Exploring the Trade-Off Between Materialism and Pro-Environmental Behavior Through the Lens of Narcissism

Linas Pupelis () and Beata Šeinauskienė
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Linas Pupelis: School of Economics and Business, Kaunas University of Technology, Gedimino g. 50, LT-44029 Kaunas, Lithuania
Beata Šeinauskienė: School of Economics and Business, Kaunas University of Technology, Gedimino g. 50, LT-44029 Kaunas, Lithuania

Businesses, 2025, vol. 5, issue 4, 1-16

Abstract: This study investigates the relationship between materialism and pro-environmental behavior, focusing on the moderating role of narcissism in the attitude–behavior gap. A mixed-method research design was employed, combining a preference-based conjoint experiment with psychometric scales including the Material Values Scale (MVS), Recurring Pro-Environmental Behavior Scale (PEB), and Narcissistic Admiration and Rivalry Questionnaire short scale (NARQ-S). A convenience sample of 71 participants evaluated pro-environmental behavior-related choices while also self-reporting their materialistic and pro-environmental values. Results revealed that profiles emphasizing low materialism and high pro-environmental attitudes were most preferred, supporting the hypothesized negative relationship between materialism and pro-environmental choices. The materialism–success dimension showed the strongest behavioral influence. However, narcissism did not significantly moderate the relationship between attitudes and behavior. These findings contribute to dual-attitude theory and impression-management literature by showing that materialists may endorse pro-environmental behavior when it supports social identity signaling. The results have implications for both marketers and policymakers in designing strategies that appeal to reputation-sensitive consumers.

Keywords: materialism; pro-environmental behavior; narcissism (search for similar items in EconPapers)
JEL-codes: A1 D0 D4 D6 D7 D8 D9 E0 E2 E3 E4 E5 E6 E7 F0 F2 F3 F4 F5 F6 G0 G1 G2 H0 J0 K2 L0 L1 L2 M0 M1 M2 M3 M4 M5 N0 N1 N2 O0 O1 P0 (search for similar items in EconPapers)
Date: 2025
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Persistent link: https://EconPapers.repec.org/RePEc:gam:jbusin:v:5:y:2025:i:4:p:51-:d:1785172

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