Social Comparison Theory and Deception in the Interpersonal Exchange of Consumption Information

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dc.contributor.authorWhite, Katherineeng
dc.contributor.authorArgo, Jennifer Jeng
dc.contributor.authorDahl, Darren Weng
dc.date.accessioned2011-01-21T21:39:15Z
dc.date.available2011-01-21T21:39:15Z
dc.date.issued2006
dc.descriptionArticle deposited according to publisher policy posted on SHERPA/ROMEO, 01/21/2011.eng
dc.description.abstractFour experiments demonstrate that self-threatening social comparison information motivates consumers to lie. Factors related to self-threat, including relevance of the social comparison target (i.e., the importance of the comparison person), comparison discrepancy (i.e., the magnitude of the performance difference), comparison direction (i.e., whether one performs better or worse), nature of the information (i.e., whether the comparison is social or objective), and perceived attainability (i.e., the possibility of achieving the compared performance), influenced consumers' willingness to engage in deception. Results extend social comparison theory by demonstrating that comparisons that threaten public and private selves have implications for lying behaviors.eng
dc.description.refereedYeseng
dc.identifier.citationArgo, Jennifer J., Katherine White, and Darren W. Dahl (2006), “Social Comparison Theory and Deception in the Interpersonal Exchange of Consumption Information,” Journal of Consumer Research, 33 (1), 99-108.eng
dc.identifier.doihttp://dx.doi.org/10.11575/PRISM/34075
dc.identifier.issn0093-5301
dc.identifier.urihttp://hdl.handle.net/1880/48387
dc.language.isoengeng
dc.publisherUniversity of Chicago Presseng
dc.publisher.corporateUniversity of Calgaryeng
dc.publisher.facultyHaskayne School of Businesseng
dc.publisher.urlhttp://jcr.wisc.edu/eng
dc.subjectCONSUMER behavioreng
dc.subjectCONSUMERSeng
dc.subject.otherSOCIAL comparisoneng
dc.subject.otherCOMPARISON (Psychology)eng
dc.subject.otherSOCIAL perceptioneng
dc.subject.otherDECEPTIONeng
dc.subject.otherTRUTHFULNESS & falsehoodeng
dc.subject.otherSOCIAL pressureeng
dc.subject.otherSOCIAL influenceeng
dc.subject.otherSOCIAL attitudeseng
dc.titleSocial Comparison Theory and Deception in the Interpersonal Exchange of Consumption Informationeng
dc.typejournal article
thesis.degree.disciplineMarketingeng
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