The safety of objects: Materialism, existential insecurity, and brand connection

Journal of Consumer Research

Volumn 36, Issue 1, 2009, Pages 1-16

  Rindfleisch, Aric ^a,b   Burroughs, James E ^c   Wong, Nancy ^a  

^a UNIVERSITY OF WISCONSIN MADISON   (United States)

^b Korea University   (South Korea)

^c UNIVERSITY OF VIRGINIA   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 67649227202     PISSN: 00935301     EISSN: None     Source Type: Journal    
DOI: 10.1086/595718     Document Type: Article

References (90)

1. Alden, Dana L., Jan-Benedict E. M. Steenkamp, and Rajeev Batra (2006), "Consumer Attitudes toward Marketplace Globali--zation: Structure, Antecedents, and Consequences," International Journal of Research in Marketing, 23 (3), 227-39.
2. Allen, Chris T., Susan Fournier, and Felicia Miller (2008), "Brands and Their Meaning Makers," in Handbook of Consumer Psychology, ed. Curtis P. Haugtvedt, Paul M. Herr, and Frank R. Kardes, Mahwah, NJ: Erlbaum, 781-822.
3. Armstrong, Scott and Terry S. Overton (1977), "Estimating Non- response Bias in Mail Surveys," Journal of Marketing Research, 14 (August), 396-402.
4. Arndt, Jamie, Sheldon Solomon, Tim Kasser, and Kennon M. Shel-don (2004), "The Urge to Splurge: A Terror Management Theory Account of Materialism and Consumer Behavior," Journal ofConsumer Psychology, 14 (3), 198-212.
5. Astin, Alexander W., Leticia Oseguera, Linda J. Sax, and William S. Korn (2002), The American Freshman: 35 Year Trends, Los Angeles: UCLA Higher Education Research Institute.
6. Bauman, Zygmunt (2001), Community: Seeking Safety in an Insecure World, Cambridge: Polity.
7. - (2007), Liquid Times: Living in an Age of Uncertainty,Cambridge: Polity.
8. Becker, Ernest (1973), The Denial of Death, New York: Free Press.
9. Belk, Russell W. (1985), "Materialism: Traits Aspects of Living in the Material World," Journal ofConsumer Research,12 (December), 265-80.
10. Bonsu, Samuel K. and Russell W. Belk (2003), "Do Not Go Cheaply into That Good Night: Death-Ritual Consumption in Asante, Ghana," Journal of Consumer Research, 30 (June), 41-55.
11. Bowlby, John (1973), Attachment and Loss: Separation, Anxiety and Anger, New York: Basic.
12. Burroughs, James E. and Aric Rindfleisch (2002), "Materialism and Well-Being: A Conflicting Values Perspective," Journal ofConsumer Research, 29 (December), 348-70.
13. Chang, Lin Chiat and Robert M. Arkin (2002), "Materialism as an Attempt to Cope with Uncertainty," Psychology and Marketing, 19 (5), 389-406.
14. Chaplin, Lan Nguyen and Deborah Roedder John (2007), "Growing Up in a Material World: Age Differences in Materialism in Children and Adolescents," Journal ofConsumer Research,34 (December), 480-93.
15. Chaudhuri, Arjun and Morris B. Holbrook (2001), "The Chain of Effects from Brand Affect to Brand Performance: The Role of Brand Loyalty," Journal ofMarketing, 65 (April), 81-93.
16. Cohen, Jacob, Patricia Cohen, Stephen G. West, and Leona S. Aiken (2003), Applied Multiple Regression/Correlation Analysis for the Behavioral Sciences, Hillsdale, NJ: Erlbaum.
17. Collins, Nancy L. and Stephen J. Read (1990), "Adult Attachment, Working Models, and Relationship Quality in Dating Couples," Journal ofPersonality and Social Psychology,58(4), 644-63.
