535
Views
0
CrossRef citations to date
0
Altmetric
Articles

Consumers’ preference for brand prominence in the context of identity-based consumption for self versus for others: The role of self-construal

ORCID Icon &
Pages 530-553 | Received 28 Aug 2021, Accepted 04 Nov 2021, Published online: 02 Feb 2022

References

  • Agrawal, N., & Maheswaran, D. (2005). The effects of self-construal and commitment on persuasion. Journal of Consumer Research, 31(4), 841–849. https://doi.org/10.1086/426620
  • Baghi, I., & Gabrielli, V. (2018). Brand prominence in cause-related marketing: Luxury versus non-luxury. Journal of Product & Brand Management, 27(6), 716–731. https://doi.org/10.1108/JPBM-07-2017-1512
  • Baskin, E., Wakslak, C. J., Trope, Y., & Novemsky, N. (2014). Why feasibility matters more to gift receivers than to givers: A construal-level approach to gift giving. Journal of Consumer Research, 41(1), 169–182. https://doi.org/10.1086/675737
  • Belk, R. W. (1988). Possessions and the extended self. Journal of Consumer Research, 15(2), 139–168. https://doi.org/10.1086/209154
  • Berger, J. A., & Heath, C. (2007). Where consumers diverge from others: Identity signaling and product domains. Journal of Consumer Research, 34(2), 121–134. https://doi.org/10.1086/519142
  • Berger, J. A., & Ward, M. (2010). Subtle signals of inconspicuous consumption. Journal of Consumer Research, 37(4), 555–569. https://doi.org/10.1086/655445
  • Bian, Q., & Forsythe, S. (2012). Purchase intention for luxury brands: A cross cultural comparison. Journal of Business Research, 65(10), 1443–1451. https://doi.org/10.1016/j.jbusres.2011.10.010
  • Bourdieu, P. (1984). Distinction: A Social Critique of the Judgment of Taste. Harvard University Press.
  • Brewer, M. B., & Gardner, W. (1996). Who is this “We”? Levels of collective identity and self representations. Journal of Personality and Social Psychology, 71(1), 83–93. https://doi.org/10.1037/0022-3514.71.1.83
  • Butcher, L., Phau, I., & Teah, M. (2016). Brand prominence in luxury consumption: Will emotional value adjudicate our longing for status? Journal of Brand Management, 23(6), 701–715. https://doi.org/10.1057/s41262-016-0010-8
  • Chan, C., Berger, J., & Van Boven, L. (2012). Identifiable but not identical: Combining social identity and uniqueness motives in choice. Journal of Consumer Research, 39(3), 561–573. https://doi.org/10.1086/664804
  • Chattaraman, V., Lennon, S. J., & Rudd, N. A. (2010). Social identity salience: Effects on identity-based brand choices of Hispanic consumers. Psychology and Marketing, 27(3), 263–284. https://doi.org/10.1002/mar.20331
  • Chen, B., & Marcus, J. (2012). Students’ self-presentation on Facebook: An examination of personality and self-construal factors. Computers in Human Behavior, 28(6), 2091–2099. https://doi.org/10.1016/j.chb.2012.06.013
  • Cooper, D., & Thatcher, S. M. (2010). Identification in organizations: The role of self-concept orientations and identification motives. The Academy of Management Review, 35(4), 516–538 https://www.jstor.org/stable/29765003.
  • Deaux, K. (1992). Personalizing identity and socializing self. In G. M. Breakwell (Ed.), Social psychology of identity and the self-concept (pp. 9–33). Surry University Press.
