What makes people choose within-domain versus across-domain compensation following a self-threat? The role of self-verification motives

References

• Atalay, A. S., & Meloy, M. G. (2011). Retail therapy: A strategic effort to improve mood. Psychology & Marketing, 28(6), 638–659.
   Web of Science ®Google Scholar
• Baumeister, R. F., Hamilton, J. C., & Tice, D. M. (1985). Public versus private expectancy of success: Confidence booster or performance pressure? Journal of Personality and Social Psychology, 48(6), 1447–1457.
   Web of Science ®Google Scholar
• Berger, J., & Heath, C. (2007). Where consumers diverge from others: Identity signaling and product domains. Journal of Consumer Research, 34(2), 121–134.
   Web of Science ®Google Scholar
• Boucher, H. C., Bloch, T., & Pelletier, A. (2016). Fluid compensation following threats to self-concept clarity. Self and Identity, 15(2), 152–172.
   Web of Science ®Google Scholar
• Brooks, M. L., Swann, W. B., Jr, & Mehta, P. H. (2011). Reasserting the self: Blocking self-verifying behavior triggers compensatory self-verification. Self and Identity, 10(1), 77–84.
   Web of Science ®Google Scholar
• Cable, D. M., & Kay, V. S. (2012). Striving for self-verification during organizational entry. Academy of Management Journal, 55(2), 360–380.
   Web of Science ®Google Scholar
• Cutright, K. M. (2012). The beauty of boundaries: When and why we seek structure in consumption. Journal of Consumer Research, 38(5), 775–790.
   Web of Science ®Google Scholar
• Dhar, R., & Wertenbroch, K. (2012). Self-signaling and the costs and benefits of temptation in consumer choice. Journal of Marketing Research, 49(1), 15–25.
   Web of Science ®Google Scholar
• Diener, E., & Diener, C. (1996). Most people are happy. Psychological Science, 7(3), 181–185.
   Web of Science ®Google Scholar
• Farrow, T. F., Burgess, J., Wilkinson, I. D., & Hunter, M. D. (2015). Neural correlates of self-deception and impression-management. Neuropsychologia, 67, 159–174.
   PubMed Web of Science ®Google Scholar
• Gao, L., Wheeler, S. C., & Shiv, B. (2008). The “shaken self”: Product choices as a means of restoring self-view confidence. Journal of Consumer Research, 36(1), 29–38.
   Web of Science ®Google Scholar
• Gino, F., Norton, M. I., & Ariely, D. (2010). The counterfeit self: The deceptive costs of faking it. Psychological Science, 21(5), 712–720.
   PubMed Web of Science ®Google Scholar
• Gómez, A., Seyle, D. C., Huici, C., & Swann, W. B., Jr. (2009). Can self-verification strivings fully transcend the self–Other barrier? Seeking verification of ingroup identities. Journal of Personality and Social Psychology, 97(6), 1021–1044.
   PubMed Web of Science ®Google Scholar
• Hayes, A. F. (2013). Introduction to mediation, moderation, and conditional process analysis: A regression-based approach. New York, NY: Guilford Press.
   Google Scholar
• Higgins, E. T. (1987). Self-discrepancy: A theory relating self and affect. Psychological Review, 94(3), 319–340.
   PubMed Web of Science ®Google Scholar
• Hoegg, J., Scott, M. L., Morales, A. C., & Dahl, D. W. (2014). The flip side of vanity sizing: How consumers respond to and compensate for larger than expected clothing sizes. Journal of Consumer Psychology, 24(1), 70–78.
   Web of Science ®Google Scholar
• Kim, S., & Rucker, D. D. (2012). Bracing for the psychological storm: Proactive versus reactive compensatory consumption. Journal of Consumer Research, 39(4), 815–830.
   Web of Science ®Google Scholar
• Koles, B., Wells, V., & Tadajewski, M. (2018). Compensatory consumption and consumer compromises: A state-of-the-art review. Journal of Marketing Management, 34(1–2), 96–133.
   Web of Science ®Google Scholar
• Kraus, M. W., & Chen, S. (2009). Striving to be known by significant others: Automatic activation of self-verification goals in relationship contexts. Journal of Personality and Social Psychology, 97(1), 58–73.
   PubMed Web of Science ®Google Scholar
• Kraus, M. W., & Chen, S. (2014). Relational self-verification through self-presentation: Implications for perceptions of one’s honesty and authenticity. Self and Identity, 13(1), 45–57.
   Web of Science ®Google Scholar
• Kwang, T., & Swann, Jr, W. (2010). Do people embrace praise even when they feel unworthy? A review of critical tests of self-enhancement versus self-verification. Personality and Social Psychology Review, 14(3), 263–280.
   PubMed Web of Science ®Google Scholar
• Leary, M. R. (2007). Motivational and emotional aspects of the self. Annual Review of Psychology, 58, 317–344.
   PubMed Web of Science ®Google Scholar
• Levav, J., & Zhu, R. (2009). Seeking freedom through variety. Journal of Consumer Research, 36(4), 600–610.