18. Cote, Joseph A. and M. Ronald Buckley (1987), "Estimating Trait, Method, and Error Variance: Generalizing across 70 Construct Validation Studies," Journal ofMarketing Research,24(Au- gust), 315-18.
19. Dechesne, Mark, Tom Pyszczynski, Jamie Arndt, Sean Ransom, Kennon M. Sheldon, Ad Van Knippenberg, and Jacques Jans- sen (2003), "Literal and Symbolic Immortality: The Effect of Evidence of Literal Immortality on Self-Esteem Striving in Response to Mortality Salience," Journal ofPersonality andSocial Psychology, 84 (4), 722-37.
20. Doty, D. Harold and William H. Glick (1998), "Common Methods Bias: Does Common Methods Variance Really Bias Results?" Organizational Research Methods, 1 (October), 374-406.
21. Durkheim, Emile (1915), The Elementary Forms ofthe Religious Life, Oxford: Oxford University Press.
22. Edgell, Penny (2006), Religion and Family in a Changing Society, Princeton, NJ: Princeton University Press.
23. Einstein, Mara (2007), Brands ofFaith: Marketing Religion in a Commercial Age, New York: Routledge.
24. Escalas, Jennifer Edson and James R. Bettman (2003), "You Are What They Eat: The Influence of Reference Groups on Consumers' Connections to Brands," Journal of Consumer Psychology, 13 (3), 339-48.
25. Fenigstein, Allen, Michael F. Sheier, and Arnold H. Buss (1975), "Public and Private Self-Consciousness: Assessment and Theory," Journal of Consulting and Clinical Psychology, 43 (August), 522-27.
26. Ferraro, Rosellina, Baba Shiv, and James R. Bettman (2005), "Let Us Eat and Drink, for Tomorrow We Shall Die: Effects of Mortality Salience and Self-Esteem on Self-Regulation in Consumer Choice," Journal of Consumer Research, 32 (June),65-75.
27. Flouri, Eirini (1999), "An Integrated Model of Consumer Materialism: Can Economic Socialization and Maternal Values Predict Materialistic Attitudes in Adolescents?" Journal ofSocio-Economics, 28 (6), 707-24.
28. Fornell, Claes and David F. Larcker (1981), "Evaluating Structural Equation Models with Unobserved Variables and Measurement Error," Journal ofMarketing Research, 28 (February), 39-50.
29. Fournier, Susan (1998), "Consumers and Their Brands: Developing Branding Theory in Consumer Research," Journal ofCon- sumer Research, 24 (March), 343-73.
30. Galbraith, John Kenneth (1958), The Affluent Society, New York: Houghton Mifflin.
31. Glassner, Barry (1999), Culture of Fear: Why Americans Are Afraid ofthe Wrong Things, New York: Basic.
32. Greenberg, Jeff, Tom Pyszczynski, Sheldon Solomon, Abram Rosenblatt, Mitchell Veeder, Shari Kirkland, and Deborah Lyon (1990), "Evidence for Terror Management Theory II: The Effects of Mortality Salience on Reactions to Those Who Threaten or Bolster the Cultural Worldview," Journal ofPer- sonality and Social Psychology, 58 (2), 308-18.
33. Greenberg, Jeff, Tom Pyszczynski, Sheldon Solomon, Linda Simon, and Michael Breus (1994), "Role of Consciousness and Accessibility of Death-Related Thoughts in Mortality Salience Effects," Journal of Personality and Social Psychology,67 (4), 627-37.
34. Hirschman, Elizabeth C. (1990), "Secular Immortality and the American Ideology of Affluence," Journal of Consumer Research, 17 (March), 31-42.
35. Holt, Douglas B. (1997), "Poststructuralist Lifestyle Analysis: Conceptualizing the Social Patterning of Consumption in Postmodernity," Journal ofConsumer Research, 23 (March), 326-50.
36. - (2005), "How Societies Desire Brands," in Inside Consumption: Consumer Motives, Goals, and Desires, ed. S. Rat- neshwar and David Glen Mick, London: Routledge, 273-91.
