The "Shaken Self": Product Choices as a Means of Restoring Self-View Confidence

Leilei Gao, S. Christian Wheeler and Baba Shiv

Journal of Consumer Research, 2009, vol. 36, issue 1, 29-38

Abstract: The present research shows that when a confidently held self-view (e.g., "I am an exciting person") is temporarily cast in doubt, individuals are motivated to choose products that bolster their original self-view (e.g., choosing brands with exciting brand personalities). The findings across three studies suggest that subtle manipulations can temporarily "shake" one's self-view confidence, resulting in an increased propensity of choosing self-view-bolstering products in a subsequent choice task. The consequences of the "shaken self" for product choices are examined in different self-domains. The findings also suggest that the effects of the shaken self are attenuated when individuals have the opportunity to restore their self-view confidence prior to the final choice task. (c) 2008 by JOURNAL OF CONSUMER RESEARCH, Inc..

Date: 2009
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Persistent link: https://EconPapers.repec.org/RePEc:oup:jconrs:v:36:y:2009:i:1:p:29-38

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