Images of success and the preference for luxury brands

Journal of Consumer Psychology

Volumn 16, Issue 1, 2006, Pages 57-69

  Mandel, Naomi ^a,b   Petrova, Petia K ^a   Cialdini, Robert B ^a  

^a ARIZONA STATE UNIVERSITY   (United States)

^b ARIZONA STATE UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 33645071559     PISSN: 10577408     EISSN: None     Source Type: Journal    
DOI: 10.1207/s15327663jcp1601_8     Document Type: Article

References (50)

1. Aron, A., Aron, E. N., & Smollan, D. (1992). Inclusion of other in the self scale and the structure of interpersonal closeness. Journal of Personality and Social Psychology, 63, 596-612.
2. Baron, R. M., & Kenny, D. A. (1986). The moderator-mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations. Journal of Personality and Social Psychology, 52, 1173-1182.
3. Belk, R. W., Bahn, K. D., & Mayer, R. N. (1982). Developmental recognition of consumption symbolism. Journal of Consumer Research, 9, 4-17.
4. Bone, P. F., & Ellen, P. S. (1992). The generation and consequences of communication-evoked imagery. Journal of Consumer Research, 19, 93-103.
5. Brewer, M. B., & Weber, J. G. (1994). Self evaluation effects of interpersonal versus intergroup social comparison. Journal of Personality and Social Psychology, 66, 268-275.
6. Brown, J. D., Novick, N. J., Lord, K. A., & Richards, J. M. (1992). When Gulliver travels: Social context, psychological closeness, and self-appraisals. Journal of Personality and Social Psychology, 62, 717-727.
7. Carroll, J. S. (1978). The effect of imagining an event on expectations for the event: An interpretation in terms of the availability heuristic. Journal of Experimental Social Psychology, 14, 88-96.
8. Cialdini, R. B., Borden, R. J., Thorne, A., Walker, M. R., Freeman, S., & Sloan, L. R. (1976). Basking in reflected glory: Three (football) field studies. Journal of Personality and Social Psychology, 34, 366-375.
9. Dubois, B., & Duquesne, P. (1993). The market for luxury goods: Income versus culture. European Journal of Marketing, 27, 35-44.
10. Festinger, L. (1954). A theory of social comparison processes. Human Relations, 7, 117-140.
11. Gardner, W. L., Gabriel, S., & Hochschild, L. (2002). When you and I are "we," you are not threatening: The role of self-expansion in social comparison. Journal of Personality and Social Psychology, 82, 239-251.
12. Gardner, W. L., Gabriel, S., & Lee, A. Y. (1999). "I" value freedom, but "we" value relationships: Self-construal priming mirrors cultural differences in judgment. Psychological Science, 10, 321-326.
13. Gerbner, G. L., Morgan, M. G., & Signorelli, N. (1986). Living with television: The dynamics of the cultivation process. In B. Jennings & D. Zillmann (Eds.), Perspectives on media effects (pp. 17-48). Hillsdale, NJ: Lawrence Erlbaum Associates, Inc.
14. Goethals, G. R. (1986). Social comparison theory: Psychology from the lost and found. Personality and Social Psychology Bulletin, 12, 261-278.
15. Green, M. C., & Brock, T. C. (2000). The role of transportation in the persuasiveness of public narratives. Journal of Personality and Social Psychology, 79, 701-721.
16. Gregory, L. W., Cialdini, R. B., & Carpenter, K. M. (1982). Self-relevant scenarios as mediators of likelihood estimates and compliance: Does imagining make it so? Journal of Personality and Social Psychology, 43, 89-99.
17. Häfner, M. (2003). How dissimilar others may still resemble the self: Assimilation and contrast after social comparison. Journal of Consumer Psychology, 14, 187-196.
18. Liebenstein, H. (1950). Bandwagon, Snob and Veblen effects in the theory of consumers' demand. Quarterly Journal of Economics, 64, 183-207.
19. Lippman, W. (1922). Public opinion. New York: Macmillan.
20. Lockwood, P. (2002). Could it happen to you? Predicting the impact of downward comparisons on the self. Journal of Personality and Social Psychology, 82, 343-358.
21. Lockwood, P., Dolderman, D., Sadler, P., & Gerchak, E. (2004). Feeling better about doing worse: Social comparisons within romantic relationships. Journal of Personality and Social Psychology, 87, 80-95.
22. Lockwood, P., & Kunda, Z. (1997). Superstars and me: Predicting the impact of role models on the self. Journal of Personality and Social Psychology, 73, 91-103.
23. Markus, H., & Nurius, P. (1986). Possible selves. American Psychologist, 41, 954-969.
24. Marx, D. M., & Roman, J. S. (2002). Female role models: Protecting women's math test performance. Personality and Social Psychology Bulletin, 28, 1183-1193.