37. John, Deborah Roedder (1999), "Consumer Socialization of Children: A Retrospective Look at Twenty-five Years of Research," Journal ofConsumer Research, 26 (December), 183-213.
38. Joreskog, Karl and Dag Sorbom (1993), LISREL 8 User's Reference Guide, Chicago: Scientific Software International.Kasser, Tim (2002), The High Price of Materialism, Cambridge,MA: MIT Press.
39. Kasser, Tim and Virginia Grow Kasser (2001), "The Dreams of People High and Low in Materialism," Journal ofEconomic Psychology, 22 (6), 693-719.
40. Kasser, Tim and Richard M. Ryan (1993), "The Dark Side of the American Dream: Correlates of Intrinsic and Extrinsic Goals," Journal ofPersonality and Social Psychology, 65 (2), 410-22.
41. Kasser, Tim, Richard M. Ryan, M. Zax, and A. J. Sameroff (1995), "The Relations of Maternal and Social Environments to Late Adolescents' Materialistic and Prosocial Values," Developmental Psychology, 31 (6), 907-14.
42. Kasser, Tim and Kennon M. Sheldon (2000), "On Wealth andDeath: Materialism, Mortality Salience and Consumption Behavior," Psychological Science, 11 (4), 348-51.
43. Keller, Kevin Lane (2003), Building, Measuring, and Managing Brand Equity, 2nd ed., Upper Saddle River, NJ: Prentice Hall.
44. Kozinets, Robert V. (2001), "Utopian Enterprise: Articulating the Meanings of Star Trek's Culture of Consumption," Journal ofConsumer Research, 28 (June), 67-87.
45. LaBarbera, Priscilla A. and Zeynep Gurhan-Canli (1997), "The Role of Materialism, Religiosity, and Demographics in Subjective Well-Being," Psychology and Marketing,14(1),71-97.
46. Lindell, Michael K. and David J. Whitney (2001), "Accounting for Common Method Variance in Cross-Sectional Research Designs," Journal of Applied Psychology, 86 (February), 114-21.
47. Maheswaran, Durairaj and Nidhi Agrawal (2004), "Motivational and Cultural Variations in Mortality Salience Effects: Cont-emplations on Terror Management Theory and Consumer Behavior," Journal ofConsumer Psychology, 14 (3), 213-18.
48. Malholtra, Naresh K., Sung S. Kim, and Ashutosh Patil (2005), "Common Method Variance in IS Research: A Comparison of Alternative Approaches and a Reanalysis of Past Research," Management Science, 52 (December), 1865-83.
49. Mandel, Naomi and Steven J. Heine (1999), "Terror Management and Marketing: He Who Dies with the Most Toys Wins," in Advances in Consumer Research, Vol. 26, ed. Eric J. Arnould and Linda M. Scott, Provo, UT: Association for Consumer Research, 527-32.
50. Mandel, Naomi and Dirk Smeesters (2008), "The Sweet Escape: Effects of Mortality Salience on Consumption Quantities for High- and Low-Self-Esteem Consumers," Journal of Consumer Research, 35 (August), 309-23.
51. McAlexander, James H., John W. Schouten, and Harold F. Koenig (2002), "Building Brand Community," Journal ofMarketing, 66 (January), 38-54.
52. Mick, David Glen (1996), "Are Studies of Dark Side Variables Confounded by Socially Desirable Responding? The Case of Materialism," Journal ofConsumer Research, 23 (September), 106-19.
53. Micken, Kathleen and Scott D. Roberts (1999), "Desperately Seeking Certainty: Narrowing the Materialism Construct," in Advances in Consumer Research, Vol. 26, ed. Eric J. Arnould and Linda M. Scott, Provo, UT: Association for Consumer Research, 513-18.
54. Mikulincer, Mario, Victor Florian, and Gilad Hirschberger (2003), "The Existential Function of Close Relationships: Introducing Death into the Science of Love," Personality and Social Psychology Review,7 (1), 20-40.
