Self-Monitoring and Status Motivation: An Implicit Cognition Perspective

Sandor Czellar ()
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Sandor Czellar: GREGH - Groupement de Recherche et d'Etudes en Gestion à HEC - HEC Paris - Ecole des Hautes Etudes Commerciales - CNRS - Centre National de la Recherche Scientifique

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Abstract: Prior research has highlighted the role of self-monitoring as a key individual trait impacting consumer behavior. In an extensive review, Gangestad and Snyder (2000) identified a need for research investigating the role of status motivation in self-monitoring. This research constitutes an answer to their call from an implicit cognition perspective. To do this, we rely on the motivation and opportunity as determinants of attitude-behavior processes model (MODE, Fazio and Towles-Schwen 1999). Results indicate that both low- and high self-monitors share positive automatic attitudes about status. However, low self-monitors seem to rely on these automatic associations to make explicit status judgments whereas high self-monitors do less so. These results integrate prior findings in consumer research and open up avenues for future inquiry.

Keywords: Self-monitoring; status motivation (search for similar items in EconPapers)
Date: 2007
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Published in Advances in Consumer Research, 2007, Vol.34, pp.332-334

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-00458411

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