See discussions, stats, and author profiles for this publication at: https://www.researchgate.

net/publication/309615126

MATERIALISM AND ITS ASSOCIATED CONCEPTS

Conference Paper · September 2016

CITATIONS READS
0 5,243

2 authors:

Aysel Erciş Bahar Türk

Ataturk University Pamukkale University
93 PUBLICATIONS   887 CITATIONS    60 PUBLICATIONS   146 CITATIONS   

SEE PROFILE SEE PROFILE

Some of the authors of this publication are also working on these related projects:

The measurement of households' sustainable consumption: A scale development study View project

Consumer Behavior in the Digital Era - Edited Book Project View project

All content following this page was uploaded by Bahar Türk on 02 November 2016.

The user has requested enhancement of the downloaded file.

MATERIALISM AND CONSUMPTION STYLE

Materialism and Its Associated Concepts

Aysel Erciş, Professor

Atatürk University

Bahar Türk, Research Assistant

Atatürk University

Corresponding Author Bahar Türk , Department of Marketing, Campus Box 25240, Atatürk
University, Erzurum, Turkey. Email: [email protected], Phone: +90 442 231 1432.
MATERIALISM AND CONSUMPTION STYLE 1

Abstract

Consumption tendency have increased in society and individuals have preferred to their requests

rather than needs in their purchasing process. This situation has increased the tendency toward

materialism. Therefore, it is important that determine the relationship between materialism and

other variables which is affecting the purchase decision. Some of these factors are; perceived

social status, status consumption, conspicuous consumption, impulse buying, brand loyalty,

consumer independence and materialism of the consumers. In this context the aim of this paper is

examined relationships between materialism, perceived social status, status consumption,

impulse buying, conspicuous consumption, brand loyalty and consumer independence. The

survey was applied to 412 people in Erzurum/Turkey. For the purpose of investigate the

relationship between these variables, the structural equations model was used. The findings

indicate that relationship positively between materialism, status consumption, perceived social

status, conspicuous consumption, impulse buying and brand loyalty. Another significant finding

points out that materialism is not associated with consumer independence.

Keywords: consumer behavior, materialism, consumption style, structural equations model

MATERIALISM AND CONSUMPTION STYLE 2

Materialism and Its Associated Concepts

Consumers have played a significant role in the marketplace and have unique

characteristics that respond differently to every product or services. There are many factors that

influence the consumers buying behavior. Some of these factors; perceived social status, status

consumption, conspicuous consumption, impulse buying, brand loyalty, consumer independence

and materialism of the consumers.

Materialism is often connected with faith in literature at the 1980s. During that period, it

captured the attention of marketers, including (Belk, 1987) who announced materialism the

“dominant consumer ideology and the most significant big development in modern consumer

behavior”. So, as a general trait in literature, materialism is the tendency to view worldly

possessions as important sources of satisfaction in life (Belk & Pollay, 1985). Also, the

consumption-based orientation to happiness-seeking that is commonly evoking materialism has

generally been viewed as a Western (Ger & Belk, 1996) and materialism now seems to have

spread out more of the world's people like a technological invention or new trends. Several

researchers have found that perceive social status to be associated with materialism (Fah, Foon,

& Osman, 2011). Materialistic consumers with a high disposition, their consumption pattern is

specified based on the perceived social status. Especially in developed nations, people give

importance to their status for showing their places in the society or for holding a position.

Moreover, it is recognized that people aspire to be honored by having products which are signs

of high status. Hence, perceived social status brings about 'status consumption'. In addition to,

studies appear that conspicuous consumption is connected to both a perceived higher status in

society and materialism. Impulse buying is a wide aspect of consumers' behaviors and a focus for

considerable marketing activity. The term impulse buying refers to a more specific range of
MATERIALISM AND CONSUMPTION STYLE 3

phenomena than unplanned purchasing and it identifies a psychologically distinctive type of

consumer behavior (Rookh, 1987). Also, works show that consumers feel jealous or envious

when others acquire a greater number of possessions. So we believe that there exists a positive

relationship between materialism and impulse buying (Podoshen & Andrzejewski, 2012). Brand

loyalty takes place among the factors known to affect purchase behavior Consumers usually tend

to purchase brands which have specifically, designate or mark a desired social status. Similarly,

materialistic consumers see the brand product as a source of happiness In this regard, consumers

will continue to purchase the brand product that they believe make them happy and will avoid

perceived unhappiness.

