Materialism, Status Consumption, and Market Involved Consumers

• Published in: Psychology & marketing Vol. 33; no. 9; pp. 761 - 776
• Main Authors: Flynn, Leisa Reinecke, Goldsmith, Ronald E., Pollitte, Wesley
• Format: Journal Article
• Language: English
• Published: Hoboken Blackwell Publishing Ltd 01.09.2016; Wiley Blackwell; Wiley Periodicals Inc
• Subjects: Consumers; Consumption; Materialism; Motivation; Quantitative psychology; Shopping; Status; Studies; United States > US
• ISSN: 0742-6046; 1520-6793
• DOI: 10.1002/mar.20915

ABSTRACT Materialism has by all accounts an important impact on many aspects of consumer behavior. The psychological mechanisms through which materialism influences behavior, however, are not well studied. This paper describes a study of the influence of materialism on shopping intensity and amount of spending that takes into account the mediating influences of three important consumer characteristics: status consumption, brand engagement in self‐concept, and market mavenism. The researchers fit a model of these relationships based on the Meta‐theoretic Model of Motivation (3M) model to data from a sample of 351 adult U.S. consumers. The model fit the data well, and the results showed that indeed, status consumption, brand engagement, and market mavenism mediate at least partially the influence of materialism on shopping and spending.