55. Muniz, Albert M., Jr., and Thomas C. O'Guinn (2001), "Brand Community," Journal ofConsumer Research, 27 (March), 412-32.
56. Muniz, Albert M., Jr., and Hope Jensen Schau (2005), "Religiosity in the Abandoned Apple Newton Brand Community," Journal ofConsumer Research, 31 (March), 737-47.
57. O'Guinn, Thomas C. and Albert M. Muniz Jr. (2005), "Communal Consumption and the Brand," in Inside Consumption: Consumer Motives, Goals, and Desires, ed. S. Ratneshwar and David Glen Mick, London: Routledge, 252-72.
58. O'Guinn, Thomas C. and L. J. Shrum (1997), "The Role of Television in the Construction of Consumer Reality," Journal of Consumer Research, 23 (March), 278-94.
59. Oleson, Kathryn C., Kirsten M. Poehlmann, John H. Yost, Molly E. Lynch, and Robert M. Arkin (2000), "Subjective Over- achievement: Individual Differences in Self-Doubt and Concern with Performance," Journal ofPersonality, 68 (3), 491-524.
60. Paulhus, Delroy L. (1992), The Balanced Inventory ofDesirable Responding Reference Manual, BDR Version 6, Vancouver: University of British Columbia.
61. Podsakoff, Philip M. and Dennis W. Organ (1986), "Self-Reports in Organizational Research: Problems and Prospects," Journal ofManagement, 12 (4), 531-44.
62. Prendergast, Gerard and Claire Wong (2003), "Parental Influence on the Purchase of Luxury Brands of Infant Apparel: An Exploratory Study in Hong Kong," Journal of Consumer Marketing, 20 (2), 157-69.
63. Richins, Marsha L. (1994a), "Special Possessions and the Expression of Material Values," Journal ofConsumer Research,21 (December), 522-31.
64. - (1994b), "Valuing Things: The Public and Private Meanings of Possessions," Journal ofConsumer Research,21 (December), 504-21.
65. - (2004), "The Material Values Scale: Measurement Properties and Development of a Short Form," Journal ofCon- sumer Research, 31 (June), 209-19.
66. Richins, Marsha L. and Scott Dawson (1992), "A Consumer Values Orientation for Materialism and Its Measurement: Scale Development and Validation," Journal ofConsumer Research,19 (December), 303-16.
67. Rindfleisch, Aric and James E. Burroughs (1999), "Materialism and Childhood Satisfaction: A Social Structural Analysis," Advances in Consumer Research, Vol. 26, ed. Eric J. Arnould and Linda M. Scott, Provo, UT: Association for ConsumerResearch, 519-26.
68. - (2004), "Terrifying Thoughts, Terrible Materialism? Contemplations on a Terror Management Account of Materialism and Consumer Behavior," Journal ofConsumer Psychology,14 (3), 219-24.
69. Rindfleisch, Aric, James E. Burroughs, and Frank Denton (1997), "Family Structure, Materialism, and Compulsive Consumption," Journal ofConsumer Research, 23 (March), 312-25.
70. Rindfleisch, Aric, Alan J. Malter, Shankar Ganesan, and Christine Moorman (2008), "Cross-Sectional versus Longitudinal Survey Research: Concepts, Findings, and Guidelines," Journal ofMarketing Research, 45 (June), 261-79.
71. Rokeach, Milton (1973), The Nature ofHuman Values, New York: Free Press.
72. Rosenblatt, Abram, Jeff Greenberg, Sheldon Solomon, Tom Pysz- czynski, and Deborah Lyon (1989), "Evidence for Terror Management Theory I: The Effects of Mortality Salience on Reactions to Those Who Violate or Uphold Cultural Values," Journal ofPersonality and Social Psychology, 57 (4), 681-90.
73. Sangkhawasi, Thirarut and Lalit M. Johri (2007), "Impact of Status Brand Strategy on Materialism in Thailand," Journal of Consumer Marketing, 24 (5), 275-82.