  • Dermody, J., Koenig-Lewis, N., Zhao, A. L., & Hanmer-Lloyd, S. (2018). Appraising the influence of pro-environmental self-identity on sustainable consumption buying and curtailment in emerging markets: Evidence from China and Poland. Journal of Business Research, 86, 333–343. https://doi.org/10.1016/j.jbusres.2017.09.041
  • Escalas, J. E., & Bettman, J. R. (2005). Self-construal, reference groups, and brand meaning. Journal of Consumer Research, 32(3), 378–389. https://doi.org/10.1086/497549
  • Forehand, M. R., Deshpande, R., & Reed, A., II. (2002). Identity salience and the influence of differential activation of the social self-schema on advertising response. Journal of Applied Psychology, 87(6), 1086–1099. https://doi.org/10.1037/0021-9010.87.6.1086
  • Guo, Y., & Du, J. (2009). Formation mechanism of consumer decision based on social identity. Chinese Journal of Marketing Science, 5(2), 31–42 https://d.wanfangdata.com.cn/periodical/ChlQZXJpb2RpY2FsQ0hJTmV3UzIwMjExMTMwEhdRS1YyMDA5MjAxODAxMTcwMDIzNDkzOBoIcjNwYTFkdmg%3D.
  • Han, Y. J., Nunes, J. C., & Drèze, X. (2010). Signaling status with luxury goods: The role of brand prominence. Journal of Marketing, 74(4), 15–30. https://doi.org/10.1509/jmkg.74.4.015
  • Hofmann, V., Schwayer, L. M., Stokburger-Sauer, N. E., & Wanisch, A. T. (2021). Consumers’ self-construal: Measurement and relevance for social media communication success. Journal of Consumer Behaviour, 20(4), 959–979. https://doi.org/10.1002/cb.1927
  • Hofstede, G. H., & Hofstede, G. (2001). Culture’s consequences: Comparing values, behaviors, institutions, and organizations across nations. Sage.
  • Hogg, M. A. (1993). Group cohesiveness: A critical review and some new directions. European Review of Social Psychology, 4(1), 85–111. https://doi.org/10.1080/14792779343000031
  • Holland, R. W., Roeder, U., van Baaren, R. B., Brandt, A. C., & Hannover, B. (2004). Don’t stand so close to me: The effects of self-construal on interpersonal closeness. Psychological Science, 15(4), 237–242. https://doi.org/10.1111/j.0956-7976.2004.00658.x
  • Janssen, C., Vanhamme, J., & Leblanc, S. (2017). Should luxury brands say it out loud? Brand conspicuousness and consumer perceptions of responsible luxury. Journal of Business Research, 77, 167–174. https://doi.org/10.1016/j.jbusres.2016.12.009
  • Jebarajakirthy, C., & Das, M. (2020). How self-construal drives intention for status consumption: A moderated mediated mechanism. Journal of Retailing and Consumer Services, 55, 102065. https://doi.org/10.1016/j.jretconser.2020.102065
  • Johnson, R. E., Chang, C. H., & Yang, L. Q. (2010). Commitment and motivation at work: The relevance of employee identity and regulatory focus. The Academy of Management Review, 35(2), 226–245 https://doi.org/10.5465/AMR.2010.48463332.
  • Kauppinen-Räisänen, H., Björk, P., Lönnström, A., & Jauffret, M.-N. (2018). How consumers’ need for uniqueness, self-monitoring, and social identity affect their choices when luxury brands visually shout versus whisper. Journal of Business Research, 84, 72–81. https://doi.org/10.1016/j.jbusres.2017.11.012
  • Kettle, K. L., & Häubl, G. (2011). The signature effect: Signing influences consumption-related behavior by priming self-identity. Journal of Consumer Research, 38(3), 474–489. https://doi.org/10.1086/659753
  • Kuhn, M. H., & McPartland, T. S. (1954). An empirical investigation of self-attitudes. American Sociological Review, 19(1), 68–76. https://doi.org/10.2307/2088175
  • Kwak, H., Puzakova, M., & Rocereto, J. F. (2017). When brand anthropomorphism alters perceptions of justice: The moderating role of self-construal. International Journal of Research in Marketing, 34(4), 851–871. https://doi.org/10.1016/j.ijresmar.2017.04.002
  • Leary, M. R., & Tangney, J. P. (2003). Handbook of Self and Identity. Guilford Press.
