The Influence of Self-Construal on Impulsive Consumption

Zhang, Yinlong; Shrum, L. J.

doi:10.1086/593687

Cited by 253 publications

(186 citation statements)

References 50 publications

(81 reference statements)

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“…Previous research, however, suggests that self-images are involved in impulsive consumption to a larger extent than in "ordinary" buying (Dittmar and Bond, 2010;Dittmar and Drury, 2000;Verplanken and Sato, 2011;Zhang and Shrum, 2009). Dittmar and colleagues argue that self-images play a role in the occurrence of impulses and desires to consume.…”

Section: #1203mentioning

confidence: 91%

Impulsive consumption and reflexive thought: Nudging ethical consumer behavior

Lades¹

2014

Journal of Economic Psychology

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The paper deals with impulsive consumption and highlights the roles that cognitive and motivational aspects of reflexive thought (namely self-control and self-image motives, respectively) play in intertemporal decisions. While self-control inhibits individuals from consuming impulsively, self-image motives can induce impulsive consumption. Based on recent neuroscientific findings about 'wanting'-'liking' dissociations, the paper presents a potential motivational mechanism underlying such impulsive consumption decisions. Utilizing the knowledge of this mechanism and acknowledging both cognitive and motivational aspects of reflexive thought, the paper expands on three libertarian paternalistic means to foster an ethical way of impulsive consumption: strengthening willpower, reducing impulsive desires to consume, and guiding impulsive behavior in ethical directions by making salient certain self-images that favor ethical consumption.

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Section: #1203mentioning

confidence: 91%

Impulsive consumption and reflexive thought: Nudging ethical consumer behavior

Lades¹

2014

Journal of Economic Psychology

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“…However, future research may examine the influence of the proposed cultural orientations on other important outcome variables such as customers' service expectations and evaluations (Parasuraman and Grewal 2000), involvement (Broderick 2007), and selfregulation (Zhang and Shrum 2009); and hitherto underexplored contexts such as inter-cultural service encounters (Sharma et al 2009) and counterfeit purchase behavior (Wilcox et al 2009). Understanding the different facets of culture and their impact on consumer behavior is clearly an evolving field and hopefully the new scale introduced in this paper will help pave the way for greater conceptual and empirical rigor in this important area.…”

Section: Limitations and Future Researchmentioning

confidence: 99%

Measuring personal cultural orientations: scale development and validation

Sharma

2009

J. of the Acad. Mark. Sci.

314

433

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Cross-cultural studies using Hofstede's national scores to operationalize his five cultural factors at an individual level suffer from ecological fallacy, and those using self-report scales treat cultural factors as unidimensional constructs and provide little or no evidence of the construct validity and measurement equivalence of these scales. This paper reconceptualizes Hofstede's five cultural factors as ten personal cultural orientations and develops a new 40-item scale to measure them. It also establishes the validity, reliability, and cross-cultural measurement equivalence of the new scale, and discusses its advantages over other scales.

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“…Interdependence, by contrast, involves the self being intertwined with social context, understood as an agent who depends on others and strives for harmony. In addition to its theoretical impact, the theory has been applied in various fields, including personality (e.g., Ashton-James, Van Baaren, Chartrand, Decety, & Karremans, 2007;Baldwin & Sinclair, 1996), organizational psychology (e.g., Bond, 1996;Brockner, De Cremer, van den Bos, & Chen, 2005;Goncalo & Staw, 2006), and consumer psychology (e.g., Ahluwalia, 2008;Zhang & Shrum, 2009 Despite the key role of self-construal in understanding the outcomes of self-related phenomena, including self-other related cognition, motivation, emotion, decision making, and information processing (Markus & Kitayama, 1991;van Baaren, Maddux, Chartrand, De Bouter, & van Knippenberg, 2003), overall understanding of self-construal itself remains limited. Partly for this reason, the theory has been subject to various critiques, centered on three issues: apparent lack of theoretical clarity, challenging empirical findings, and methodological issues regarding the measurement of self-construal.…”

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confidence: 99%

Toward a Better Understanding of Self-Construal Theory: An Agency View of the Processes of Self-Construal

Voyer

Franks

2014

Review of General Psychology

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LSE has developed LSE Research Online so that users may access research output of the School. Copyright © and Moral Rights for the papers on this site are retained by the individual authors and/or other copyright owners. Users may download and/or print one copy of any article(s) in LSE Research Online to facilitate their private study or for non-commercial research. You may not engage in further distribution of the material or use it for any profit-making activities or any commercial gain. You may freely distribute the URL (http://eprints.lse.ac.uk) of the LSE Research Online website. This document is the author's final accepted version of the journal article. There may be differences between this version and the published version. You are advised to consult the publisher's version if you wish to cite from it.Running head: SELF-CONSTRUAL THEORY: AN AGENCY VIEW This article offers a novel perspective on self-construal theory. Self-construal concerns how individuals understand who they are in relation to the broad set of cultural influences in which they live. We look at the nature and antecedents of self-construal, and characterize it as a self-process, rather than self-knowledge. Integrating work from the literature on social and evolutionary psychology, and philosophy, we suggest that the differences between independent and interdependent self-construal are best understood from a self-agency perspective. This concerns how people assess whether they are the causes of an action and, if so, whether their causal role depends on other people. We introduce and discuss the roles of three different modalities of agency involved in agency assessment: implicit (sensorimotor), intermediate (self-related affordances), and explicit (reflective) self-agency. We offer a conceptual model on how self-agency relates to power, evolutionary motivations and to social and cultural affordances, in the formation of, and interaction with, different types of dominant independent and interdependent self-construals.Keywords: self-construal, self-agency, power, social and cultural affordances, social environment, evolutionary psychologyIn 1991, Markus and Kitayama published an article that focused on a fundamental question of psychology-namely, the relationship between the individual self and the social and cultural setting. This became one of the most influential articles of the decade, referred to by Devine and Brodish (2003, p. 200) as a 'modern classic in social psychology'; it is the fourth (see Footnote 1) most cited Psychological Review paper in the web of science (Anderson, 2011). Self-construal theory's original framing-the first systematic social psychological attempt to map the relationship between culture and the self-remains powerfully insightful today.Self-construal theory introduced a new way to understand the individual consequences of cross-cultural differences, in terms of their implications for the construal of the self. Relating the debates on Eastern versus Western values to the individual level, Markus and Kitayama (...

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The Influence of Self-Construal on Impulsive Consumption

Cited by 253 publications

References 50 publications

Impulsive consumption and reflexive thought: Nudging ethical consumer behavior

Impulsive consumption and reflexive thought: Nudging ethical consumer behavior

Measuring personal cultural orientations: scale development and validation

Toward a Better Understanding of Self-Construal Theory: An Agency View of the Processes of Self-Construal

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