74. Schouten, John W. and James H. McAlexander (1995), "Subcultures of Consumption: An Ethnography of New Bikers," Journal ofConsumer Research, 22 (June), 43-61.
75. Schroeder, Jonathan E. and Sanjiv S. Dugal (1995), "Psychological Correlates of the Materialism Construct," Journal ofSocial Behavior and Personality, 10 (1), 243-53.
76. Schwartz, Shalom H. (1992), "Universals in the Content and Structure of Values: Theoretical Advances and Empirical Tests in 20 Countries," in Advances in Experimental Social Psychology, Vol. 25, ed. M. Zanna, Orlando, FL: Academic Press,1-65.
77. Sheldon, Kennon M. and Tim Kasser (2008), "Psychological Threat and Extrinsic Goal Striving," Motivation and Emotion,32 (March), 37-45.
78. Shrum, L. J., James E. Burroughs, and Aric Rindfleisch (2005), "Television's Cultivation of Material Values," Journal ofCon- sumer Research, 32 (December), 473-79.
79. Solomon, Sheldon, Jeff Greenberg, and Tom Pyszczynski (1991), "A Terror Management Theory of Social Behavior: The Psychological Functions of Self-Esteem and Cultural World- views," in Advances in Experimental Social Psychology,Vol. 24, ed. L. Berkowitz, New York: Academic Press, 93-159.
80. - (2004), "The Cultural Animal: Twenty Years of Terror Management Theory and Research," in Handbook ofExper- imental Existential Psychology, ed. Jeff Greenberg, Sander Leon Koole, and Thomas A. Pyszczynski, New York: Guil-ford, 13-34.
81. Sprott, David E., Sandor Czellar, and Eric Spangenberg (2009), "The Importance of a General Measure of Brand Engagement on Market Behavior: Development and Validation of a Scale," Journal ofMarketing Research, 46 (February), forthcoming.
82. Swaminathan, Vanitha, Karen L. Page, and Zeynep Gurhan-Canli (2007), "'My' Brand or 'Our' Brand: The Effects of Brand Relationship Dimensions and Self-Construal on Brand Evaluations," Journal of Consumer Research, 34 (August),248-59.
83. Tatzel, Miriam (2002), "Money Worlds and Well-Being: An Integration of Money Dispositions, Materialism, and Price-Related Behaviors," Journal ofEconomic Psychology,23(February), 103-26.
84. Thompson, Craig J. (1996), "Caring Consumers: Gendered Consumption Meanings and the Juggling Lifestyle," Journal of Consumer Research, 22 (March), 388-407.
85. Thomson, Matthew, Deborah J. MacInnis, and C. Whan Park (2005), "The Ties That Bind: Measuring the Strength of Con-sumers' Emotional Attachments to Brands," Journal ofCon- sumer Psychology,15 (1),77-91.
86. U.S. Census Bureau (2005), Profile of General Demographic Characteristics, Washington DC: Department of Commerce.
87. Vail, John (1999), "Insecure Times: Conceptualizing Insecurity and Security," in Insecure Times: Living with Insecurity in Contemporary Society, ed. Michael Hill, John Vail, and Jane Wheelock, London: Routledge, 1-22.
88. Weems, Carl F., Natalie M. Costa, Christopher Dehon, and Steven L. Berman (2004), "Paul Tillich's Theory of Existential Anxiety: A Preliminary Conceptual and Empirical Extension," Anxiety, Stress, and Coping, 17 (December), 383-99.
89. Wittkowski, Joachim (2001), "The Construction of the Multidimensional Orientation toward Dying and Death Inventory,"Death Studies, 25 (September), 479-95.
90. Wong, Nancy Y. and Aaron Ahuvia (1998), "Personal Taste and Family Face: Self-Concepts and Luxury Consumption in Confucian and Western Societies," Psychology and Marketing,15(5), 423-41.