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8 - Compensatory Consumption

from 1 - Consumer Psychology of Individuals

Published online by Cambridge University Press:  30 March 2023

By
Naomi Mandel ,
Monika Lisjak  and
Qin Wang
Edited by
Cait Lamberton ,
Derek D. Rucker  and
Stephen A. Spiller
Cait Lamberton
Affiliation:
Wharton School, University of Pennsylvania
Derek D. Rucker
Affiliation:
Kellogg School, Northwestern University, Illinois
Stephen A. Spiller
Affiliation:
Anderson School, University of California, Los Angeles
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Summary

This chapter reviews the myriad ways in which consumers use compensatory consumption strategies to address self-discrepancies. First, we review the existing literature on compensatory consumption. Specifically, we discuss the role of self-discrepancies in triggering compensatory consumption, review the compensatory consumption strategies consumers can use to cope with such self-discrepancies, and discuss their effectiveness. Next, we address consumer tensions and mispredictions regarding whether and when to pursue compensatory consumption. We conclude with a discussion of future opportunities for research on this topic.

Keywords

compensatory consumptionidentity threatself-discrepancycopingconsumer psychology
Type
Chapter
Information
The Cambridge Handbook of Consumer Psychology , pp. 228 - 246
Publisher: Cambridge University Press
Print publication year: 2023

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