IDEAS home Printed from https://ideas.repec.org/a/taf/jgsmks/v27y2017i2p111-122.html
   My bibliography  Save this article

Negative emotion and purchase behavior following social exclusion

Author

Listed:
  • Ji-Yeon Park

Abstract

This research investigates how the different social exclusions, being rejected versus being ignored, in a shopping context alter consumers’ negative emotions and the behavioral responses they produce. The authors propose that in being rejected, feelings of anger increase more than those of shame, producing antisocial behaviors (e.g. stopping purchase), whereas in being ignored, feelings of shame increase more than those of anger, producing prosocial behaviors (e.g. ongoing purchase). The authors document the moderating effects of social face and self-construal on the relation of social exclusion and negative emotion and the relation of negative emotion and purchase behavior, which provides different recommendations for addressing negative emotional and behavioral responses.

Suggested Citation

  • Ji-Yeon Park, 2017. "Negative emotion and purchase behavior following social exclusion," Journal of Global Scholars of Marketing Science, Taylor & Francis Journals, vol. 27(2), pages 111-122, April.
    • Handle: RePEc:taf:jgsmks:v:27:y:2017:i:2:p:111-122
    DOI: 10.1080/21639159.2016.1265319
    as

    Download full text from publisher

    File URL: http://hdl.handle.net/10.1080/21639159.2016.1265319
    Download Restriction: Access to full text is restricted to subscribers.
    File URL: https://libkey.io/10.1080/21639159.2016.1265319?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Katherine E. Loveland & Dirk Smeesters & Naomi Mandel, 2010. "Still Preoccupied with 1995: The Need to Belong and Preference for Nostalgic Products," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 37(3), pages 393-408, October.
    2. Nicole L. Mead & Roy F. Baumeister & Tyler F. Stillman & Catherine D. Rawn & Kathleen D. Vohs, 2011. "Social Exclusion Causes People to Spend and Consume Strategically in the Service of Affiliation," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 37(5), pages 902-919.
    3. Joy, Annamma, 2001. "Gift Giving in Hong Kong and the Continuum of Social Ties," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 28(2), pages 239-256, September.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Choi, Tae Rang & Choi, Jung Hwa & Sung, Yongjun, 2019. "I hope to protect myself from the threat: The impact of self-threat on prevention-versus promotion-focused hope," Journal of Business Research, Elsevier, vol. 99(C), pages 481-489.
    2. Wang, Huanzhang & Liu, Honglei & Kim, Sang Jin & Kim, Kyung Hoon, 2019. "Sustainable fashion index model and its implication," Journal of Business Research, Elsevier, vol. 99(C), pages 430-437.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Shrum, L.J. & Wong, Nancy & Arif, Farrah & Chugani, Sunaina K. & Gunz, Alexander & Lowrey, Tina M. & Nairn, Agnes & Pandelaere, Mario & Ross, Spencer M. & Ruvio, Ayalla & Scott, Kristin & Sundie, Jill, 2013. "Reconceptualizing materialism as identity goal pursuits: Functions, processes, and consequences," Journal of Business Research, Elsevier, vol. 66(8), pages 1179-1185.
    2. Liu, Fu & Wei, Haiying & Zhu, Zhenzhong & Chen, Haipeng (Allan), 2022. "Warmth or competence: Brand anthropomorphism, social exclusion, and advertisement effectiveness," Journal of Retailing and Consumer Services, Elsevier, vol. 67(C).
    3. Walasek, Lukasz & Matthews, William J & Rakow, Tim, 2015. "The need to belong and the value of belongings: Does ostracism change the subjective value of personal possessions?," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 58(C), pages 195-204.
