Designing motivational agents: The role of praise, social comparison, and embodiment in computer feedback

Purpose This paper aimed to explore the influence of envy on impulsive consumption from aspects of the internal psychological mechanism and boundary conditions.Design/methodology/approach Based on social comparison theory, four studies were conducted in this research: The first study explored the effect of envy on impulsive consumption; the second study explored the moderating effect of self-monitoring and the mediating effect of materialism; the third study explored the moderating effect of product type and the fourth study explored the effectiveness of social comparison contexts on the arousal of envy.Findings Study 1 showed that envy could significantly trigger consumers' impulsive consumption. Study 2 indicated that participants experiencing self-monitoring had a higher level of materialism and a stronger propensity to consume impulsively once the emotion of envy emerged. Study 3 suggested that when participants were more envious, their levels of materialism increased with more impulsivity to buy material products. Study 4 revealed that upward comparisons led to a higher level of envy and re-validated the mediating role of materialism between envy and impulsive consumption.Research limitations/implications This study provides evidence for the association between envy and consumer behaviour and clarifies the underlying mechanisms of the relationship between envy and impulsive consumption.Practical implications Marketers could take advantage of consumers' envy after social comparisons without damaging brand image.Originality/value First, this study extended the effects of envy on consumer decisions, suggesting that envy stimulates impulsive consumption by increasing consumers' materialism. Second, this study revealed the boundary condition of product type, namely, material and experiential.

Download Full-text

Social Comparison Before, During, and After the Competition

Social Comparison, Judgment, and Behavior ◽

10.1093/oso/9780190629113.003.0005 ◽

2019 ◽

pp. 105-142 ◽

Cited By ~ 1

Author(s):

Stephen M. Garcia ◽

Zachary A. Reese ◽

Avishalom Tor

Keyword(s):

Individual Differences ◽

Social Norms ◽

Social Comparison ◽

Situational Factors ◽

Individual Factors ◽

Competitive Behavior ◽

The Social ◽

Upward Comparison ◽

Entry Decisions

This chapter provides an overview of the interplay between social comparison and competition before, during, and after the competition. Competition is defined broadly to include an act or process of competition, explicit or implicit, linked to basic social comparison processes. Before the competition, the authors consider the lessons of the social comparison literature on motives, individual differences, cultural and social norms, and competition entry decisions. The authors then review relevant findings on the role of individual factors (personal and relational) as well as situational factors that affect motivation and competitive behavior during the competition. Finally, the chapter examines the social comparison literature on downward comparison, upward comparison, and competition re-entry decisions after the competition.

Download Full-text

Individual Differences in Social Comparison

Social Comparison, Judgment, and Behavior ◽

10.1093/oso/9780190629113.003.0004 ◽

2019 ◽

pp. 77-104 ◽

Cited By ~ 1

Author(s):

Abraham P. Buunk ◽

Frederick X. Gibbons ◽

Pieternel Dijkstra ◽

Zlatan Krizan

Keyword(s):

Individual Differences ◽

Psychometric Properties ◽

Social Comparison ◽

Physical Attractiveness ◽

Close Relationships ◽

Future Prospects ◽

Personality Variables ◽

Work And Organizations ◽

Comparison Information

Individuals differ considerably in their social comparison orientation (SCO), that is, the extent to which and the frequency with which they compare themselves with others. In this chapter, the major findings with the scale assessing SCO are discussed. After presenting the basic psychometric properties of the scale and the relationships with various personality variables, the authors discuss how SCO is related to, among others, seeking upward and downward social comparison information, to establishing one’s risk, and to assessing one’s future prospects. Next, we present particularly the role of SCO in moderating the effects of upward and downward social comparison information with respect to a variety of contexts and dimensions, including close relationships, ageing, work and organizations, depression, health, and physical attractiveness. Special attention is paid to the question if SCO fosters identification and assimilation rather than contrast.

Download Full-text