Social-Class Differences in Consumer Choices: Working-Class Individuals Are More Sensitive to Choices of Others Than Middle-Class Individuals.
The present research shows that, when making choices, working-class Americans are more affected by others' opinions than middle-class Americans due to differences in independent versus interdependent self-construal. Experiment 1 revealed that when working-class Americans made decisions to buy produc...
| Publicado en: | Personality & Social Psychology Bulletin Vol. 42; no. 4; pp. 430 - 444 |
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| Autores principales: | , , , |
| Formato: | journal article |
| Publicado: |
Sage Publications Inc.
Apr2016
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| Materias: | |
| Acceso en línea: | Ver este registro en EBSCOhost |
| fields | @attributes: recordID: 1 pdfLink: plink: https://search.ebscohost.com/login.aspx?direct=true&db=ssf&AN=113832199&site=ehost-live header: @attributes: shortDbName: ssf uiTerm: 113832199 longDbName: Social Sciences Full Text (H.W. Wilson) uiTag: AN controlInfo: bkinfo: jinfo: jid: 01461672 PAS jtl: Personality & Social Psychology Bulletin issn: 01461672 maglogo: Y pubinfo: dt: Apr2016 vid: 42 iid: 4 pid: 344 pub: Sage Publications Inc. artinfo: ui: 113832199 10.1177/0146167216634043 ppf: 430 ppct: 14 formats: tig: atl: Social-Class Differences in Consumer Choices: Working-Class Individuals Are More Sensitive to Choices of Others Than Middle-Class Individuals. aug: au: Na, Jinkyung McDonough, Ian M. Chan, Micaela Y. Park, Denise C. affil: Sogang University, Seoul, Korea University of Alabama, Tuscaloosa, USA University of Texas at Dallas, USA Center for Vital Longevity, Dallas, TX, USA su: United States Working class Decision making Social classes Consumer preferences Middle class Customer satisfaction Sensory perception Self-perception sug: subj: Working class Decision making Social classes Consumer preferences Middle class Customer satisfaction Sensory perception Self-perception United States keyword: choice culture and self social class social influence choice culture and self social class social influence ab: The present research shows that, when making choices, working-class Americans are more affected by others' opinions than middle-class Americans due to differences in independent versus interdependent self-construal. Experiment 1 revealed that when working-class Americans made decisions to buy products, they were more influenced by the choices of others than middle-class Americans. In contrast, middle-class Americans were more likely to misremember others' choices to be consistent with their own choices. In other words, working-class Americans adjusted their choices to the preference of others, whereas middle-class Americans distorted others' preferences to fit their choices. Supporting our prediction that this social-class effect is closely linked to the independent versus interdependent self-construal, we showed that the differences in self-construal across cultures qualified the social-class effects on choices (Experiment 2). Moreover, when we experimentally manipulated self-construal in Experiment 3, we found that it mediated the corresponding changes in choices regardless of social class. pubtype: Academic Journal doctype: journal article src: R language: English refInfo: copyright: @attributes: flag: N holdings: @attributes: islocal: N |
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