    4. Christopher L. Newman & Melissa D. Cinelli & Douglas Vorhies & Judith Anne Garretson Folse, 2019. "Benefitting a few at the expense of many? Exclusive promotions and their impact on untargeted customers," Journal of the Academy of Marketing Science, Springer, vol. 47(1), pages 76-96, January.
    5. Martin Reimann & Sandra Nuñez & Raquel Castaño, 2017. "Brand-Aid," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 44(3), pages 673-691.
    6. Elodie Gentina & L. J. Shrum & Tina M. Lowrey, 2018. "Coping with Loneliness Through Materialism: Strategies Matter for Adolescent Development of Unethical Behaviors," Journal of Business Ethics, Springer, vol. 152(1), pages 103-122, September.
    7. de Bellis, Emanuel & Venkataramani Johar, Gita, 2020. "Autonomous Shopping Systems: Identifying and Overcoming Barriers to Consumer Adoption," Journal of Retailing, Elsevier, vol. 96(1), pages 74-87.
    8. Liu, Chihling & Keeling, Debbie Isobel & Hogg, Margaret K., 2016. "Strategy narratives and wellbeing challenges: The role of everyday self-presentation," Journal of Business Research, Elsevier, vol. 69(1), pages 234-243.
    9. Bian, Qin & Forsythe, Sandra, 2012. "Purchase intention for luxury brands: A cross cultural comparison," Journal of Business Research, Elsevier, vol. 65(10), pages 1443-1451.
    10. Choi, Sungwoo & Wan, Lisa C. & Mattila, Anna S., 2024. "Unintended indulgence in robotic service encounters," Annals of Tourism Research, Elsevier, vol. 106(C).
    11. Menglin Li & Sining Kou & Jun Pang & Wangshuai Wang, 2024. "Take me back to the past: the impact of social identity conflict on nostalgic consumption," Marketing Letters, Springer, vol. 35(2), pages 289-301, June.
    12. Justina GineikienÄ—, 2013. "Consumer Nostalgia Literature Review And An Alternative Measurement Perspective," Organizations and Markets in Emerging Economies, Faculty of Economics, Vilnius University, vol. 4(2).
    13. Chang, Hsin Hsin & Wong, Kit Hong & Shen, Yi An, 2022. "Effects of the consumer socialization process on content sharing on SNSs: Social comparison and anticipated emotions as moderators," Technological Forecasting and Social Change, Elsevier, vol. 174(C).
    14. Hawkins, Matthew A., 2020. "The moderating effect of need for belonging and communal-brand connection on counterfeit purchasing," Journal of Retailing and Consumer Services, Elsevier, vol. 57(C).
    15. Bastos, Wilson, 2020. "“Speaking of Purchases”: How Conversational Potential Determines Consumers' Willingness to Exert Effort for Experiential Versus Material Purchases," Journal of Interactive Marketing, Elsevier, vol. 50(C), pages 1-16.
    16. Ludwig Bstieler & Martin Hemmert, 2010. "Trust formation in Korean new product alliances: How important are pre-existing social ties?," Asia Pacific Journal of Management, Springer, vol. 27(2), pages 299-319, June.
    17. Zhou, Ling & Wang, Tao & Zhang, Qin & Mou, Yupeng, 2013. "Consumer insecurity and preference for nostalgic products: Evidence from China," Journal of Business Research, Elsevier, vol. 66(12), pages 2406-2411.
    18. Matthew Hawkins, 2020. "The moderating effect of need for belonging and communal-brand connection on counterfeit purchasing," Post-Print hal-02943037, HAL.
    19. Pilar Rojas Gaviria, 2012. "Three essays on how sharing and consuming support home place reconnection in contemporary liquid times," ULB Institutional Repository 2013/209597, ULB -- Universite Libre de Bruxelles.
    20. David Ackerman & Jing Hu & Liyuan Wei, 2009. "Confucius, Cars, and Big Government: Impact of Government Involvement in Business on Consumer Perceptions Under Confucianism," Journal of Business Ethics, Springer, vol. 88(3), pages 473-482, October.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:taf:jgsmks:v:27:y:2017:i:2:p:111-122. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Chris Longhurst (email available below). General contact details of provider: http://www.tandfonline.com/RGAM20 .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.