Journal article
Effect of status threat on preference for cross-domain self-improvement products: The moderation of trade-off beliefs
Journal of business research, Vol.172, p.114400
02/2024
DOI: 10.1016/j.jbusres.2023.114400
Abstract
•Status threat increases cross-domain self-improvement product preference.•Perceived loss of control plays the mediating role.•Trade-off beliefs plays the moderating role.
Negative psychological experiences, such as exposure to a status threat, are an important driver of consumer behavior. While existing literature has overwhelmingly argued that consumers endeavor to cope with a status threat via compensatory consumption (i.e., purchasing status-related or hedonic products), other studies have demonstrated that consumers who perceive the threat as controllable tend to resort to adaptive consumption (i.e., within-domain self-improvement products). The current research proposes that perceived loss of control stemming from a status threat leads to consumers' preference for cross-domain self-improvement products. Further, trade-off beliefs moderate the effect of status threat on perceived loss of control, which in turn predicts preference for cross-domain self-improvement products. These findings contribute to the theorization of status threat and cross-domain self-improvement products and provide significant practical implications for marketers.
Details
- Title: Subtitle
- Effect of status threat on preference for cross-domain self-improvement products: The moderation of trade-off beliefs
- Creators
- Yaming Wang - Shandong University of Traditional Chinese MedicineXingyuan Wang - Shandong Management UniversityHaipeng (Allan) Chen - University of KentuckyQiang Ouyang - Shandong University
- Resource Type
- Journal article
- Publication Details
- Journal of business research, Vol.172, p.114400
- Publisher
- Elsevier Inc
- DOI
- 10.1016/j.jbusres.2023.114400
- ISSN
- 0148-2963
- eISSN
- 1873-7978
- Grant note
- DOI: 10.13039/501100012325, name: National Office for Philosophy and Social Sciences, award: 23BGL140; DOI: 10.13039/501100012456, name: Chinese National Funding of Social Sciences
- Language
- English
- Date published
- 02/2024
- Academic Unit
- Marketing
- Record Identifier
- 9984618526902771
Metrics
2 Record Views