Buying status: Experimental evidence on status in negotiation

Psychology and Marketing

Volumn 13, Issue 4, 1996, Pages 381-405

  Ball, Sheryl B ^a   Eckel, Catherine C ^b  

^a VIRGINIA POLYTECHNIC INSTITUTE AND STATE UNIVERSITY   (United States)

^b NONE

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0030543635     PISSN: 07426046     EISSN: None     Source Type: Journal    
DOI: 10.1002/(SICI)1520-6793(199607)13:4<379::AID-MAR4>3.0.CO;2-7     Document Type: Article

References (63)

1. Andreoni, J. (1989). Giving with impure altruism: Applications to charity and Ricardian equivalence. Journal of Political Economy, 97, 1447-1458.
2. Ball, S. B., & Eckel, C. C. (1994). Stars upon thars: Status and discrimination in ultimatum games (unpublished manuscript).
3. Bate, S. (1993). Women on the verge of a serious shakedown. Marketing Week, 15, 37-40.
4. Bazerman, M. H., Lowenstein, G. F., & White, S. B. (1992). Reversals of preference in allocation decisions: Judging and alternative versus choosing among alternatives. Administrative Science Quarterly, 37, 220-240.
5. Becker, G. S. (1976). The economic approach to human behavior, Chicago: University of Chicago Press.
6. Becker, G. S. (1991). A note on restaurant pricing and other examples of social influences on price. Journal of Political Economy, 99(5), 1109-1116.
7. Berger, J., Balkwell, J. W., Norman, R. Z., & Smith, R. F. (1992). Status inconsistency in task situations: A test of four status processing principles. American Sociological Review, 57, 843-855.
8. Berger, J., & Fisek, M. H. (1970). Consistent and inconsistent status characteristics in task situations: A test of four status processing principles. Sociometry, 33, 287-304.
9. Berger, J., Fisek, M. H., Norman, R. Z., & Wagner, D. G. (1983). The formation of reward expectations in status situations. In D. M. Messick & K. Cook (Ed.), Equity theory: Psychological and sociological perspectives. New York: Praeger.
10. Berger, J., Rosenholz, S. J., & Zelditch, M. (1980). Status organizing processes. Annual Review of Sociology, 6, 479-508.
11. Blau, F. D., & Kahn, L. M. (1994). Rising wage inequality and the U.S. gender gap. American Economic Review, 84, 23-33.
12. Bloch, P. H., & Richins, M. L. (1992). You look "mahvelous": The pursuit of beauty and the marketing concept. Psychology and Marketing, 9, 3-15.
13. Bolton, G. E. (1991). A comparative model of bargaining: Theory and evidence. American Economic Review, 81, 1096-1136.
14. Caballero, M. J., Lumpkin, J. R., & Madden, C. S. (1989). Using physical attractiveness as an advertising tool: An empirical test of the attraction phenomenon. Journal of Advertising Research, 29, 16-22.
15. Commins, B., & Lockwood, J. (1979). The effects of status differences, favored treatment and equity on intergroup comparisons. European Journal of Social Psychology, 9, 281-289.
16. Congleton, R. D. (1989). Efficient status seeking: Externalities, and the evolution of status games. Journal of Economic Behavior and Organization, 11, 175-190.
17. Dion, K. L., & Dion, K. K. (1987), Belief in a just world and physical attractiveness stereotyping. Journal of Personality and Social Psychology, 52, 775-780.
18. Driskell, J. E., & Mullen, B. (1990). Status, expectations and behavior: A meta-analytic review and test of the theory. Personality and Social Psychology Bulletin, 16, 541-553.
19. Eckel, C. C., & Grossman, P. (1994), Chivalry and solidarity in ultimatum games (working paper No. 92-23). Blacksburg: Virginia Polytechnic Institute and State University, Department of Economics.
20. Epps, T. W., & Singleton, K. (1986). An omnibus test for the two sample problem using the empirical characteristic function. Journal of Statistics and Computer Simulation, 26, 177-203.
21. Fershtman, C., & Weiss, Y. (1993). Social status, culture and economic performance. The Economic Journal, 103, 946-959.
22. Forsythe, R., Horowitz, J. L., Savin, N. E., & Sefton, M. (1994). Fairness in simple bargaining experiments. Games and Economic Behavior, 6, 347-369.
23. Frank, R. (1985). Choosing the Right Pond. Oxford: Oxford University Press.
24. Freese, L. (1974). Conditions for status equality in informal task groups. Sociometry, 37, 174-188.
25. Freese, L., & Cohen, B. P. (1973) Eliminating status generalization. Sociometry, 36, 177-193.
26. Gallagher, M. (1993). Perfumers head east to open Asian markets. Chemical Marketing Reporter, 22(5).
27. Güth, W., Schmittberger, R., & Schwarze, B., (1982). An experimental analysis of ultimatum bargaining. Journal of Economic Behavior and Organization, 11, 417-449.
28. Güth, W., & Tietz, R., (1990). Ultimatum bargaining behavior: A survey and comparison of experimental results. Journal of Economic Psychology, 11, 417-449.
29. Hagendoorn, L., & Henke, R., (1991). The effect of multiple category membership on intergroup evaluations in a North Indian context: Class, caste, and religion. British Journal of Social Psychology, 30, 247-260.
