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Compensatory Consumption of Unique Products:Power Drives Desire for Perceived Autonomy

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Authors
이희진
Advisor
주우진
Major
경영대학 경영학과
Issue Date
2015-02
Publisher
서울대학교 대학원
Keywords
power
Description
학위논문 (석사)-- 서울대학교 대학원 : 경영학과, 2015. 2. 주우진.
Abstract
This research investigates how consumers spending on identity-relevant unique product might be affected by temporary shifts in their states of power. Through pilot study, experiment 1A and 1B, it was found that individuals in powerless state increase their willingness to pay for products associated with uniqueness in identity-relevant domain, while in less identity-relevant domain they decrease their willingness to pay for unique products. Consumers increased desire for unique products in identity-relevant product domain may have roots in compensatory motive, and moderated mediation effect was found which indicates that low power individuals higher willingness to pay for identity-relevant unique product was mediated by perceived autonomy varying on the level of identity threat.
This article makes new contributions to appreciating how the willingness to pay for unique identity-relevant products varies as a function of states of power and identity threat, and increases our comprehension of the role of power in consumer behavior. The link between powerless state and compensatory consumption has expansive implications both for consumers well-being and for comprehension of the psychological dynamics of power. These findings shed light on a novel compensatory perspective regarding powerless state and, by doing so, advance our comprehension of the psychological dynamics of power.
Language
Korean
URI
http://hdl.handle.net/10371/124587
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College of Business Administration/Business School (경영대학/대학원)Dept. of Business Administration (경영학과)Theses (Master's Degree_경영학과)
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