 Setting the bar: The influence of women’s conspicuous display on men’s affiliative behaviorJill M. Sundie, Mario Pandelaere, Inge Lens and Luk Warlop Journal of Business Research, 2020, vol. 120, issue C, 569-585 Abstract: Four studies provide evidence for a process by which a woman’s conspicuous consumption can serve as a deterrent to affiliative behaviors by materialistic men, via heightened perceptions of the woman’s financial standards for a romantic partner. Materialistic men report utilizing status and resources to attract women more than non-materialistic men. Materialistic men may therefore utilize information about a woman’s status-linked displays to better calibrate their financially-oriented mating efforts. Differential attention to more subtle displays of a woman’s luxury branded items appears to drive materialistic men’s disinterest in social interaction with a woman who conspicuously consumes. A woman’s conspicuous consumption causes materialistic men to rate a real interaction with that woman less favorably. For women, the opposite is observed, with non-materialistic women reacting more negatively to the interaction. Keywords: Materialism; Status consumption; Conspicuous consumption; Mating; Signaling (search for similar items in EconPapers) Downloads: (external link) Related works: Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text Persistent link: https://EconPapers.repec.org/RePEc:eee:jbrese:v:120:y:2020:i:c:p:569-585 DOI: 10.1016/j.jbusres.2019.09.039 Access Statistics for this article Journal of Business Research is currently edited by A. G. Woodside More articles in Journal of Business Research from Elsevier |
Is your work missing from RePEc? Here is how to contribute.
Questions or problems? Check the EconPapers FAQ or send mail to .
EconPapers is hosted by the
School of Business at Örebro University.