“Money worlds” and well-being: An integration of money dispositions, materialism and price-related behavior

Tatzel, Miriam

doi:10.1016/s0167-4870(01)00069-1

Cited by 195 publications

(149 citation statements)

References 55 publications

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“…To obtain a better differentiation of high and low price (and to prevent the groups from rating both price levels as being high), the price reduction was larger in the lowprice condition than the price increase in the high-price condition. This corresponds to findings of consumer research that showed that consumers usually have a range of acceptable prices for a product, and for certain consumer groups, it was found that their acceptable price range was below the market price (Tatzel, 2002).…”

Section: Experimental Design and Price Fixing Proceduressupporting

confidence: 83%

The influence of socio-cultural background and product value in usability testing

Sonderegger

Sauer

2013

Applied Ergonomics

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This article examines the influence of socio-cultural background and product value on different outcomes of usability tests. A study was conducted in two different socio-cultural regions, Switzerland and East Germany, which differed in a number of aspects (e.g. economic power, price sensitivity and culture). Product value (high vs. low) was varied by manipulating the price of the product. Sixty-four test participants were asked to carry out five typical user tasks in the context of coffee machine usage, measuring performance, perceived usability, and emotion. The results showed that in Switzerland, high-value products were rated higher in usability than low-value products whereas in East Germany, high-value products were evaluated lower in usability. A similar interaction effect of socio-cultural background and product value was observed for user emotion. Implications are that the outcomes of usability tests do not allow for a simple transfer across cultures and that the mediating influence of perceived product value needs to be taken into consideration.

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Section: Experimental Design and Price Fixing Proceduressupporting

confidence: 83%

The influence of socio-cultural background and product value in usability testing

Sonderegger

Sauer

2013

Applied Ergonomics

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“…Brand Referent and the Insecurity Hypothesis A brand referent assigns symbolic meanings to product labels and attributes, which represent an important platform for materialistic consumers to express their individual and social identities. Previous research finds that the materialists' predisposition towards high-status, prestigious, and global brands Tatzel, 2002) is due to their underlying psychological insecurity (Dittmar et al, 2014;Rindfleisch et al, 2009). Studies based on Western consumers regularly find that highly materialistic people tend to have lower selfesteem (Chaplin & John, 2007), greater existential insecurity (Rindfleisch et al, 2009), and less confidence in conducting social relationships (Chang & Arkin, 2002) than non-materialists.…”

Section: Price Referent and The Scarcity Hypothesismentioning

confidence: 99%

“…This is because possessing low-supply scarcity products evokes positive feelings from being envied and respected by relevant others (Belk & Pollay, 1985;Gierl & Huettl, 2010). Scarce products also invoke pricequality (Sweeney, Soutar, & Johnson, 1999) and price-prestige (Tatzel, 2002) appeal. Recognizing such pattern, firms tend to highlight and even manipulate the exclusivity of their products to tap into consumers' desire for rarity (Amaldoss & Jain, 2005).…”

Section: Price Referent and The Scarcity Hypothesismentioning

confidence: 99%

Asia’s materialists: Reconciling collectivism and materialism

2017

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Materialism has an ugly face. The dominant view of materialism regards materialists as self-prioritizing individuals who oppose collective and prosocial goals in favor of a lifestyle led by money, possessions, and status. The present research argues that there is a side of materialism that is concerned with collective-oriented interests. We examine the nature and consequences of collective-oriented materialism -the belief system that ascribes importance to possessions for their symbolic and signaling capacities to construct desirable social attributes. Drawing from cultural and consumer theories, we find considerable support that materialists espouse a collective-oriented quality to an otherwise self-oriented interest towards possessions.

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“…Research shows that "merely touching an object results in an increase in perceived ownership of that object" (Peck & Shu, 2009, p. 434). Because ownership is a heuristic for status (Tatzel, 2002;Wang & Wallendorf, 2006), customers whose feelings of ownership have been threatened through touch restrictions should be more likely to engage in acts that regain the state of ownership, and hence purchase products associated with ownership and status (for example, expensive products). In support of this notion, several compensatory consumption researchers have found a link between various self-threats and individuals' preferences for consumption of expensive high-status goods (e.g., Otterbring, Sirianni, Ringler, & Gustafsson, 2015;Rucker & Galinsky, 2009;Sivanathan & Pettit, 2010).…”

Section: H2bmentioning

confidence: 99%

Touch forbidden, consumption allowed: Counter-intuitive effects of touch restrictions on customers’ purchase behavior

Otterbring

2016

Food Quality and Preference

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PostprintThis is the accepted version of a paper published in Food Quality and Preference. This paper has been peer-reviewed but does not include the final publisher proof-corrections or journal pagination.Citation for the original published paper (version of record):Otterbring, T. (2016) Touch forbidden, consumption allowed: Counter-intuitive effects of touch restrictions on customers' purchase behavior. Food Quality and Preference AbstractIn-store events are increasingly used to provide customers with unique shopping experiences.Although recent studies indicate that such events positively influence customers' purchase intentions and store choice decisions, little is known about how customers respond to various in-store events. This paper investigates one type of in-store event that is frequently used in several food and non-food contexts. Specifically, the study investigates how an in-store product demonstration influences customers' subsequent purchase behavior depending on whether they are restricted or encouraged to touch the products being demonstrated. An initial scenario-based experiment involving 35 undergraduates aimed to examine how people intuitively think that restricting (versus encouraging) touch during an in-store product demonstration would influence their subsequent purchase behavior. A two-way ANOVA with participant gender and experimental condition as the between-subjects factors consistently showed that people hold a lay theory that restricting touch should have a negative impact on the amount of money they spend and the number of products they purchase. A second field experiment involving 126 customers in a retail store aimed to investigate whether this lay belief is consistent with customers' actual purchase behavior. Counter-intuitively, a two-way ANOVA with customer gender and experimental condition (touch restriction, touch encouragement) as the between-subjects factors revealed that restricting touch during an instore product demonstration resulted in significantly more money being spent, a larger number of products being purchased, and more expensive products being purchased. These findings show that consumer lay theory can directly contradict customers' actual purchase behavior.

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“Money worlds” and well-being: An integration of money dispositions, materialism and price-related behavior

Cited by 195 publications

References 55 publications

The influence of socio-cultural background and product value in usability testing

The influence of socio-cultural background and product value in usability testing

Asia’s materialists: Reconciling collectivism and materialism

Touch forbidden, consumption allowed: Counter-intuitive effects of touch restrictions on customers’ purchase behavior

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