You Are What They Eat
The Influence of Reference Groups on Consumers’ Connections to Brands
Bibliographic Data
| ID | 23339727 |
|---|---|
| Authors | Jennifer Edson Escalas (0009-0009-1515-3310, University of Arizona, corresponding author), James R Bettman (Duke University) |
| Year | 2003 |
| Volume | 13 |
| Issue | 3 |
| Pages | 339-348 |
| Publication date | 2003-01-01 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Journal of Consumer Psychology (JOURNAL) |
| Journal identifiers | ISSN: 1057-7408 • E-ISSN: 1532-7663 |
| Publisher | Wiley (PUBLISHER • GB) |
| DOI | 10.1207/s15327663jcp1303_14 |
| OpenAlex | W3122517124 |
| Language | EN |
| Citations received | 152 |
| References cited | 31 |
The set of associations consumers have about a brand is an important component of brand equity. In this article, we focus on reference groups as a source of brand associations, which can be linked to one's mental representation of self to meet self‐verification or self‐enhancement goals. We conceptualize this linkage at an aggregate level in terms of self‐brand connections, that is, the extent to which individuals have incorporated a brand into their self‐concept. In 2 studies, we show that brands used by member groups and aspiration groups can become connected to consumers’ mental representation of self as they use these brands to define and create their self‐concepts. Results from Experiment 1 show that the degree to which member group and aspiration group usage influences individual self‐brand connections is contingent on the degree to which the individual belongs to a member group or wishes to belong to an aspiration group. In Experiment 2, we found that for individuals with self‐enhancement goals, aspiration group brand use has a greater impact on self‐brand connections; for individuals with self‐verification goals, on the other hand, member group use has a greater impact.
Advertising · Brand equity · Business · Linkage (software) · Set (abstract data type) · Computer Science · Consumer Behavior in Brand Consumption and Identification · Cultural Differences and Values · Marketing · Psychology · Social and Intergroup Psychology · Social Psychology
Loving the brand through the founder
Cep Telefonu Marka Bağımlılığı
Conscious and nonconscious effects of product placement
The Effect of Para-Social Interaction in Endorsement Advertising
Like knows like
Self-Schema Matching and Attitude Change
Where Consumers Diverge from Others
The Red Sneakers Effect
A Functional Magnetic Resonance Imaging Study of Neural Dissociations between Brand and Person Judgments
To do, to have, or to share? Valuing experiences over material possessions depends on the involvement of others
Spending reflects not only who we are but also who we are around
Sustainable Marketing, Branding and CSR in the Digital Economy
Signaling Status with Luxury Goods
Identity-based consumer behavior
Drivers of consumer–brand identification
It Is a Match
Narrative Processing
Word of mouth and interpersonal communication
Humanizing brands
The Importance of a General Measure of Brand Engagement on Market Behavior
How does a global coffeehouse chain operate strategically in a traditional tea-drinking country? The influence of brand authenticity and self-enhancement
Brand Attachment and Brand Attitude Strength
Instagram versus Snapchat
Antecedents and purchase consequences of customer participation in small group brand communities
To Be or Not Be? The Influence of Dissociative Reference Groups on Consumer Preferences
Brand Love
Replacement between Conformity and Counter-Conformity in Consumption Decisions
Effects of Non-conformity on Perceived Status and Competence
Risk, return, and resonance
Environmentally sustainable fashion and conspicuous behavior
The role of brand identity, brand lifestyle congruence, and brand satisfaction on repurchase intention
Influencer Worship and Self-Connection with the Promoted Brands on Social Media
Driving Consumer Engagement on Social Media
Influencers As Endorsers and Followers As Consumers
Antecedents of Social Media–Induced Retail Commerce Activities
Using Influencers to Build Self–Brand Connections
Effects of multidimensional destination brand authenticity on destination brand well-being
Why customers defend brands against negative online reviews
The spillover effect of prepaid coupon purchase on complementary product purchase intention
Compulsive buying of brands, its antecedents, and the mediating role of brand love
The impact of oppositional loyalty on brand identification in online brand communities
Exploring the Relationship Between Celebrity Worship and Brand Equity
Understanding the Use of Fashion for Self-expression
I will be with you Alexa! The impact of intelligent virtual assistant's authenticity and personalization on user reusage intentions