Also, Independent consumers are unconcerned with the other people’s opinion and how

other people see them. Therefore, consumer independence is negatively related to materialism.

Because materialistic people are self-conscious and have a strong concern with how they appear

to others (Kasser, 2002). An investigation, the shape of consumption, loyalty, independence and

materialism, and the values which form the basis of these attitudes, would afford marketer's

insights necessary for planning marketing strategies. Therefore, the purpose of this research was

to test relationships between materialism, perceived social status, status consumption, impulse

buying, conspicuous consumption, and brand loyalty and consumer independence.

Materialism

Materialism is “an orientation which views material goods and money as important for

personal happiness and social progress” as be defined in early research (Ward & Wackman,

1971). Belk (1983, 1984; 1985), Ger and Belk (1996) developed definitions and suggested that

materialism was a function of one's personality, reflecting traits of possessiveness, envy, and

non-generosity. Richins and Dawson (1992) materialism concept have been discussed differently
MATERIALISM AND CONSUMPTION STYLE 4

than Belk. They describe this concept as a concept where individuals have material acquisition at

the nub of their lives and view these material possessions as the source of their happiness. They

believe that materialistic consumers judge personal success as a function of the quality of

possessions owned (Richins & Dawson, 1992). In regard to, Richins and Dawson scale in 1992

contains three measures; success, centrality, and happiness. As in this study, after developments

Richins and Dawson's and Belk's scale dimensions have been used together as 'success,

centrality, happiness, and envy' (Podoshen, Li, & Zhang, 2011).

Consumers who value materialism put obtained of products at the focus of their lives

(Rokeach, 1973) and success is basic to set plans and their aim of life (Daun, 1983). As for

materialists, this success is a basic source of satisfaction or unsatisfaction and happiness or

unhappiness, instead of personal relationships, experiences, or contributions. Also, materialist

feels envy or displeasure when another person is upper to them in terms of happiness, success,

prestige, or possessions (Podoshen et al., 2011). Centrality means that consumers' tendency to

put importance on possessions at the center of their lives. Likewise, they purchase some products

even though they are not important or necessary (Richins & Dawson, 1992).

Studies show that materialism has been linked to a variety of consumer behaviors. The

examples of this behavior; social consumption motivation (Fitzmaurice & Comegys, 2006),

compulsive buying (Rindfleisch, Burroughs, and Denton, 1997; Roberts, Manolis, and Tanner

2003), impulse buying (Beatty and Ferrell, 1998; Podoshen and Andrzejewski, 2012; Bae, 2012),

brand perception (Kamineni, 2005), brand loyalty (Ailawadi, Neslin, & Gedenk, 2001), attitude

towards advertising (Yoon, 1995), social influence conformity (Schroeder & Dugal, 1995),

perceived social status (Fischer and Gainer, 1991; Fah et al., 2011), status consumption and
MATERIALISM AND CONSUMPTION STYLE 5

consumer independence (Goldsmith & Clark, 2012), conspicuous consumption (Podoshen et al.,

2011), self-esteem (Deci & Ryan, 1995).

Perceived Social Status and Status Consumption

Consumers had a different perception and need towards the product because they have

different personality and background. Studies stress that materialistic consumer tends to spend

money on something unnecessary or unimportant (Liao & Wang, 2009). They have done these

expenditures for the improvement of their perceived social status (Christopher, Marek, &

Carroll, 2004) and they also strengthen their self-esteem (Tatzel, 2002). For materialist

consumers, wealth means' “social status, achievement, and reputation”. They purchase luxurious

brand for to signal their wealth and success, or at least make others perceive them as successful

(Liao & Wang, 2009). So, they select good as a means of social approval as it delivers meaning

in social interaction processes.

Status consumption defined similarly type with perceived social status in literature.

Because perceived social status is the beginning of status consumption. According to some of

these definitions, some materialists are motivated to obtain goods to show to both themselves

and the environment others the attainment of status in society (Eastman, Goldsmith, & Flynn,

1999).