25. McFarland, C., Buehler, R., & MacKay, L. (2001). Affective responses to social comparisons with extremely close others. Social Cognition, 19, 547-586.
26. Mills, J. S., Polivy, J. C., Herman, P., & Tiggemann, M. (2002). Effects of exposure to thin media images: Evidence of self-enhancement among restrained eaters. Personality and Social Psychology Bulletin, 28, 1687-1699.
27. Mussweiler, T. (2003). Comparison processes in social judgment: Mechanisms and consequences. Psychological Review, 110, 472-489.
28. Mussweiler, T., Gabriel, S., & Bodenhausen, G. V. (2000). Shifting social identities as a strategy for deflecting threatening social comparisons. Journal of Personality and Social Psychology, 79, 398-409.
29. Mussweiler, T., & Strack, F. (2000a). Consequences of social comparison: Selective accessibility, assimilation, and contrast. In J. Suis & L. Wheeler (Eds.), Handbook of social comparison: Theory and research (pp. 253-270). New York: Kluwer.
30. Mussweiler, T., & Strack, F. (2000b). The "relative self": Informational and judgmental consequences of comparative self-evaluation. Journal of Personality and Social Psychology, 79, 23-38.
31. O'Guinn, T. C., & Faber, R. J. (1987). Mass mediated consumer socialization: Non-utilitarian and dysfunctional outcomes. Advances in Consumer Research, 14, 473-477.
32. O'Guinn, T. C., & Shrum, L. J. (1997). The role of television in the construction of consumer reality. Journal of Consumer Research, 23, 278-294.
33. Petrova, P. K., & Cialdini, R. B. (2005). Fluency of consumption imagery and the backfire effects of imagery appeals. Journal of Consumer Research, 32, 442-452.
34. Richins, M. (1991). Social comparison and the idealized images of advertising. Journal of Consumer Research, 19, 71-83.
35. Richins, M. (2004). The material values scale: Measurement properties and development of a short form. Journal of Consumer Research, 31, 209-219.
36. Salovey, P., & Rodin, J. (1984). Some antecedents and consequences of social-comparison jealousy. Journal of Personality and Social Psychology, 47, 780-792.
37. Schor, J. (1999). The overspent American: Why we want what we don't need. New York: Basic Books.
38. Schwartz, J. (2002, December 16). Supersize American dream: Expensive? I'll take it. The New York Times, p. 8.
39. Schwarz, N. (2004). Metacognitive experiences in consumer judgment and decision making, Journal of Consumer Psychology, 14, 332-348.
40. Shavitt, S. (1990). The role of attitude objects in attitude functions. Journal of Experimental Social Psychology, 26, 124-148.
41. Shavitt, S., & Nelson, M. R. (1999). The social identity function in person perception: Communicated meanings of product preferences. In G. R. Maio & J. M. Olson (Eds.), Why we evaluate: Function of attitudes (pp. 37-57). Mahwah, NJ: Lawrence Erlbaum Associates, Inc.
42. Sherman, S. J., Cialdini, R. B., Schwartzman, D. F., & Reynolds, K. D. (1985). Imagining can heighten or lower the perceived likelihood of contracting a disease: The mediating effect of ease of imagery. Personality and Social Psychology Bulletin, 11, 118-127.
43. Silverstein, M. J., & Fiske, N. (2003). Trading up: The new American luxury. New York: Penguin.
44. Stapel, D. A., & Koomen, W. (2001). I, we and the effects of others on me: How self-construal level moderates the social comparison effects. Journal of Personality and Social Psychology, 80, 766-781.
45. Stapel, D. A., & Suis, J. (2004). Method matters: Effects of explicit versus implicit social comparisons on activation, behavior, and self-views. Journal of Personality and Social Psychology, 87, 860-875.
46. Tesser, A. (2001). On the plasticity of self-defense. Current Directions in Psychological Science, 10, 66-69.
47. Tesser, A., & Campbell, J.D. (1980). Self-definition: The impact of the relative performance and similarity of others. Social Psychology Quarterly, 43, 341-347.
48. Tropp, L. R., & Wright, S. C. (2001). Ingroup identification as the inclusion of the ingroup in the self. Personality and Social Psychology Bulletin, 5, 585-600.
49. Watson, D., Clark, L. A., & Tellegen, A. (1988). Development and validation of brief measures of positive and negative affect: The PANAS scales. Journal of Personality and Social Psychology, 53, 1063-1070.
50. Wood, J. V. (1996). What is social comparison and how should we study it? Personality and Social Psychology Bulletin, 22, 520-537.