The role of self-construal in romantic gift posting across Social Networking Sites
‘What lies behind the filter?’ Uncovering the motivations for using augmented reality (AR) face filters on social media and their effect on well-being
Virtual Fitness
Distance matters
Click, click, ad
Addressing stigma in sexual health
An integrated model of congruence and credibility in celebrity endorsement
Perspectives
The mind of the beholder
Consumer Disposition Toward Fairness in Agri-Food Chains (Fairfood)
In the Aftermath of an Ethical Violation
Creativity Connects
Innovation similarity tendency in scientific collaboration
Can Aggressive Humor Pay Off in Brand-to-Brand Dialogues on Social Media
Battle of the Brand
Looking Up or Down? The Effects of Camera Angle on Evaluations of Anthropomorphized Products in Advertisements
Perfectly Imperfect
How Consumer-Brand Incidental Similarity Cues in Advertising Increase Self-Brand Connection and Brand Interest
Toward a Common Customer Identity Framework for Managing Participatory Marketing Communication Campaigns
Navigating Relationship Norms
How and When Personalized Advertising Leads to Brand Attitude, Click, and WOM Intention
How do experiences enhance brand relationship performance and value co-creation in social commerce? The role of consumer engagement and self brand-connection
AI anthropomorphism and its effect on users' self-congruence and self–AI integration
Symbolic show of strength
Explication of the Virtual Influencer Ecosystem
The Limits of Brand Heritage in Luxury Advertising
Who killed food tourism? Unaware cannibalism in online conversations about traveling in Italy
Trust green, pay more
Narrativas culturales
The licensing effect of green luxury
Utilising “wardrobe studies” to de-construct űber masculine, “bad-boy,” entrepreneurial identity
The Food Marketing Defense Model
Global Versus Local Consumer Culture Positioning in a Transitional Market
Herding behaviors in family travel decision-making in mothers’ online communities
Arts marketing framework
Brand Reputation, Brand Experience, and Electronic Word of Mouth Toward Smartphone
Putting the “Me” in endorsement
The impact of reference effects on online purchase intention of agricultural products
Creating identification with brand communities on Twitter
William James on “Possible Selves”
Luxury
Assessing ethical consumer behavior for sustainable development
Is What You Feel What They See? Prominent and Subtle Identity Signaling in Intergroup Interactions
Body Use and Reference Group Impact
Is the green product greener if it comes from abroad? Mediating effects of country of origin-based superiority/inferiority perception
Overlap between Mental Representations of Self and Brand
Cold tones for sincerity and warm tones for excitement
An integrated model of social media brand engagement
The effect of fit and authenticity on attitudes toward the brand extension
Cognitive dissonance, ego-involvement, and motivated reasoning
The influence of money priming on conformity consumption
The Influence of Different Kinds of Reference Groups on Self-brand Connections
Identity Motives Underlying Desired and Feared Possible Future Selves
Heading Up or Stuck Down Here? The Effect of Perceived Economic Mobility on Subjective Social Status and Brand Identification
Celebrity Avatar” Feasting on In-Game Items
Impact of Consumers’ Self-Image and Demographics on Preference for Healthy Labeled Foods
Impression management
Conceptualizing, Measuring, and Managing Customer-Based Brand Equity
The Multiply Motivated Self
Mundane Consumption and the Self
The Self in Social Contexts
Self‐Presentational Motivations and Personality Differences in Self‐Esteem
Depressed and nondepressed content self-reference in mild depressives
Possible selves
Compromises produced by the dialectic between self-verification and self-enhancement
Prototype matching
"Who am I? Why am I here?" Self-esteem, self-clarity, and prototype matching
The cognitive–affective crossfire
Self-serving biases in the attribution of causality
The Influence of Familial and Peer-Based Reference Groups on Consumer Decisions
Brand Congruence in Interpersonal Relations
Valuing Things
The Role of Family Communication in Consumer Socialization of Children and Adolescents
Reference Group Influence on Product and Brand Purchase Decisions
Students and Housewives
Informational and Normative Social Influence in Buyer Behavior
Possessions and the Extended Self
Who is the Celebrity Endorser? Cultural Foundations of the Endorsement Process
Measurement of Consumer Susceptibility to Interpersonal Influence
Brand Community
Consumers and Their Brands
My Favorite Things
| Unique citing works | 152 |
|---|---|
| Citations per year | 6,91 |
| Citation span | 2004 - 2026 (23) |
| Citation velocity | current |
| Highly cited | Yes |
| Citation types | Neutral: 141 |