Greater materialistic tendencies consumers are specially adapted to the social meanings

of goods, it seems reasonable that materialists may gain enjoy it sharing their social information

with others through their acting. Because the material good view as symbolic presentations of

the images consumers have of themselves that they want to express to surrounding others. In

regards to, these explanations show that status consumption is an outcome of perceived social

status and materialism, therefore, a significant relationship between perceived social status,
MATERIALISM AND CONSUMPTION STYLE 6

status consumption and materialism (Jalees, 2007; Goldsmith and Clark, 2012). H1: Materialism

is positively associated with status consumption. H2: Materialism is positively associated with

perceived social status.

Conspicuous Consumption

Some consumers buy certain goods in the hopes to be seen more favorably in the greater

social hierarchy. In other words, to the use of conspicuous consumption in an attempt to find

more social status (Mullins, 1999) especially when one considers the consensual nature of public

meanings related to conspicuous products (Richins, 1994). Materialist consumers prefer to

purchase expensive products of famous brands (Prendergast & Wong, 2003) other people

perceive them to a high level of brand awareness and empowering themselves through purchases

of brand leading products. Sometimes they may perform by purchasing counterfeit luxury goods.

Materialistic consumers tend to feel less satisfaction and happiness in their life. They tend

toward conspicuous consumption for in order to resolve the lack of establishing meaningful

relationships with others (Richins and Dawson, 1992; Ryan and Dziurawiec, 2001). Also, there

are different meanings of material products and conspicuous consumption; group membership,

obtain social status and to signal status to other people, and obtain possessions to pleasure social

status positions or have a fight feelings of ambiguity or low levels of self-esteem, attain a high

standard of living (Watson, 2003). H3: Materialism is positively associated with conspicuous

consumption.

Impulse Buying

An impulse purchase by definition is unplanned but it is more and it includes

experiencing an impulse to buy. This impulse is felt suddenly and strongly and is often

overwhelming. Rookh (1987) defined impulse buying as when "a consumer experiences a
MATERIALISM AND CONSUMPTION STYLE 7

sudden, often powerful and persistent urge to buy something immediately." Then, this definition

slightly extended by Beatty and Elizabeth Ferrell (1998). They say; “Impulse buying is a sudden

and immediate purchase with no pre-shopping intentions either to buy the specific product

category or to fulfill a specific buying task. The behavior occurs after experiencing an urge to

buy and it tends to be spontaneous and without a lot of reflection (Podoshen & Andrzejewski,

2012).

Studies support that a clear link between materialism and impulse buying. Tatzel (2002)’s

work show concentration of materialism and the desire to spend, and show that those high in

materialism and “loose” with money have a tendency to exchange in “exhibitionist” purchases.

The researcher suggests that these consumers will exhibit both a positive attitude toward debt

and a positive attitude toward impulsive purchases.

Also, before than Tatzel’s investigation, Belk (1995) indicate the materialists may even

feel obsessed or addicted to spending and this situation, being highly materialistic can lead to a

buy now, think a later approach to consumption. Consistent with Bourdieu (1984), McCracken

(1988), Dittmar, Beattie, and Friese (1995) and Featherstone (2007). Also, material goods are

consumed not only for functionality but also as symbolic identifiers, with these goods frequently

purchased impulsively to reflect self-identity. H4: Materialism is positively associated with

impulse buying.

Brand Loyalty

Brand loyalty defined similarly with repeat purchasing behavior in some study. But brand

loyalty has certain property distinguish from repeat purchasing behavior. These properties; non-

random, behavioral response, expressed over time, which is a function of decision making or

evaluative processes. And the most important difference for brand loyalty, which is based on
MATERIALISM AND CONSUMPTION STYLE 8

brand commitment (Bloemer & Kasper, 1995). In addition, status-conscious consumers may

view the purchase of specific brands for reducing risk possibility (Palumbo & Herbig, 2000).

Similarly, materialistic societies attach importance to possessions for happiness and faced with

these circumstances probably they will continue to purchase items that they believe make them

happy and will avoid the unhappiness that comes with the risk associated with different brands

(Ailawadi et al., 2001). Faced with this situation, consumers may choose self-worth and

happiness which is more important than other factors. These factors associated with changing

behaviors. Hence, they will continue to purchase products of the same brand (Troisi,

Christopher, & Marek, 2006). H5: Materialism is positively associated with brand loyalty

Consumer İndependence

Consumers often seek information from others before purchasing in order to reduce the

risk of making bad decisions. This social influence is termed "informational influence,” and

consumers vary in the extent to which they rely on interpersonal sources of information

(Bearden, Netemeyer, and Teel, 1989; Bearden and Rose, 1990; Goldsmith and Clark, 2012).

