When Consumers’ Self‐Image Motives Fail |
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Authors: | Justin Kruger Jeff Galak Jeremy Burrus |
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Affiliation: | 1. New York UniversityCorrespondence should be addressed to Justin Kruger, Department of Marketing, New York University, Leonard N. Stern School of Business, 44 West 4th Street, New York, NY 10012.;2. New York University;3. Columbia University |
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Abstract: | Self‐image motives and “sacrosanct beliefs” are powerful motivators of consumer judgment and decision making. The sacrosanct belief that one is rational, for instance, can cause consumers to justify seemingly unwise economic decisions. This article outlines some of the occasions when self‐image motives appear to fail. For instance, although consumers occasionally pat themselves on the back for making questionable purchase decisions, at other times they find fault in perfectly reasonable ones. These and other recent findings provide an exception to the more general rule outlined by Dunning (2007). |
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