Social-Class Differences in Consumer Choices: Working-Class Individuals Are More Sensitive to Choices of Others Than Middle-Class Individuals  

Oleh:

Na, Jinkyung ; McDonough, Ian M. ; Chan, Micaela Y. ; Park, Denise C.

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: Personality and Social Psychology Bulletin (http://journals.sagepub.com/home/pspc) vol. 42 no. 4 (Apr. 2016), page 430-443.
Topik: social class; culture and self; choice; social influence
Fulltext: Pers Soc Psychol Bull-2016-Na-430-43_her.pdf (780.66KB)

Ketersediaan

Perpustakaan Pusat (Semanggi) Nomor Panggil: PP45 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

Lihat Detail Induk

Isi artikel

The present research shows that, when making choices, working-class Americans are more affected by others’ opinions than middle-class Americans due to differences in independent versus interdependent self-construal. Experiment 1 revealed that when working-class Americans made decisions to buy products, they were more influenced by the choices of others than middle-class Americans. In contrast, middle-class Americans were more likely to misremember others’ choices to be consistent with their own choices. In other words, working-class Americans adjusted their choices to the preference of others, whereas middle-class Americans distorted others’ preferences to fit their choices. Supporting our prediction that this social-class effect is closely linked to the independent versus interdependent self-construal, we showed that the differences in self-construal across cultures qualified the social-class effects on choices (Experiment 2). Moreover, when we experimentally manipulated self-construal in Experiment 3, we found that it mediated the corresponding changes in choices regardless of social class.

Opini Anda

Klik untuk menuliskan opini Anda tentang koleksi ini!

Kembali