Consumers are also affected by others when they seek confirmation for their purchases when

they buy what others buy in order to fit in or to be seen as a member of a particular social group,

or when they seek to project an image of themselves to others. Related to these terms are

“conformity” and “susceptibility to interpersonal influence” (Bearden et al., 1989). Consumers

can respond to social influence in three methods. They can comply or copy others, they can rebel

against others, or they can simply ignore or be unresponsive to the influence of others. This last

option is termed consumer independence. If necessary elaborate, consumer independence means

that "a durable consumer tendency to respond to social influences pertaining to product and
MATERIALISM AND CONSUMPTION STYLE 9

brand choices and uses by giving minimal weight to the provided the norms of consumer

reference groups adhering instead to personal preferences.” (Clark, 2006).

Independent consumers are usually unconcerned with the opinions of others and how

others view them. This individual runs counter to that of the highly materialistic person because

materialism is linked to low self-esteem and insecurity. Materialistic people are motivated by

external rewards and praise; they are self-conscious and have a strong concern with how they

appear to others (Kasser, 2002). Therefore, there is a good reason to propose that as their levels

of materialism increase, consumers will be less independent. Also other research observed that

consumer independence, unlike materialism, is positively related to some concepts. Such as self-

sufficiency, need for uniqueness, and self-confidence, and negatively related to social

motivations for consumption, susceptibility to normative social influence, and prestige sensitivity

(Clark, 2006). Therefore, a negative relation between materialism and consumer independence

seems extremely obvious. H6: Materialism is negatively associated with consumer

independence.

The Methodology

Data were collected using a face to face interview with the help of marketing researchers

specializing in consumer surveys. A total of 412 responders participated in the study. The sample

of the study consists of individuals who are over the age of 18 living in the city center of

Erzurum. The questionnaire consisted of 47 five-point Likert scale items aimed at measuring

materialism, social status, status consumption, impulse buying, conspicuous consumption, brand

loyalty and consumer independence. The other part of the questionnaire consisted of 6 items

aimed at measuring demographic factors.

MATERIALISM AND CONSUMPTION STYLE 10

We used existing scales to measure all constructs. For materialism, we used Richins and

Dawson (1992) and Belk (1984) a modified version of materialism scale. We used this particular

scale because it conceptualizes materialism as cognitive beliefs and because it has been used in

the recent literature with a high degree of reliability (Ahuvia and Wong, 2002; Podoshen et al.,

2011). Perceived social status; Fischer and Gainer (1991), status consumption and consumer

independence; Clark (2006), impulse buying; Beatty and Elizabeth Ferrell (1998), conspicuous

consumption; Chung and Fischer (2001), which is a mixture of previously utilized measures

developed by Moschis (1981), Lumpkin and Darden (1982) brand loyalty were adopted by

Ailawadi and colleagues. (2001).

Status Impulse
Consumption Buying

Perceived Materialism Brand

Social Status Loyalty

Conspicuous Consumer
Consumption Independence

Figure 1. Research Model

Findings

Demographic Factors: participants’ ages ranged from 24 to 29 with 38.6%. More than

half of the total participants were female (50.2%) and, it was income 3501-4000 Turkish lira

(%42.5). Additionally, 37.9% of the participants had an undergraduate degree and 37.4% public

sector employees.
MATERIALISM AND CONSUMPTION STYLE 11

The Highest Mean of Research Variable: in status consumption “a product is more

valuable to me if it has some snob appeal.” (4,39), in perceived social status “buying expensive

and apparel things is symbolic of higher living standard” (4,37), in conspicuous consumption

“before purchasing a product, it is important to know what others think of people who use certain

brands or products I am considering” (4,42), in impulse buying “when I go shopping, I buy

things that I had not intended to purchase.” (4,28), in brand loyalty “I am willing to make an

effort to search for my favorite brand.” (2,76), in consumer independence “when I’m buying

something, my personal preferences and tastes are more important to me than the opinions of

others.” (3,87), in materialism “happiness” (4,23) expression was found to have the highest

average. According to these values consumers, prefer snob appeal, view expensive things are

symbolic of higher living standard, they take care of what other people think about the brands

they buy, they are buying impulse, they are loyal to the brand and independence.

