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Article: Misrepresentation in the consumer context

TitleMisrepresentation in the consumer context
Authors
Issue Date2002
PublisherElsevier Inc.. The Journal's web site is located at http://www.elsevier.com/wps/find/journaldescription.cws_home/713950/description#description
Citation
Journal Of Consumer Psychology, 2002, v. 12 n. 2, p. 69-79 How to Cite?
AbstractResearch in social psychology suggests that motives such as self-bolstering and impression management can lead people to engage in deliberate misrepresentations during interpersonal communications. This article extends our understanding of such behavior to a new domain; that of consumer communications. Drawing on research on lying behavior and symbolic consumption, we suggest that misrepresentation about products and possessions is particularly likely to occur when these products or possessions are used to create a positive self-image in the context of social interaction. Experiments 1 and 2 simulate a social interaction wherein misrepresentation about the purchase price of a product helps participants to manage impressions. A third experiment extends these findings by testing for wealth-related misrepresentation in the context of an interaction wherein participants actually communicate their family's wealth to a recipient. Consistent with predictions derived from existing research on symbolic consumption, all 3 experiments provide support for the critical importance of recipient status on the likelihood of misrepresentation. The first 2 experiments additionally examine the role of individual differences and brand differences. Results on these dimensions are also supportive of our underlying theoretical premise regarding the antecedents of lying behavior.
Persistent Identifierhttp://hdl.handle.net/10722/177914
ISSN
2015 Impact Factor: 2.009
2015 SCImago Journal Rankings: 2.973
References

 

DC FieldValueLanguage
dc.contributor.authorSengupta, Jen_US
dc.contributor.authorDahl, DWen_US
dc.contributor.authorGorn, GJen_US
dc.date.accessioned2012-12-19T09:40:48Z-
dc.date.available2012-12-19T09:40:48Z-
dc.date.issued2002en_US
dc.identifier.citationJournal Of Consumer Psychology, 2002, v. 12 n. 2, p. 69-79en_US
dc.identifier.issn1057-7408en_US
dc.identifier.urihttp://hdl.handle.net/10722/177914-
dc.description.abstractResearch in social psychology suggests that motives such as self-bolstering and impression management can lead people to engage in deliberate misrepresentations during interpersonal communications. This article extends our understanding of such behavior to a new domain; that of consumer communications. Drawing on research on lying behavior and symbolic consumption, we suggest that misrepresentation about products and possessions is particularly likely to occur when these products or possessions are used to create a positive self-image in the context of social interaction. Experiments 1 and 2 simulate a social interaction wherein misrepresentation about the purchase price of a product helps participants to manage impressions. A third experiment extends these findings by testing for wealth-related misrepresentation in the context of an interaction wherein participants actually communicate their family's wealth to a recipient. Consistent with predictions derived from existing research on symbolic consumption, all 3 experiments provide support for the critical importance of recipient status on the likelihood of misrepresentation. The first 2 experiments additionally examine the role of individual differences and brand differences. Results on these dimensions are also supportive of our underlying theoretical premise regarding the antecedents of lying behavior.en_US
dc.languageengen_US
dc.publisherElsevier Inc.. The Journal's web site is located at http://www.elsevier.com/wps/find/journaldescription.cws_home/713950/description#descriptionen_US
dc.relation.ispartofJournal of Consumer Psychologyen_US
dc.titleMisrepresentation in the consumer contexten_US
dc.typeArticleen_US
dc.identifier.emailGorn, GJ: gorn@hku.hken_US
dc.identifier.authorityGorn, GJ=rp01063en_US
dc.description.naturelink_to_subscribed_fulltexten_US
dc.identifier.doi10.1207/153276602760078613en_US
dc.identifier.scopuseid_2-s2.0-0038120896en_US
dc.relation.referenceshttp://www.scopus.com/mlt/select.url?eid=2-s2.0-0038120896&selection=ref&src=s&origin=recordpageen_US
dc.identifier.volume12en_US
dc.identifier.issue2en_US
dc.identifier.spage69en_US
dc.identifier.epage79en_US
dc.publisher.placeUnited Statesen_US
dc.identifier.scopusauthoridSengupta, J=7103058663en_US
dc.identifier.scopusauthoridDahl, DW=7102695662en_US
dc.identifier.scopusauthoridGorn, GJ=6603382918en_US

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