  • Leary, M. R. (2005). Sociometer theory and the pursuit of relational value: Getting to the root of self-esteem. European Review of Social Psychology, 16(1), 75–111. https://doi.org/10.1080/10463280540000007
  • Lee, B.-K., & Lee, W.-N. (2016). The effect of structural alignment on choice-process satisfaction and preference formation: The moderating role of self-construal. Journal of Business Research, 69(8), 2747–2755. https://doi.org/10.1016/j.jbusres.2015.11.010
  • Lee, D., Kim, H. S., & Kim, J. K. (2012). The role of self–construal in consumers’ electronic word of mouth (eWOM) in social networking sites: A social cognitive approach. Computers in Human Behavior, 28(3), 1054–1062. https://doi.org/10.1016/j.chb.2012.01.009
  • Lee, S., & Bolton, L. E. (2020). Mixed signals? Decoding luxury consumption in the workplace. Journal of Business Research, 117, 331–345. https://doi.org/10.1016/j.jbusres.2020.06.011
  • Lee, S. (2005). Judgment of ingroups and outgroups in intra-and intercultural negotiation: The role of interdependent self-construal in judgment timing. Group Decision and Negotiation, 14(1), 43–62. https://doi.org/10.1007/s10726-005-3875-6
  • Levy, S. J. (1959). Symbols for sale. Harvard Business Review, 37(4), 117–124 https://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=6769795&site=ehost-live.
  • Li, J. J., & Su, C. (2007). How face influences consumption: A comparative study of American and Chinese consumers. International Journal of Market Research, 49(2), 237–256. https://doi.org/10.1177/147078530704900207
  • Liu, Y. (2011). Self-construal: Review and prospect. Advances in Psychological Science, 19(3), 427–439 https://kns.cnki.net/kcms/detail/detail.aspx?dbcode=CJFD&dbname=CJFD2011&filename=XLXD201103017&uniplatform=NZKPT&v=kGSd9RvYrGFZ_nxFUZFC5kz0o7WqBwriraySuECLpXcHniz9WHD4yKC3JvjCqOdP.
  • Ma, Z., Yang, Z., & Mourali, M. (2014). Consumer adoption of new products: Independent versus interdependent self-perspectives. Journal of Marketing, 78(2), 101–117. https://doi.org/10.1509/jm.12.0051
  • Markus, H. R., & Kitayama, S. (1991). Culture and the self: Implications for cognition, emotion, and motivation. Psychological Review, 98(2), 224–253. https://doi.org/10.1037/0033-295X.98.2.224
  • Markus, H., & Kunda, Z. (1986). Stability and malleability of the self-concept. Journal of Personality and Social Psychology, 51(4), 858–866. https://doi.org/10.1037/0022-3514.51.4.858
  • Millan, E., & Reynolds, J. (2014). Self-construals, symbolic and hedonic preferences, and actual purchase behavior. Journal of Retailing and Consumer Services, 21(4), 550–560. https://doi.org/10.1016/j.jretconser.2014.03.012
  • Nunes, J. C., Drèze, X., & Han, Y. J. (2011). Conspicuous consumption in a recession: Toning it down or turning it up? Journal of Consumer Psychology, 21(2), 199–205. https://doi.org/10.1016/j.jcps.2010.11.002
  • Onorato, R. S., & Turner, J. C. (2004). Fluidity in the self-concept: The shift from personal to social identity. European Journal of Social Psychology, 34(3), 257–278. https://doi.org/10.1002/ejsp.195
  • Oyserman, D. (2009). Identity-based motivation: Implications for action-readiness, procedural-readiness, and consumer behavior. Journal of Consumer Psychology, 19(3), 250–260. https://doi.org/10.1016/j.jcps.2009.05.008
  • Pangarkar, A., Shukla, P., & Taylor, C. (2021). Minimalism in consumption: A typology and brand engagement strategies. Journal of Business Research, 127, 167–178. https://doi.org/10.1016/j.jbusres.2021.01.033
  • Parsons, A. G. (2002). Brand choice in gift-giving: Recipient influence. Journal of Product and Brand Management, 11(4), 237–249. https://doi.org/10.1108/10610420210435434
