The interactive effect of cultural self-construal and social exclusion on consumers' impression management goal pursuit

Volume: 100, Pages: 51 - 60
Published: Jul 1, 2019
Abstract
Four studies suggested that social exclusion (vs. inclusion) by ingroups leads interdependents to discard impression management goals because of a lower tendency to identify with ingroups. In contrast, independents do not change their impression management goals when socially excluded (vs. included) by ingroups. Consequently, when included (but not when excluded), interdependents (vs. independents) are willing to pay more, and are willing to...
Paper Details
Title
The interactive effect of cultural self-construal and social exclusion on consumers' impression management goal pursuit
Published Date
Jul 1, 2019
Volume
100
Pages
51 - 60
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