The I that buys: narcissists as consumers


Sedikides, C., Gregg, A., Cisek, S. and Hart, C. (2007) The I that buys: narcissists as consumers Journal of Consumer Psychology, 17, (4), pp. 254-257. (doi:10.1080/10577400701542346).

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Description/Abstract

Which people are most swayed by self-image motives and hence most likely to make consumer choices in line with those motives? We contend that the answer is narcissists, individuals who see themselves, and who want others to see themselves, as special, superior, and entitled, and who are prone to exhibitionism and vanity. We hypothesize that narcissists will, to validate their excessively positive self-views, strive to purchase the high-prestige products (i.e., expensive, exclusive, new, and flashy). In so doing, they will regulate their own esteem by increasing their apparent status and consequently earning others’ admiration and envy. We also hypothesize that narcissists will show greater interest in the symbolic than utilitarian value of products, and will exhibit, even controlling for self-esteem, more pronounced self-enhancement phenomena, such as endowment and self-signaling effects.

Item Type: Article
Digital Object Identifier (DOI): doi:10.1080/10577400701542346
ISSNs: 1057-7408 (print)
Related URLs:
Keywords: narcissism, consumerism
Subjects: H Social Sciences > HF Commerce
B Philosophy. Psychology. Religion > BF Psychology
ePrint ID: 44865
Date :
Date Event
2007Published
Date Deposited: 22 Nov 2007
Last Modified: 16 Apr 2017 18:42
Further Information:Google Scholar
URI: http://eprints.soton.ac.uk/id/eprint/44865

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