Self-Image Motives and Consumer Behavior: How Sacrosanct Self-Beliefs Sway Preferences in the Marketplace

By D. Dunning. 2007

198 citations recorded by the source corpus.

Subfields: Cognitive Neuroscience, Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/ca7d1e67196de0b6e2a5f13dbdc177f2929a1438

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Citations in the corpus

Moralized Leadership: The Construction and Consequences of Ethical Leader Perceptions (2015, background): “…motivate followers to engage in value-consistent behavior to maintain moral self-regard—a sense of meeting one’s personal moral standards (Blasi, 1980; Dunning, 2007).4 Moral self-regard is a critical component of individuals’ momentary feelings of self-worth (Mazar, Amir, & Ariely, 2008; Monin &…”
Morality as a Basic Psychological Need (2018, background): “Direct cognitive processing (cognitive) Ambiguous (Epley and Dunning, 2000) X X X 4. Lead to ill effects (such as on health or adjustment) when thwarted (degenerative) Guillen-Royo and Kasser (2014) X”
Explaining the Paradox: How Pro-Environmental Behaviour can both Thwart and Foster Well-Being (2013, unknown): “Indeed, people‘s self-worth is determined by how moral they perceive themselves to be [67,68].”
Sinning Saints and Saintly Sinners (2009, background): “Past work has shown that people’s self-worth is defined to a large extent by how moral they perceive themselves to be (Dunning, 2007).”
Social identity threat and consumer preferences (2009, background): “Research further suggests that individuals endeavor to maintain positive self-worth (Dunning, 2007; Steele, 1988; Tesser, 2000) and that they not only strive to maintain positive self-views via the individual self, but also via the social self (Tajfel & Turner, 1979).”
Self-Signaling and the Costs and Benefits of Temptation in Consumer Choice (2012, background): “Research on self-perception and self-signaling suggests that people infer from the option they choose what kind of person they are (Bem 1972; Bénabou and Tirole 2004; Dunning 2007; Prelec and Bodner 2003).”
Measuring psychographics to assess purchase intention and willingness to pay (2012, methodology): “To help understand the antecedents to purchase intention for environmentally friendly products, Follows and Jobber (2000) constructed a hierarchy model of personal values – attitude – purchase intention - behavior [based on the Theory of Reasoned Action by Ajzen and Fishbein (1980)] to demonstrate p”
Adjusting the Warm-Glow Thermostat: How Incentivizing Participation in Voluntary Green Programs Moderates Their Impact on Service Satisfaction (2016, background): “Dunning (2007) refers to this positive self-image as the “sacrosanct belief” and argues that people are quite willing to adjust other beliefs to maintain their own flattering view of themselves.”