  • Pino, G., Amatulli, C., Peluso, A. M., Nataraajan, R., & Guido, G. (2019). Brand prominence and social status in luxury consumption: A comparison of emerging and mature markets. Journal of Retailing and Consumer Services, 46, 163–172. https://doi.org/10.1016/j.jretconser.2017.11.006
  • Pusaksrikit, T., & Kang, J. (2016). The impact of self-construal and ethnicity on self-gifting behaviors. Journal of Consumer Psychology, 26(4), 524–534. https://doi.org/10.1016/j.jcps.2016.02.001
  • Reed, A., II. (2002). Social identity as a useful perspective for self concept-based consumer research. Psychology and Marketing, 19(3), 235–266. https://doi.org/10.1002/mar.10011
  • Reed, A., II, Forehand, M. R., Puntoni, S., & Warlop, L. (2012). Identity-based consumer behavior. International Journal of Research in Marketing, 29(4), 310–321. https://doi.org/10.1016/j.ijresmar.2012.08.002
  • Rugimbana, R., Brett, D., Christopher, N., & Michael, J. P. (2002). The role of social power relations in gift giving on Valentine’s Day. Journal of Consumer Behavior, 3(1), 63–73. https://doi.org/10.1002/cb.122
  • Sabah, S. (2017). The impact of self-construal and self-concept clarity on socially motivated consumption: The moderating role of materialism. Journal of Global Scholars of Marketing Science, 27(1), 31–45. https://doi.org/10.1080/21639159.2016.1265321
  • Schilpzand, P., & Huang, L. (2018). When and how experienced incivility dissuades proactive performance: An integration of sociometer and self-identity orientation perspectives. Journal of Applied Psychology, 103(8), 828–841. https://doi.org/10.1037/apl0000303
  • Schwartz, B. (1967). The social psychology of the gift. American Journal of Sociology, 73(1), 1–11. https://doi.org/10.1086/224432
  • Sharma, P., Luk, S. T. K., Cardinali, S., & Ogasavara, M. H. (2018). Challenges and opportunities for marketers in the emerging markets. Journal of Business Research, 86, 210–216. https://doi.org/10.1016/j.jbusres.2018.01.065
  • Sherry, J. F., Jr. (1983). Gift giving in anthropological perspective. Journal of Consumer Research, 10(2), 157–168. https://doi.org/10.1086/208956
  • Singelis, T. M. (1994). The measurement of independent and interdependent self-construals. Personality & Social Psychology Bulletin, 20(5), 580–591. https://doi.org/10.1177/0146167294205014
  • Singelis, T. M. (2000). Some thoughts on the future of cross-cultural social psychology. Journal of Cross-Cultural Psychology, 31(1), 76–91. https://doi.org/10.1177/0022022100031001007
  • Sirgy, M. J. (2018). Self-congruity theory in consumer behavior: A little history. Journal of Global Scholars of Marketing Science, 28(2), 197–207. https://doi.org/10.1080/21639159.2018.1436981
  • Sivanathan, N., & Pettit, N. C. (2010). Protecting the self through consumption: Status goods as affirmational commodities. Journal of Experimental Social Psychology, 46(3), 564–570. https://doi.org/10.1016/j.jesp.2010.01.006
  • Stokburger-Sauer, N., Ratneshwar, S., & Sen, S. (2012). Drivers of consumer–brand identification. International Journal of Research in Marketing, 29(4), 406–418. https://doi.org/10.1016/j.ijresmar.2012.06.001
  • Sung, Y., Choi, S. M., & Tinkham, S. F. (2012). Brand-situation congruity: The roles of self-construal and brand commitment. Psychology and Marketing, 29(12), 941–955. https://doi.org/10.1002/mar.20576
  • Tajfel, H. (1959). Quantitative judgment in social perception. British Journal of Psychology, 50(1), 16–29. https://doi.org/10.1111/j.2044-8295.1959.tb00677.x
  • Tajfel, H. (1969). Cognitive aspects of prejudice. Journal of Biosocial Science, 1(S1), 173–191. https://doi.org/10.1017/S0021932000023336
  • Tak, P., Pareek, A., & Rishi, B. (2017). Social comparison of luxury fashion brands: Impact of ostentation and media habits. IUP Journal of Marketing Management, 16 (1) , 29–46 https://papers.ssrn.com/sol3/papers.cfm?abstract_id=3174595.
