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Status consumption in newly emerging countries: The influence of personality traits and the mediating role of motivation to consume conspicuously

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  • Nabi, Nazia
  • O’Cass, Aron
  • Siahtiri, Vida

Abstract

In emerging countries, individuals’ tendency to consume status products to display their wealth and new lifestyle is rising. To unlock the underlmathying reasons for consuming status products in emerging countries, this study brings attention to the mediating role of motivation to consume conspicuously as a missing link between consumers’ personality traits - susceptibility to interpersonal influence, need for uniqueness and status consumption. Using social identity and social comparison theory and drawing on data from 269 Bangladeshi individuals, we found that status consumption is positively influenced by susceptibility to interpersonal influence and need for uniqueness. We also found that the relationship between susceptibility to interpersonal influence and status consumption is partially mediated by the motivation to consume conspicuously. However, the results show that the relationship between need for uniqueness and status consumption is not mediated by the motivation to consume conspicuously.

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  • Nabi, Nazia & O’Cass, Aron & Siahtiri, Vida, 2019. "Status consumption in newly emerging countries: The influence of personality traits and the mediating role of motivation to consume conspicuously," Journal of Retailing and Consumer Services, Elsevier, vol. 46(C), pages 173-178.
    • Handle: RePEc:eee:joreco:v:46:y:2019:i:c:p:173-178
    DOI: 10.1016/j.jretconser.2017.09.009
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