Self-Identity and Consumer Behavior Dissociative versus Associative Responses to Social Identity Threat: The Role of Consumer Self-Construal Self-Affirmation through the Choice of Highly Aesthetic Products It's Not Me, It's You: How Gift Giving Creates Giver Identity Threat as a Function of Social Closeness Identifiable but Not Identical: Combining Social Identity and Uniqueness Motives in Choice The Signature Effect: Signing Influences Consumption-Related Behavior by Priming Self-Identity An Interpretive Frame Model of Identity-Dependent Learning: The Moderating Role of Content-State Association

2013 ◽  
Vol 39 (5) ◽  
pp. xv-xviii ◽  
Author(s):  
Jennifer Escalas ◽  
Katherine White ◽  
Claudia Townsend ◽  
Morgan K. Ward ◽  
Cindy Chan ◽  
...  
Keyword(s):  
Social Identity ◽  
Identity Threat ◽  
Self Identity ◽  
Social Identity Threat ◽  
Self Construal ◽  
State Association ◽  
Interpretive Frame ◽  
Dependent Learning ◽  
Moderating Role

Dissociative versus Associative Responses to Social Identity Threat: The Role of Consumer Self-Construal

2012 ◽  
Vol 39 (4) ◽  
pp. 704-719 ◽  
Author(s):  
Katherine White ◽  
Jennifer J. Argo ◽  
Jaideep Sengupta
Keyword(s):  
Social Identity ◽  
Identity Threat ◽  
Social Identity Threat ◽  
Self Construal

Authentic vs. Ethical Leadership and Social Identity Threat: the Role of Social Distance

2018 ◽  
Vol 2018 (1) ◽  
pp. 17833
Author(s):  
Urszula Gabriela Lagowska ◽  
Jorge Jacob ◽  
Filipe Sobral ◽  
Rafael Burstein Goldszmidt
Keyword(s):  
Social Identity ◽  
Ethical Leadership ◽  
Social Distance ◽  
Identity Threat ◽  
Social Identity Threat

scholarly journals I am afraid, so I buy it! The effects of anxiety on consumer assimilation and differentiation needs amongst individuals primed with independent and interdependent self-construal

PLoS ONE ◽  
2021 ◽  
Vol 16 (9) ◽  
pp. e0256483
Author(s):  
Dariusz Drążkowski ◽  
Maciej Behnke ◽  
Lukasz D. Kaczmarek
Keyword(s):  
Social Identity ◽  
Physiological Data ◽  
Physiological Reactivity ◽  
Identity Threat ◽  
Specific Group ◽  
The Social ◽  
Social Identity Threat ◽  
Self Construal ◽  
Interdependent Self ◽  
The Impact

Individuals tend to satisfy their assimilation needs by purchasing products that bear a specific group identity. Such products might be preferred when an individual is threatened because anxiety increases affiliative needs. In contrast, individuals might be more attracted to unique-design products when they feel less anxious. We examined the impact of anxiety on assimilation and differentiation needs amongst consumers primed with independent and interdependent self-construal. We expected that anxiety would produce stronger assimilation needs and show a weaker preference for unique products. In Study 1 (N = 110), we found that individuals in the anxiety-inducing condition decreased their evaluation of unique products and exhibited stronger assimilation needs. Independents who felt anxiety reacted with a reduced preference for group-linked products. Study 2 (N = 102) found that introducing an anxiety-decreasing agent (vanilla scent) after a social identity threat reduced differentiation needs and preference for unique products. Physiological data showed that the social identity threat increased sympathetic arousal, but the vanilla scent did not have a soothing effect on physiological reactivity. Overall, this work showed that both anxiety and vanilla scent reduced consumer need for differentiation. Furthermore, for independents, anxiety reduced assimilation needs. We found novel determinants of assimilation/differentiation needs with implications for advertising and retailing products with a unique design.

I am afraid, so I buy it! The effects of anxiety on consumer assimilation and differentiation needs amongst individuals primed with independent and interdependent self-construal.

2021 ◽  
Author(s):  
Dariusz Drążkowski ◽  
Maciej Behnke ◽  
Łukasz D. Kaczmarek
Keyword(s):  
Social Identity ◽  
Physiological Data ◽  
Physiological Reactivity ◽  
Identity Threat ◽  
Specific Group ◽  
The Social ◽  
Social Identity Threat ◽  
Self Construal ◽  
Interdependent Self ◽  
The Impact

Individuals tend to satisfy their assimilation needs by purchasing products that bear a specific group identity. Such products might be preferred when an individual is threatened because anxiety increases affiliative needs. In contrast, individuals might be more attracted to unique-design products when they feel less anxious. We examined the impact of anxiety on assimilation and differentiation needs amongst consumers primed with independent and interdependent self-construal. We expected that anxiety would produce stronger assimilation needs and show a weaker preference for unique products. In Study 1 (N = 110), we found that anxious consumers decreased their evaluation of unique products and exhibited stronger assimilation needs. Independents who felt anxiety reacted with a reduced preference for group-linked products. In Study 2 (N = 102), we found that introducing an anxiety-decreasing agent (vanilla scent) after a social identity threat reduced differentiation needs and preference for unique products. Physiological data showed that the social identity threat increased sympathetic arousal, but the vanilla scent did not have a soothing effect on physiological reactivity. This work showed that both anxiety and vanilla scent reduced consumer need for differentiation. Furthermore, for independents, anxiety reduced assimilation needs. We found novel determinants of assimilation/differentiation needs with implications for advertising and retailing products with a unique design.

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