Identifiable but Not Identical: Combining Social Identity and Uniqueness Motives in Choice

By Cindy Chan, Jonah A. Berger, L. Van Boven. 2012

348 citations recorded by the source corpus.

Subfields: Marketing, Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/7e7f1b0fb23abaa9b3e75e5f0c5d44d2725672eb

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Citations in the corpus

A recipe for friendship: Similar food consumption promotes trust and cooperation (2017, background): “In the same way that clothing can signal both group membership and uniqueness (Chan, Berger, & van Boven, 2012), people may be able to signal closeness through similar food consumption, while also preserving their individual identities.”
Consumers and Artificial Intelligence: An Experiential Perspective (2020, positive): “Identity-based consumer behavior is often the result of a negotiation between belonging and uniqueness motives playing out across this constellation of identities (Chan, Berger, and Van Boven 2012).”
The red sneakers effect: Inferring status and competence from signals of nonconformity. (2014, background): “Previous research on uniqueness motive demonstrates its impact on consumption choices and behavior (Ariely and Levav 2000; Chan et al. 2012; Cheema and Kaikati 2010; Irmak et al. 2010; Lynn and Harris 1997; Maimaran and Wheeler 2008; Ratner and Kahn 2002; Simonson and Nowlis 2000; White and Argo…”
Preference for Human (vs. Robotic) Labor is Stronger in Symbolic Consumption Contexts (2020, background): “Uniqueness motives — the desire to purchase more differentiated and scarce products (Lynn & Snyder, 2002) — depend not only on the person (Tian, Bearden, & Hunter, 2001), but also on the symbolic meaning of the products (Berger & Heath, 2008; Chan, Berger, & Van Boven, 2012; White & Dahl, 2006).”
Fitting In or Standing Out? The Tradeoffs of Structural and Cultural Embeddedness (2015, background): “In the realm of consumer marketing, for example, Chan, Berger, and Boven (2012) report that consumers resolve the conflict of assimilation by conforming to the cultural scripts associated with their social identities in the choice of salient product features and by seeking uniqueness in the choice…”
Consumer Adoption of New Products: Independent versus Interdependent Self-Perspectives (2014, background): “Moreover, past research has conceptualized need for uniqueness primarily as a personality trait (Chan et al. 2012).”