The Role of Regulatory Focus in the Endorsement of Material Values

Three studies assessed the relations between materialism and regulatory focus. We hypothesize and show that prevention focus is positively related to materialism (primarily the happiness dimension) through its negative relation with self-esteem. Promotion is both positively and negatively related to...

Full description

Saved in:
Bibliographic Details
Main Authors: Lens, Inge, Pandelaere, Mario, Shrum, LJ, Lee, Jaehoon
Format: Conference Proceeding
Language:English
Subjects:
Consumer behavior
Materialism
Self esteem
Studies
Online Access:Get full text
Tags: Add Tag
No Tags, Be the first to tag this record!
Description
Summary:Three studies assessed the relations between materialism and regulatory focus. We hypothesize and show that prevention focus is positively related to materialism (primarily the happiness dimension) through its negative relation with self-esteem. Promotion is both positively and negatively related to materialism (primarily the success dimension) through two routes: A positive route through its positive relation with extrinsic goal pursuit and a negative route through its positive relation with self-esteem. The findings indicate that both promotion focus and prevention focus are related to materialism, but to different dimensions and through different mechanisms.
ISSN:0098-9258