Retracted

Reminders of Money Elicit Feelings of Threat and Reactance in Response to Social Influence

Datos Bibliográficos

ID11074466
AutoresJia Liu (0000-0002-9209-1215, University of Groningen, autor de correspondencia), Dirk Smeesters (Erasmus University Rotterdam), Kathleen D Vohs (0000-0001-5858-2603)
Año2012
Volumen38
Número6
Páginas1030-1046
Fecha de publicación2012-04-01
Peer ReviewedSí
Open AccessNo
TipoARTICLE
RevistaJournal of Consumer Research (JOURNAL)
Identificadores de la revistaISSN: 0093-5301 • E-ISSN: 1537-5277
EditorialOxford University Press (OUP) (PUBLISHER)
DOI10.1086/661553
OpenAlexW2020535048
IdiomaEN
Citas recibidas9
Referencias citadas54

When consumers are reminded of money, do they conform, shrug off, or react against others' attempts to influence them? Prior research on reminders of money suggests that either of the last two outcomes is probable. The current research proposed that the self-sufficient motivation induced by money reminders causes consumers to perceive social influences as threats to their autonomy. We predicted that consumers reminded of money would deviate from social influence, an effect that would be caused by feeling threatened. Across three experiments, money-primed participants behaved opposite to the source of influence, displaying reactance stemming from heightened feelings of threat. However, this reactance response was eliminated when money-primed participants were not personally invested in a decision; consequently, they showed indifference in the face of social influence. Hence, reminders of money boost the motivation to be autonomous and sensitize consumers to potential constraints on their personal decision-making freedom

Advertising · Business · Feeling · Reactance · Behavioral Health and Interventions · Consumer Behavior in Brand Consumption and Identification · Cultural Differences and Values · Engineering · Psychology · Social Psychology