Confirmatory Factor Analysis(CFA): before testing the structural model, it was

conducted a confirmatory factor analysis. The results of confirmatory factor analysis are shown

below;

Table 1

Standardized Path Coefficients of the CFA

(t) Standardized
Items Error Variances R2 Cronbach’s Alpha
Value Loading

SC1 10.54 0.59 0.08 0.35

SC2 10.49 0.58 0.08 0.34

0.71
SC3 10.54 0.67 0.11 0.45

SC4 9.14 0.50 0.08 0.25

MATERIALISM AND CONSUMPTION STYLE 12

PSS1 8.95 0.53 0.12 0.28

PSS2 8.62 0.63 0.13 0.40 0.64

PSS3 8.95 0.49 0.09 0.24

CC1 8.46 0.62 0.16 0.38

CC2 8.14 0.57 0.13 0.32

0.75
CC3 8.46 0.51 0.08 0.26

CC4 8.55 0.63 0.15 0.40

IB1 9.69 0.53 0.07 0.28

IB2 9.22 0.73 0.09 0.53 0.72

IB3 13.35 0.81 0.08 0.66

BL1 12.81 0.81 0.09 0.66

BL2 10.52 0.56 0.06 0.31 0.72

BL3 12.81 0.68 0.06 0.46

CI1 8.59 0.67 0.12 0.45

CI2 7.9 0.52 0.10 0.27

CI3 8.5 0.61 0.10 0.37 0.80

CI4 7.66 0.50 0.10 0.25

CI5 7.05 0.45 0.09 0.20

Success 13.98 0.78 0.09 0.61

Centrality 13.33 0.64 0.52 0.41

0.80
Happiness 13,98 0.66 0.05 0.44

Envy 13.91 0.66 0.06 0.44

MATERIALISM AND CONSUMPTION STYLE 13

Table 2

Fit Index for CFA

MATERIALISM AND CONSUMPTION STYLE 14

İndex Structural Model’s values Acceptable Compliance

Chi-Square (X2) 732.206

df 270

(X2)/df 2.7 1-5

p-value 0.00000

RMSEA 0.06 0,05 ≤ RMSEA ≤ 0,10

RMR 0.07 0,05 ≤ RMR ≤ 0,08

NFI 0.91 0,90 ≤ NFI ≤ 0,1

CFI 0.97 0,95 ≤ CFI ≤ 0,1

GFI 0.94 0,90 ≤ GFI ≤ 0,1

In Table 2 (X2)/df ratio was found to be 2.7 below the reference value. RMSEA is 0.06 and the

acceptable level. RMR, NFI, CFI, GFI levels also are seen to be within acceptable limits.
MATERIALISM AND CONSUMPTION STYLE 15

Figure 2. Structural Model

Table 3

Standardized Path Coefficients of the Structural Model

Standar- Error
(t)
Paths Statistically Significant dized Varianc R2
Value
loading es

Materialism Status Consumption 8.70 0.79 0.37 0.63

Materialism Perceived Social Status 6.38 0.77 0.41 0.59

Materialism Conspicuous Consumption 4.60 0.39 0.84 0.16

Materialism Impulse Buying 2.07 0.28 0.92 0.08

Materialism Brand Loyalty 5.65 0.47 0.78 0.22

Materialism Consumer Independence -1.52 -0.12 0.99 0.014

MATERIALISM AND CONSUMPTION STYLE 16

Analyzing the standard values for model parameters, the coefficients of the variables t is

seen to be significant, excluding Consumer Independence. Hence, materialism is positively

associated with status consumption. (H1), materialism is positively associated with perceived

social status (H2), materialism is positively associated with conspicuous consumption (H3)

materialism is positively associated with impulse buying (H4), materialism is positively

associated with brand loyalty (H5), it is possible to express. Seen from the table that the

standardized regression coefficients; materialism, affects especially status consumption.

However, the t value of consumer independent is not having a significant explanatory,

materialism is negatively associated with consumer independence (H6) has been rejected.

Standard values for the parameters of the observed variables is examined, it is seen that t

values are meaningful. At the same time, R2 which is the explanatory coefficient shows that

described of the latent variables by the observed variables.