   Web of Science ®Google Scholar
• Levy, S. R., Stroessner, S. J., & Dweck, C. S. (1998). Stereotype formation and endorsement: The role of implicit theories. Journal of Personality and Social Psychology, 74(6), 1421–1436.
   Web of Science ®Google Scholar
• Lisjak, M., Bonezzi, A., Kim, S., & Rucker, D. D. (2014). Perils of compensatory consumption: Within-domain compensation undermines subsequent self-regulation. Journal of Consumer Research, 41(5), 1186–1203.
   Web of Science ®Google Scholar
• Mandel, N., Rucker, D. D., Levav, J., & Galinsky, A. D. (2017). The compensatory consumer behavior model: How self-discrepancies drive consumer behavior. Journal of Consumer Psychology, 27(1), 133–146.
   Web of Science ®Google Scholar
• Martens, A., Johns, M., Greenberg, J., & Schimel, J. (2006). Combating stereotype threat: The effect of self-affirmation on women’s intellectual performance. Journal of Experimental Social Psychology, 42(2), 236–243.
   Web of Science ®Google Scholar
• Rick, S. I., Pereira, B., & Burson, K. A. (2014). The benefits of retail therapy: Making purchase decisions reduces residual sadness. Journal of Consumer Psychology, 24(3), 373–380.
   Web of Science ®Google Scholar
• Rucker, D. D., & Galinsky, A. D. (2008). Desire to acquire: Powerlessness and compensatory consumption. Journal of Consumer Research, 35(2), 257–267.
   Web of Science ®Google Scholar
• Sedikides, C. (1993). Assessment, enhancement, and verification determinants of the self-evaluation process. Journal of Personality and Social Psychology, 65(2), 317–338.
   Web of Science ®Google Scholar
• Shadish, W. R., Cook, T. D., & Campbell, D. T. (2002). Experimental and quasi-experimental designs for generalized causal inference/William R. Shedish, Thomas D. Cook, Donald T. Campbell. Boston: Houghton Mifflin.
   Google Scholar
• Sharma, E., & Alter, A. L. (2012). Financial deprivation prompts consumers to seek scarce goods. Journal of Consumer Research, 39(3), 545–560.
   Web of Science ®Google Scholar
• Shrum, L. J., Lowrey, T. M., Pandelaere, M., Ruvio, A. A., Gentina, E., Furchheim, P., … Nairn, A. (2014). Materialism: The good, the bad, and the ugly. Journal of Marketing Management, 30(17–18), 1858–1881.
   Google Scholar
• Sobol, K., & Darke, P. R. (2014). “I’d like to be that attractive, but at least I’m smart”: How exposure to ideal advertising models motivates improved decision-making. Journal of Consumer Psychology, 24(4), 533–540.
   Web of Science ®Google Scholar
• Swann, W. B. (1987). Identity negotiation: Where two roads meet. Journal of Personality and Social Psychology, 53(6), 1038–1051.
   PubMed Web of Science ®Google Scholar
• Swann, W. B., Jr, De La Ronde, C., & Hixon, J. G. (1994). Authenticity and positivity strivings in marriage and courtship. Journal of Personality and Social Psychology, 66(5), 857–869.
   PubMed Web of Science ®Google Scholar
• Swann, W. B., & Read, S. J. (1981). Acquiring self-knowledge: The search for feedback that fits. Journal of Personality and Social Psychology, 41(6), 1119–1128.
   Web of Science ®Google Scholar
• Swann, W. B., Jr,, Rentfrow, P. J., & Guinn, J. S. (2003). Self-verification: The search for coherence. In M. R. Leary & J. Price Tangney (Eds.), Handbook of self and identity (pp. 367–383). New York, NY: The Guilford Press.
   Google Scholar
• Swann, W. B. Jr, & Brooks, M. (2012). Why threats trigger compensatory reactions: The need for coherence and quest for self-verification. Social Cognition, 30(6), 758–777.
   Web of Science ®Google Scholar
• Taylor, S. E., & Brown, J. D. (1988). Illusion and well-being: A social psychological perspective on mental health. Psychological Bulletin, 103(2), 193–210.
   PubMed Web of Science ®Google Scholar
• Vázquez, A., Gómez, Á., & Swann, W. B. (2018). You just don’t get us! Positive, but non-verifying, evaluations foster prejudice and discrimination. Social Psychology, 49(4), 231–242.
   Google Scholar
• Wiesenfeld, B. M., Swann, W. B., Brockner, J., & Bartel, C. A. (2007). Is more fairness always preferred? Self-esteem moderates reactions to procedural justice. Academy of Management Journal, 50(5), 1235–1253.
   Web of Science ®Google Scholar
• Xu, E., Huang, X., & Robinson, S. L. (2017). When self-view is at stake: Responses to ostracism through the lens of self-verification theory. Journal of Management, 43(7), 2281–2302.
   Web of Science ®Google Scholar
• Zhou, J., & George, J. M. (2001). When job dissatisfaction leads to creativity: Encouraging the expression of voice. Academy of Management Journal, 44(4), 682–696.
   Web of Science ®Google Scholar