Location of Repository

Indulgence or Self-Control: A Dual Process Model of the Effect of Incidental Pride on Indulgent Choice

By Keith Wilcox, Thomas Kramer and Sankar Sen

Abstract

This research examines the largely unexamined effect of incidental pride on consumer self-control. The results demonstrate that incidental pride influences long-term goal pursuit through dual processes that result in conflicting outcomes for consumer decisions: indulgent choices when promoting a sense of achievement and virtuous choices when promoting self-awareness. A series of four experiments in the money and health domains shows that the relative weight of each process at the time of a decision determines whether incidental pride leads to more or less indulgence. We provide outcome and process support for our theory, linking pride to self-control behavior in the consumption domain, and rule out alternative explanations for our findings. Thus, the findings demonstrate that the influence of incidental pride on self-control is contingent on the cognitive and contextual factors that affect decision making.

DOI identifier: 10.1086/657606
OAI identifier: oai:RePEc:ucp:jconrs:doi:10.1086/657606
Download PDF:
Sorry, we are unable to provide the full text but you may find it at the following location(s):
  • http://www.jstor.org/stable/pd... (external link)
  • http://www.jstor.org/stable/fu... (external link)
  • Suggested articles


    To submit an update or takedown request for this paper, please submit an Update/Correction/Removal Request.