Table 4

Fit Index for Structural Model

İndex Structural Model’s values Acceptable Compliance

Chi-Square (X2) 588.96

df 318

(X2)/df 1.8 1-5

p-value 0.00000

RMSEA 0.05 0,05 ≤ RMSEA ≤ 0,10

RMR 0.07 0,05 ≤ RMR ≤ 0,08

NFI 0.90 0,90 ≤ NFI ≤ 0,1

MATERIALISM AND CONSUMPTION STYLE 17

CFI 0.91 0,95 ≤ CFI ≤ 0,1

GFI 0.95 0,90 ≤ GFI ≤ 0,1

In Table 4 (X2)/df ratio was found to be 1.8 below the reference value. RMSEA is 0.05 and the

acceptable level. RMR, NFI, CFI, GFI levels also are seen to be within acceptable limits.

Conclusions

The purpose of this study was investigated relationships between materialism, social

status, status consumption, impulse buying, conspicuous consumption, brand loyalty and

consumer independence. Our data were supported five hypotheses. Materialism was positively

associated with social status, status consumption, impulse buying, conspicuous consumption,

brand loyalty. The findings consistent with previous studies. But, a significant relation was not

found between materialism and independence. Therefore, a hypothesis was not supported.

The study found that exist a link between materialism and perceived social status and

status consumption. Materialist consumer has high perceived social status and status

consumption. As materialism increases, the desire to buy products for their status benefit also

increases. These people are in the pursuit of finding happiness by having material possessions.

Thus, possessive material goods, especially status goods are very important for these people.

Because they are using these products to communicate with other people and there are good

reasons to seek status. Materialism also seems to be related to the acquisition of good for the

status and increasing the social prestige of their owners in the eyes of others. As a result, when

materialism is low, consumers are less concerned with buying status goods. Also, our work

supports beliefs that exist the relation between materialism and impulse buying. In terms of

impulse buying and its relationship to materialism is a psychological process. Materialists have
MATERIALISM AND CONSUMPTION STYLE 18

high impulse buying tendencies. Because if materialism increases, impulse buying will increase.

Our data show that materialism gives rise to the need for acquiring goods that prestige symbol.

Also, the process of buying goods is not only central to the individual but is also related to the

reaction received by others. Because the goods are purchased for social status within society. It is

present that the relation between materialism and conspicuous consumption. We found that

materialism relates positively to brand loyalty. This means that consumers who have high

materialistic dispositions show more brand loyalty. Individuals, in this way, escape from

uncertainty and are seeking to reduce the risk of unhappiness. So, the consumer acquisition

certain brand for a hope of status and power and not practical use.

Given the data in this study, the findings are consistent with the profile of materialistic

behavior and its consequences. Connections between these consumer dispositions and

materialism tools may give opportunities to focus on the sustainable strategies of marketing

managers. If the marketer desires to be successful, their products should support a lifestyle

centered on materialism. Also, marketers should think of promoting on meeting consumer needs

and about in establishing long-term relationships with consumers. Consequently, marketers

should better examine the societal implications of their actions. So, marketers with strong brands

are able to take advantage of consumers with high materialistic dispositions. When it comes to

companies, if they have a strong brand, this can be viewed positively. This may provide to be

loved of the firm and consumer attitudes may positively affect consumer behavior. In this regard,

firms that implement strategy and marketing communications may advantage over competing

firms when social responsibility and consumers' long-term well-being are in tune. In this way,

firms may also benefit by finding an increase in customer trust and satisfaction. Adding to all

these, remember that there are negative effects of materialism. Marketers and consumers
MATERIALISM AND CONSUMPTION STYLE 19

consider the implications of debt, short-term gains in revenue. This situation may result from

unhappiness and destructive behaviors on a societal level. To summarize, we believe that

managers, firms and related units will find our conclusions beneficial. Besides, this information

may benefit for macro or consumer dispositions oriented other units.

We should say that our study has limitations, and therefore, our findings should be

viewed in this area. Firstly, we gathered data from respondents residing in the Erzurum in

Turkey. Therefore, the results should not generalize across the entire young adult populations of

in Turkey. It is possible that attitudes regarding materialism and its related concepts may differ

based on geographic region. Future research may examine these differences between different

groups of Turkey or of Erzurum consumers. Moreover, future researchers may investigate the

impact of possessions on the family. They may use empirical tests to determine which types of

variables are more effective. Also, they can be done to research by defining a certain product

group.