30. Hammermesh, D. S., and Biddle, J. E., (1994). Beauty and the labor market. The American Economic Review, 84, 1174-1194.
31. Hegtvedt, K. A., Thompson, E. A., & Cook, K. S., (1993). Power and equity: What counts in attributions for exchange outcomes. Social Psychology Quarterly, 56, 110-119.
32. Hoffman, E., & Spitzer, M. L. (1985). Entitlements, rights and fairness: An experimental examination of subjects'concepts of distributive justice, Journal of Legal Studies, 14, 259-297.
33. Ireland, N. J. (1994). On limiting the market for status signals. Journal of Public Economics, 53, 91-110.
34. Kamens, M. A., & Gupta, K. (1994). Congruence between spokesperson and product type: A matchup hypothesis perspective. Psychology and Marketing, 11, 569-586.
35. Karni, E., & Levin, D. (1994). Social attributes and strategic equilibrium: A restaurant pricing game. Journal of Political Economy, 102, 822-840.
36. LaBarbera, P. A. (1988) The nouveau riches: Conspicuous consumption and the issue of self-fulfillment. In E. Hirschman and J. N. Sheth (Eds.), Research in consumer behavior (Vol. 3, pp. 179-210). Greenwich, CT; JAI Press.
37. Lerner, Melvin J. (1970). The desire for justice and reactions to victims. In J. Macaulay and L. Berkowitz (Eds.), Altruism and helping behavior. New York: Academic Press.
38. Liebenstein, H. (1950). Bandwagon, snobs and Veblen effects for the theory of consumer's demand. Quarterly Journal of Economics, 64, 183-207.
39. Lowenstein, G. F., Thompson, L., & Bazerman, M. H. (1989). Social utility and decision making in interpersonal contexts. Journal of Personality and Social Psychology, 57, 426-441.
40. Miller, C. (1992). "Brands Are Extremely Important" Parents make fashion statement by dressing kids in 'Status,' Marketing News, 26, 14-15.
41. Ng, Y. K. & Wang, J. (1993). Relative income, aspiration, environmental quality, individual and political myopia. Mathematical Social Sciences, 26, 3-23.
42. Rabin, M. (1993). Incorporating fairness into game theory and economics. American Economic Review, 33, 1281-1302.
43. Robson, A. J. (1992). Status, the distribution of wealth, private and social attitudes to risk. Econometrica, 60, 837-857.
44. Roth, A. E. (1995). Bargaining experiments. In J. Kagel & A. E. Roth (Eds.), Handbook of experimental economics. Princeton: Princeton University Press.
45. Roth, A. E., Prasnikar, V., Okuno-Fujiwara, M., & Zamir, S. (1991). Bargaining and market behavior in Jerusalem, Ljubljana, Pittsburgh, and Tokyo: An experimental study. American Economic Review, 81, 1068-1095.
46. Sachdev, I., & Bourhis, R. Y. (1987). Status differentials and intergroup behavior. European Journal of Social Psychology, 17, 277-293.
47. Sanchez, J. (1992). Some approaches better than others when targeting hispanics. Marketing News, 26, No. 8.
48. Schwarzwald, J., & Hoffman, M. A. (1993). Academic status and ethnicity as determinants of social acceptance. Journal of Cross-Cultural Psychology, 24, 71-80.
49. Scitovsky, T. (1945). Some consequences of the habit of judging quality by price. Review of Economic Studies, 2, 1-105.
50. Scitovsky, T. (1976). The Joyless Economy. New York: Oxford University Press.
51. Sev'er, A. (1989). Simultaneous effects of status and task cues: Combining, eliminating, or buffering. Social Psychology Quarterly, 52, 327-335.
52. Smith, A. (1982), In D. D. Raphael & A. L. MacFie (Eds.), The theory of moral sentiments. Indianapolis: Liberty Press/Liberty Classics.
53. Sternberg, R. (1993). Japanese go their own way. Asian Business, 29, 52.
54. Tajfel, H. (1970, November). Experiments in inter-group discrimination. Scientific American, pp. 96-102.
55. Thaler, R. (1988). Anomalies: The ultimatum game. Journal of Economic Perspectives, 2, 195-206.
56. Turner, J. (1978). Social categorization and social discrimination in the minimal group paradigm. In H. Tajfel (Ed.), Differentiation between social groups: Studies in the social psychology of intergroup relations. London: Academic Press, Inc.
57. Turner, J. C., & Brown, R. J. (1978). Status, position and legitimacy in intergroup behavior: The effects of different status relationships on in-group bias and group creativity. In H. Tajfel (Ed.), Differentiation between social groups: Studies in the social psychology of intergroup relations. London: Academic Press, Inc.
58. Underwood, E. (1994). Luxury's tide turns. Brandweek, 35, 18-22.
59. Veblen, T. (1899). Theory of the leisure class. New York: Macmillan.
60. Warner, F. (1994). Trading in, trading up, buyers drive status cars. Brandweek, 35, 25-26.
61. Webster, M., & Driskell, J. E. (1973). Status generalization: A review and some new data. American Sociological Review, 43, 220-236.
62. Wolfe, D. B. (1992). The key to marketing to older consumers. Journal of Business Strategy, 13, 14-18.
63. Yarnell, M. B. (1994). Fertile ground. Success, 41, 18.