The interpersonal costs of indulgence
Abstract/Contents
- Abstract
- A series of studies supported the hypotheses that those who indulge, either by purchasing luxury products or eating unhealthy foods, are seen as less trustworthy and lower in self-control. Across a wide range of indulgence manipulations including car brand (Studies 1a-1c), wedding budget (Study 2), the amount spent on household items and clothing (Studies 3-5), and food choice (Study 6), participants rated indulgent targets lower on various measures of trust and self-control, including a behavioral measure of financial trust (Study 3). These effects remained significant when the target's income was held constant across conditions (Studies 1b-2, 4). Mediation analyses revealed that the effect of indulgence on trust was explained by the fact that those who indulge were seen as having lower self-control. The trust effect was even stronger when the target indulged in violation of a self-restraint goal, and this difference was again driven by changes in perceived self-control (Study 6). Discussion focuses on self-control, other potential moderators of the observed effects, and implications for marketers and those looking to make favorable impressions on others.
Description
| Type of resource | text |
|---|---|
| Form | electronic; electronic resource; remote |
| Extent | 1 online resource. |
| Publication date | 2013 |
| Issuance | monographic |
| Language | English |
Creators/Contributors
| Associated with | Merritt, Anna Catherine |
|---|---|
| Associated with | Stanford University, Department of Psychology. |
| Primary advisor | Monin, Benoît, 1972- |
| Thesis advisor | Monin, Benoît, 1972- |
| Thesis advisor | Khan, Uzma Aslam |
| Thesis advisor | Miller, Dale T |
| Advisor | Khan, Uzma Aslam |
| Advisor | Miller, Dale T |
Subjects
| Genre | Theses |
|---|
Bibliographic information
| Statement of responsibility | Anna Catherine Merritt. |
|---|---|
| Note | Submitted to the Department of Psychology. |
| Thesis | Thesis (Ph.D.)--Stanford University, 2013. |
| Location | electronic resource |
Access conditions
- Copyright
- © 2013 by Anna Catherine Merritt
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