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Exposure to unattainable luxury: effects on materialistic goal pursuit

Katrien Meert UGent, Inge Lens and Mario Pandelaere UGent (2012) Proceedings of the de 2012 Society for Consumer Psychology Annual Winter Conference.
abstract
This paper investigates the influence of exposure to (unattainable) luxury on consumers’ materialistic and extrinsic goal pursuit. We show that exposure to luxury may produce very different effects depending on whether a person feels that (s)he is able or unable to attain the depicted luxuries. Specifically, in three studies, we demonstrate that being able to attain the exposed luxuries increases levels of materialism. In contrast, viewing unattainable luxury may trigger self-protection mechanisms. In particular, after being exposed to unattainable luxuries, participants tended to devaluate the importance they attached to materialistic (extrinsic) goals, due to decreased levels of self-esteem.
Please use this url to cite or link to this publication:
author
organization
year
type
conference
publication status
published
subject
in
Proceedings of the de 2012 Society for Consumer Psychology Annual Winter Conference
pages
6 pages
publisher
Society for Consumer Psychology (SCP)
conference name
Society for Consumer Psychology Annual Winter Conference (SCP - 2012)
conference location
Las Vegas, Nevada, USA
conference start
2012-02-16
conference end
2012-02-18
language
English
UGent publication?
yes
classification
C1
copyright statement
I have transferred the copyright for this publication to the publisher
id
2060252
handle
http://hdl.handle.net/1854/LU-2060252
date created
2012-03-05 17:25:52
date last changed
2012-03-06 13:19:35
@inproceedings{2060252,
  abstract     = {This paper investigates the influence of exposure to (unattainable) luxury on consumers{\textquoteright} materialistic and extrinsic goal pursuit. We show that exposure to luxury may produce very different effects depending on whether a person feels that (s)he is able or unable to attain the depicted luxuries. Specifically, in three studies, we demonstrate that being able to attain the exposed luxuries increases levels of materialism. In contrast, viewing unattainable luxury may trigger self-protection mechanisms. In particular, after being exposed to unattainable luxuries, participants tended to devaluate the importance they attached to materialistic (extrinsic) goals, due to decreased levels of self-esteem.},
  author       = {Meert, Katrien and Lens, Inge and Pandelaere, Mario},
  booktitle    = {Proceedings of the de 2012 Society for Consumer Psychology Annual Winter Conference},
  language     = {eng},
  location     = {Las Vegas, Nevada, USA},
  pages        = {6},
  publisher    = {Society for Consumer Psychology (SCP)},
  title        = {Exposure to unattainable luxury: effects on materialistic goal pursuit},
  year         = {2012},
}

Chicago
Meert, Katrien, Inge Lens, and Mario Pandelaere. 2012. “Exposure to Unattainable Luxury: Effects on Materialistic Goal Pursuit.” In Proceedings of the De 2012 Society for Consumer Psychology Annual Winter Conference. Society for Consumer Psychology (SCP).
APA
Meert, K., Lens, I., & Pandelaere, M. (2012). Exposure to unattainable luxury: effects on materialistic goal pursuit. Proceedings of the de 2012 Society for Consumer Psychology Annual Winter Conference. Presented at the Society for Consumer Psychology Annual Winter Conference (SCP - 2012), Society for Consumer Psychology (SCP).
Vancouver
1.
Meert K, Lens I, Pandelaere M. Exposure to unattainable luxury: effects on materialistic goal pursuit. Proceedings of the de 2012 Society for Consumer Psychology Annual Winter Conference. Society for Consumer Psychology (SCP); 2012.
MLA
Meert, Katrien, Inge Lens, and Mario Pandelaere. “Exposure to Unattainable Luxury: Effects on Materialistic Goal Pursuit.” Proceedings of the De 2012 Society for Consumer Psychology Annual Winter Conference. Society for Consumer Psychology (SCP), 2012. Print.