  • Thompson, C. J. (2014). The politics of consumer identity work. Journal of Consumer Research, 40(5), 3–7. https://doi.org/10.1086/673381
  • Turner, R. H. (1978). The role and the person. American Journal of Sociology, 84(1), 1–23. https://doi.org/10.1086/226738
  • Vashisht, D., & Pillai, S. S. (2017). Are you able to recall the brand? The impact of brand prominence, game involvement and persuasion knowledge in online – Advergames. Journal of Product & Brand Management, 26(4), 402–414. https://doi.org/10.1108/JPBM-02-2015-0811
  • Veblen, T. (1899). Theory of the leisure class. Macmillan.
  • Vigneron, F., & Johnson, L. W. (2004). Measuring perceptions of brand luxury. Journal of Brand Management, 11(6), 484–506. https://doi.org/10.1057/palgrave.bm.2540194
  • Wang, Y., & Griskevicius, V. (2013). Conspicuous consumption, relationships, and rivals: Women’s luxury products as signals to other women. Journal of Consumer Research, 40(5), 834–854. https://doi.org/10.1086/673256
  • Wang, Y., Sun, S., & Song, Y. (2011). Chinese luxury consumers: Motivation, attitude and behavior. Journal of Promotion Management, 17(3), 345–359. https://doi.org/10.1080/10496491.2011.596122
  • Wang, Y., & Wang, L. (2016). Self-construal and creativity: The moderator effect of self-esteem. Personality and Individual Differences, 99, 184–189. https://doi.org/10.1016/j.paid.2016.04.086
  • Wernerfelt, B. (1990). Advertising content when brand choice is a signal. Journal of Business, 63(1), 91–98. https://doi.org/10.1086/296485
  • Wilcox, K., Kim, H., & Sen, S. (2009). Why do consumers buy counterfeit luxury brands? Journal of Marketing Research, 46(2), 247–259. https://doi.org/10.1509/jmkr.46.2.247
  • Wischnewski, M., & Krmer, N. (2020). I reason who I am? Identity salience manipulation to reduce motivated reasoning in news consumption. SMSociety’ 20: International Conference on Social Media and Society Toronto ON Canada (Association for Computing MachineryNew YorkNYUnited States).
  • Wolfinbarger, M. F. (1990). Motivations and symbolism in gift-giving behavior. Advances in Consumer Research, 17(1), 699–706 https://www.acrwebsite.org/volumes/7087.
  • Wu, E. C., Cutright, K. M., & Fitzsimons, G. J. (2011). How asking ‘Who am I?’ Affects what consumers buy: The influence of self-discovery on consumption. Journal of Marketing Research, 48(2), 296–307. https://doi.org/10.1509/jmkr.48.2.296
  • Wu, X.-Y., Yang, H.-S., Chen, L., & Huang, X.-T. (2011). Identity salience: The switch of self. Advances in Psychological Science, 19(5), 712–722 https://kns.cnki.net/kcms/detail/detail.aspx?dbcode=CJFD&dbname=CJFD2011&filename=XLXD201105012&uniplatform=NZKPT&v=kGSd9RvYrGFc_v_iAXIDc4B2QZEAHREuhiTPHJ0FcdBUrBYvRQ8YXx1MjJABSZe.
  • Yang, H., Liao, Q., & Huang, X. (2008). Minorities remember more: The effect of social identity salience on group-referent memory. Memory, 16(8), 910–917. https://doi.org/10.1080/09658210802360629
  • Zhang, Z., & Patrick, V. M. (2018). Call me Rollie! The role of brand nicknames in shaping consumer-brand relationships. Journal of the Association for Consumer Research, 3(2), 147–162. https://doi.org/10.1086/697074

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.