Show simple item record

dc.contributor.advisor Bettman, James R. en_US
dc.contributor.advisor Luce, Mary Frances en_US
dc.contributor.author Samper, Luz-Adriana en_US
dc.date.accessioned 2011-05-20T19:36:08Z
dc.date.available 2011-05-20T19:36:08Z
dc.date.issued 2011 en_US
dc.identifier.uri http://hdl.handle.net/10161/3889
dc.description Dissertation en_US
dc.description.abstract <p>I present a framework that describes how perceived discrepancies from an ideal, or hoped-for, self influence how people view and behave with products associated with identity attainment (i.e., "symbolic props"). In the first half of this framework, I demonstrate that individuals who perceive that they are more discrepant from their aspired identity (i.e., more aspirationally discrepant individuals) view symbolic props as more "instrumental," or useful, in helping them achieve identity goals. I demonstrate that this effect is egocentric, mediated by motivation, and only occurs when the perceived rate of progress toward one's aspirational goals is high enough to merit engagement toward the goal. In the second half of the framework, I show that for more aspirationally discrepant individuals, the use of symbolic props may actually limit effort on goal-relevant tasks. These studies suggest an ironic effect whereby aspirational discrepancy may lead to acquisition of goal-relevant props to the detriment of performance-relevant effort.</p> en_US
dc.subject Business Education en_US
dc.subject Psychology, Behavioral en_US
dc.subject Public Policy and Social Welfare en_US
dc.subject Behavior en_US
dc.subject Consumption Behavior en_US
dc.subject Goals en_US
dc.subject Self-discepancy en_US
dc.subject Self-regulation en_US
dc.title Do the Clothes Make the Man? How Gaps Between Current and Ideal Self Goals Shape Product-Related Perceptions and Behavior en_US
dc.type Dissertation en_US
dc.department Business Administration en_US

Files in this item

This item appears in the following Collection(s)

Show simple item record