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Because I (Don't) Deserve It: How Relationship Reminders and Deservingness Influence Consumer Indulgence

Journal of Marketing Research, Vol. LI (April 2014), 218-232.

15 Pages Posted: 14 Dec 2013 Last revised: 22 Sep 2014

Lisa A. Cavanaugh

University of Southern California - Marshall School of Business

Date Written: April 1, 2014

Abstract

Marketers regularly remind consumers of valued social relationships (e.g. close friends, family, romantic couples) in order to influence choice and consumption. Interestingly, the author's research shows that such relationship reminders can backfire when consumers do not or no longer have these highlighted relationships. The author shows that reminding consumers of relationships they lack reduces consumers' perceptions of deservingness and causes them to restrict indulgent consumption. Five studies establish the effect of relationship reminders on indulgence and provide support for the underlying process by both measuring and manipulating perceptions of deservingness.

Keywords: deservingness, indulgence, relationships, consumption, choice

JEL Classification: A10, D10, D12, J1, J12, M31, M37

Suggested Citation

Cavanaugh, Lisa A., Because I (Don't) Deserve It: How Relationship Reminders and Deservingness Influence Consumer Indulgence (April 1, 2014). Journal of Marketing Research, Vol. LI (April 2014), 218-232.. Available at SSRN: https://ssrn.com/abstract=2367187

Lisa A. Cavanaugh (Contact Author)

University of Southern California - Marshall School of Business ( email )

701 Exposition Blvd
Los Angeles, CA 90089
United States

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