences. We hope this framework will stimulate new research on consumer embarrassment in both public and private contexts.

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Section: Coping With Consumer Embarrassmentmentioning

confidence: 99%

A Review of Consumer Embarrassment as a Public and Private Emotion

Krishna

Herd²,

Aydinoglu

2019

J Consum Psychol

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“…Although consumers are generally motivated to signal positive images to others, the way they signal might differ depending on individual differences, such as gender (e.g., Wan & Wyer, ). For example, men are highly concerned with signaling status and wealth to others.…”

Section: Three Types Of Social Influencementioning

confidence: 99%

A contemporary review of three types of social influence in consumer psychology

Argo

2019

Consumer Psychology Review

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This review synthesizes the social presence literature that has been conducted in consumer psychology over the past decade. It provides a framework for understanding the impact of other buyers and salespeople on a consumer's thoughts, feelings, and behaviors. The review is structured around three types of social influence: utilitarian, valueexpressive, and informational. Examples of how recent research has explored each type of influence are provided. In addition to integrating the work that has previously been conducted, this review also highlights future research directions for advancing the field's understanding of the role and impact of a social presence on consumers.

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“…In this case, high-power individuals may engage in prosocial behavior. The two-component model of impression management [60] demonstrates that impression management involves two components: impression motivation and impression construction, both of which have been discussed in consumer research [61]. Impression motivation refers to the psychological motivation to maintain a positive impression and avoid a negative impression [62].…”

Section: Moderating Effect Of Impression Management Motivationmentioning

confidence: 99%

The Influence of High–Low Power on Green Consumption: The Moderating Effect of Impression Management Motivation

Zhang

Deng

2019

Sustainability

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The importance of sustainable development has reached a consensus. Green consumption, as the final link of consumer behavior, can help green production activities make a real difference and achieve sustainable development. Based on the Agentic-Communal Model, this paper explores the relationship between power and green consumption through three experiments. The results showed that low-power (vs. high-power) consumers, who are more dependent on others, are likely to facilitate and encourage a communal orientation towards one's environment. These consumers pay more attention to others and may have a preference for green consumption. Self-concern plays a mediating role in this mechanism. However, when individuals have a strong impression management motivation, the difference in their willingness toward green consumption will disappear. In other words, both lower-power and high-power consumers are more willing to purchase green products. This paper helps to deepen the understanding of the psychological mechanisms underlying green consumption and also provides practical implications for firms' green marketing strategies.Sustainability 2019, 11, 4287 According to Baron and Kenny [71], in order to test the moderated mediating role of self-concern, 413 green consumption was regressed on the power and impression management motivation. The results 414 indicated that the interaction of power and impression management motivation was a significant 415 independent variable of green consumption with power, impression management motivation, and 416 power × impression management motivation as the independent variable (β = 0.18, p < 0.01). The 417interaction was also a significant independent variable of self-concern with power, impression 418 management motivation, and power × impression management motivation as the independent 419 variable (β = −0.09, p < 0.05). In addition, power × impression management motivation was also a 420 significant independent variable of green consumption with power, impression management 421 motivation, power × impression management motivation, and self-concern as the independent 422 variable (β = 0.15, p < 0.05). 423A bootstrapping analysis was used to test the moderated mediating role of self-concern. The 424 bootstrap mediating variable test was performed with reference to the mediation analysis model of 425 categorical variables proposed by Hayes (Model 8, n = 5000 samples) [72]. Under a 95% confidence 426 level, a consumer's self-concern was found to mediate the influence of power on green consumption. 427The results showed that the indirect effect (LLCI = 0. 0025 and ULCI = 0. 2411) does not contain 0. 428Furthermore, under weak impression management motivation, the mediating effect of a consumer's 429 self-concern was positive and significant (LLCI = −0.3649, ULCI = −0.1354). Under the strong 430 impression management motivation, the mediating effect of a consumer's self-concern was positive 431 and significant (LLCI = −0.2495, ULCI = −0.0457). 432 7. Conclusions and Discussion 433 7.1. Conc...

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Consumer Reactions to Attractive Service Providers: Approach or Avoid?

Cited by 39 publications

References 56 publications

A Review of Consumer Embarrassment as a Public and Private Emotion

A Review of Consumer Embarrassment as a Public and Private Emotion

A contemporary review of three types of social influence in consumer psychology

The Influence of High–Low Power on Green Consumption: The Moderating Effect of Impression Management Motivation

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