References

Ahuvia, A. C., & Wong, N. Y. (2002). Personality and values based materialism: Their

relationship and origins. Journal of Consumer Psychology, 12(4), 389-402.

Ailawadi, K. L., Neslin, S. A., & Gedenk, K. (2001). Pursuing the value-conscious consumer:

store brands versus national brand promotions. Journal of Marketing, 65(1), 71-89.

Bae, S. Y. (2012). Understanding ethical consumers: Assessing the moderating effects of price

sensitivity, materialism, impulse buying tendency, and clothing involvement. Colorado

State University.

Bearden, W. O., Netemeyer, R. G., & Teel, J. E. (1989). Measurement of consumer susceptibility

to interpersonal influence. Journal of consumer research, 473-481.

MATERIALISM AND CONSUMPTION STYLE 20

Bearden, W. O., & Rose, R. L. (1990). Attention to social comparison information: An

individual difference factor affecting consumer conformity. Journal of consumer

research, 16(4), 461.

Beatty, S. E., & Elizabeth Ferrell, M. (1998). Impulse buying: modeling its precursors. Journal

of retailing, 74(2), 161-167.

Belk, R. W. (1984). Three Scales to Measure Constructs Related to Materialism: Reliability,

Validity, and Relationships to Measures of Happiness. Advances in consumer research,

11(1).

Belk, R. W. (1987). Material Values in the Comics: A Content Analysis of Comic Books

Featuring Themes of Wealth. Journal of consumer research, 14(1), 26-42.

Belk, R. W. (1995). Collecting as luxury consumption: Effects on individuals and households.

Journal of economic psychology, 16(3), 477-490.

Belk, R. W., & Pollay, R. W. (1985). Materialism and Magazine Advertising During the

Twentieth Century. Advances in consumer research, 12(1).

Bloemer, J. M., & Kasper, H. D. (1995). The complex relationship between consumer

satisfaction and brand loyalty. Journal of economic psychology, 16(2), 311-329.

Bourdieu, P. (1984). Distinction: A social critique of the judgement of taste: Harvard University

Press.

Christopher, A. N., Marek, P., & Carroll, S. M. (2004). Materialism and Attitudes Toward

Money: An Exploratory Investigation. Individual Differences Research, 2(2).

Chung, E., & Fischer, E. (2001). When conspicuous consumption becomes inconspicuous: the

case of the migrant Hong Kong consumers. Journal of Consumer Marketing, 18(6), 474-

487.
MATERIALISM AND CONSUMPTION STYLE 21

Clark, R. A. (2006). Consumer independence: Conceptualization, measurement and validation of

a previously unmeasured social response tendency.

Daun, A. (1983). The materialistic life-style: Some socio-psychological aspects. Consumer

behavior and environmental quality, 6-16.

Deci, E. L., & Ryan, R. M. (1995). Human autonomy Efficacy, agency, and self-esteem (pp. 31-

49): Springer.

Dittmar, H., Beattie, J., & Friese, S. (1995). Gender identity and material symbols: Objects and

decision considerations in impulse purchases. Journal of economic psychology, 16(3),

491-511.

Eastman, J. K., Goldsmith, R. E., & Flynn, L. R. (1999). Status consumption in consumer

behavior: Scale development and validation. Journal of Marketing Theory and Practice,

41-52.

Fah, B. C. Y., Foon, Y. S., & Osman, S. (2011). An exploratory study of the relationships

between advertising appeals, spending tendency, perceived social status and materialism

on perfume purchasing behavior. International Journal of Business and Social Science,

2(10), 202-208.

Featherstone, M. (2007). Consumer culture and postmodernism: Sage.

Fischer, E., & Gainer, B. (1991). I shop therefore I am: The role of shopping in the social

construction of women’s identities. Gender and consumer behavior, 350-357.

Fitzmaurice, J., & Comegys, C. (2006). Materialism and social consumption. The Journal of

Marketing Theory and Practice, 14(4), 287-299.

Ger, G., & Belk, R. W. (1996). Cross-cultural differences in materialism. Journal of economic

psychology, 17(1), 55-77.

