Using attachment theory to understand consumers' tensions between their sense of self and goal-pursuits in relationships

Chihling Liu and Margaret K. Hogg

Journal of Business Research, 2018, vol. 92, issue C, 197-209

Abstract: Consumers face tensions in deciding which goal to pursue, who to be and which self to present in daily life. Yet we know little about these tensions consumers experience as they respond to distinct interpersonal contexts (e.g., perceived support, trust, conflict and sense of belongingness). To this end, we explore the consumption deliberations that consumers undertake for self-presenting when faced with varying interpersonal encounters. We used interview data with women aged 19–62 and Rabinovich and Kacen's (2013) qualitative coding methodology to examine interpersonal patterns of self-presentation. During the data analysis, attachment theory emerged as important in illuminating the tensions participants experienced in pursuing 4 types of goal-pursuit (intimacy, prevention, performance and authenticity) aided by their consumption choices for self-presenting in specific interpersonal contexts. Our findings show intrapsychic and interpersonal influences are not non-interacting entities, but rather need to be studied in conjunction when examining how people create desired social images/identities.

Keywords: Goal-pursuit; Interpersonal relationship; Interpersonal context; Personal adornment; Tension; Attachment theory (search for similar items in EconPapers)
Date: 2018
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Citations: View citations in EconPapers (3)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jbrese:v:92:y:2018:i:c:p:197-209

DOI: 10.1016/j.jbusres.2018.07.033

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