MATERIALISM AND CONSUMPTION STYLE 22

Goldsmith, R. E., & Clark, R. A. (2012). Materialism, Status Consumption, and Consumer

Independence. The Journal of Social Psychology, 152(1), 43-60. doi:

10.1080/00224545.2011.555434

Jalees, T. (2007). Identifying determinants of compulsive buying behavior. Market forces, 3(2),

30-51.

Kamineni, R. (2005). Influence of materialism, gender and nationality on consumer brand

perceptions. Journal of Targeting, Measurement and Analysis for Marketing, 14(1), 25-

32.

Kasser, T. (2002). The high price of materialism: MIT Press.

Liao, J., & Wang, L. (2009). Face as a mediator of the relationship between material value and

brand consciousness. Psychology & Marketing, 26(11), 987-1001.

Lumpkin, J. R., & Darden, W. R. (1982). Relating television preference viewing to shopping

orientations, life styles, and demographics: The examination of perceptual and preference

dimensions of television programming. Journal of Advertising, 11(4), 56-67.

McCracken, G. (1988). The long interview (Vol. 13): Sage.

Moschis, G. P. (1981). Patterns of consumer learning. Journal of the Academy of Marketing

Science, 9(1), 110-126.

Mullins, P. R. (1999). Race and the genteel consumer: class and African-American consumption.

Historical Archaeology, 33, 22-38.

Palumbo, F., & Herbig, P. (2000). The multicultural context of brand loyalty. European Journal

of Innovation Management, 3(3), 116-125.

MATERIALISM AND CONSUMPTION STYLE 23

Podoshen, J. S., & Andrzejewski, S. A. (2012). An examination of the relationships between

materialism, conspicuous consumption, impulse buying, and brand loyalty. The Journal

of Marketing Theory and Practice, 20(3), 319-334.

Podoshen, J. S., Li, L., & Zhang, J. (2011). Materialism and conspicuous consumption in China:

a cross-cultural examination. International Journal of Consumer Studies, 35(1), 17-25.

doi: 10.1111/j.1470-6431.2010.00930.x

Prendergast, G., & Wong, C. (2003). Parental influence on the purchase of luxury brands of

infant apparel: an exploratory study in Hong Kong. Journal of Consumer Marketing,

20(2), 157-169.

Richins, M. L. (1994). Special possessions and the expression of material values. Journal of

consumer research, 522-533.

Richins, M. L., & Dawson, S. (1992). A consumer values orientation for materialism and its

measurement: Scale development and validation. Journal of consumer research.

Rindfleisch, A., Burroughs, J. E., & Denton, F. (1997). Family structure, materialism, and

compulsive consumption. Journal of consumer research, 312-325.

Roberts, J. A., Manolis, C., & Tanner, J. F. (2003). Family structure, materialism, and

compulsive buying: A re-inquiry and extension’. Journal of the Academy of Marketing

Science, 31(3), 300-311.

Rokeach, M. (1973). The nature of human values: Free press.

Rookh, D. W. (1987). The buying impulse. The Journal of Consumer Research, 14(2), 189-199.

Ryan, L., & Dziurawiec, S. (2001). Materialism and its relationship to life satisfaction. Social

Indicators Research, 55(2), 185-197.

 MATERIALISM AND CONSUMPTION STYLE 24

Schroeder, J. E., & Dugal, S. S. (1995). Psychological correlates of the materialism construct.

Journal of Social Behavior & Personality.

Tatzel, M. (2002). “Money worlds” and well-being: An integration of money dispositions,

materialism and price-related behavior. Journal of economic psychology, 23(1), 103-126.

Troisi, J. D., Christopher, A. N., & Marek, P. (2006). Materialism and Money Spending

Disposition as Predictors of Economic and Personality Variables. North American

Journal of Psychology, 8(3).

Ward, S., & Wackman, D. (1971). Family and media influences on adolescent consumer

learning. American Behavioral Scientist.

Watson, J. J. (2003). The relationship of materialism to spending tendencies, saving, and debt.

Journal of economic psychology, 24(6), 723-739.

Yoon, K. (1995). Comparison of beliefs about advertising, attitude toward advertising, and

materialism held by African Americans and Caucasians. Psychological Reports, 77(2),

455-466.

View publication stats