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Article
Publication date: 28 October 2021

Bo Pu, Lu Zhang, Wenyuan Sang and Siyu Ji

This study aims to explore the influence of appearance comparison on fitness intention. Specifically, it analyzes the mediating effect of appearance-based exercise…

Abstract

Purpose

This study aims to explore the influence of appearance comparison on fitness intention. Specifically, it analyzes the mediating effect of appearance-based exercise motivation and perceived behavioral control between appearance comparison and fitness intention.

Design/methodology/approach

434 samples were obtained by the network survey in China. Hierarchical regression analysis and the Hayes' SPSS PROCESS macro were used to verify the hypotheses.

Findings

Appearance comparison has a positive influence on fitness intention. Appearance-based exercise motivation mediates appearance comparison and fitness intention. Appearance comparison can produce a positive effect on fitness intention via appearance-based exercise motivation and perceived behavioral control in sequence.

Practical implications

The findings have some practical implications for both individuals and fitness center managers. First, people can view appearance comparison rationally, understand the process of its transformation into fitness intention and enhance fitness intention. Second, fitness center managers can make some reasonable marketing plans according to this study.

Originality/value

This study explores the positive effects of appearance comparison combining social comparison theory, social cognitive theory and the theory of planned behavior. It contributes to extant literatures about appearance comparison and fitness intention by promoting the understanding of the influence mechanism of fitness intention.

Details

Asia Pacific Journal of Marketing and Logistics, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 1355-5855

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Article
Publication date: 1 June 2001

Harold J. Ogden and Ramesh Venkat

Compares the social comparison experience on young Japanese adults with a similar one on young Canadians. Reveals that satisfaction of the Japanese with their possessions…

Abstract

Compares the social comparison experience on young Japanese adults with a similar one on young Canadians. Reveals that satisfaction of the Japanese with their possessions did not change with the social comparison experience in the same way as it did with Canadians. Suggests the Japanese reaction was on a more general level of effect with possessions, rather than simply satisfaction as was the case in Canada. Observes an interaction between direction of social comparison and respondents’ gender that was considerably different in nature from that of Canadians. Suggests that Canadians had a stronger desire for more and better possessions, willingness to strive for more possessions, together with a high degree of how possessions contribute to self‐image.

Details

Asia Pacific Journal of Marketing and Logistics, vol. 13 no. 2
Type: Research Article
ISSN: 1355-5855

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Article
Publication date: 9 September 2021

Thi Cam Tu Dinh and Yoonjae Lee

As social media use rises, the impact of social media influencers on customer buying decisions increases, due to customers viewing influencers as ideal role models who…

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Abstract

Purpose

As social media use rises, the impact of social media influencers on customer buying decisions increases, due to customers viewing influencers as ideal role models who they try to imitate. Nevertheless, this phenomenon is still under-researched. This study examined the impact of the imitation of influencers on customer buying intention toward endorsed products, which is mediated by social comparison, materialism and the fear of missing out (FOMO).

Design/methodology/approach

An online survey of 243 respondents was conducted via Amazon's Mechanical Turk platform. This study employed structural equation modeling to test for direct and indirect effects among the constructs.

Findings

The results revealed that imitation of influencers has a significant impact on social comparison, materialism and FOMO, which affect buying intention toward endorsed products. The analysis results highlight the critical role of FOMO in explaining buying intention toward endorsed products in the context of social media influencers.

Originality/value

This study proposes a new theoretical model and empirically tests the power of influencers to affect consumer buying intention for endorsed products. It also explains the influencers' effects through FOMO, which have hardly been examined in earlier research although it is an important factor in understanding customer behavior. The implications are discussed for the academic literature and for online marketing strategies in marketing and advertising management.

Details

Journal of Research in Interactive Marketing, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 2040-7122

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Book part
Publication date: 19 August 2015

Pino G. Audia, Sebastien Brion and Henrich R. Greve

We examine the influence of the self-assessment and self-enhancement motives on the choice of comparison organizations in two experimental studies. Study 1 shows that: (1…

Abstract

We examine the influence of the self-assessment and self-enhancement motives on the choice of comparison organizations in two experimental studies. Study 1 shows that: (1) self-assessment generally prevailed over self-enhancement, guiding decision makers to choose organizations that were more similar and had better performance; (2) self-enhancement was more pronounced under conditions of low performance, leading participants to more frequently choose organizations that were less similar and had lower performance; and (3) self-enhancing comparisons inhibited perceptions of failure and the propensity to make changes. Study 2 extends the results of Study 1 by showing that participants were more likely to choose comparison organizations that had lower performance and were less similar when they were in a self-enhancement mindset than when they were in a self-assessment mindset. The combined effects of self-assessment and self-enhancement on the choice of comparison organizations are discussed in relation to the broader organizational literature on learning from performance feedback.

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Cognition and Strategy
Type: Book
ISBN: 978-1-78441-946-2

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Article
Publication date: 15 June 2021

Bénédicte Bourcier-Béquaert, Corinne Chevalier and Gaëlle Marie Moal

This study aims to examine how exposure to female models in advertisements can create identity tensions in senior women and how they manage the comparison and develop…

Abstract

Purpose

This study aims to examine how exposure to female models in advertisements can create identity tensions in senior women and how they manage the comparison and develop different adaptation strategies to deal with these tensions.

Design/methodology/approach

This research is based on a qualitative approach involving 27 in-depth interviews with French women aged 60 to 79. Photo-elicitation with choice of models as reference points by respondents was used to capture comparison strategies with regard to models.

Findings

Interviews with senior women confirm that identity tensions due to appearance arise in the context of ageing, particularly when senior women are faced with advertising models. Three reactions of senior women to identity tensions are described, namely, avoiding comparison to protect the self, engaging in comparison despite its resulting devaluation of the self, proceeding to a positive comparison that reinforces their identity. This paper finds that comparison modalities are specific to each strategy.

Research limitations/implications

This research opens the way to further investigation, especially with regard to understanding social comparison mechanisms in an advertising context for senior women targets.

Practical implications

This paper raises awareness of the effects of senior women’s exposure to advertising on their self-perception in the context of ageing. It provides practical guidance to advertising professionals on the use of models in ads when targeting senior women and helps marketing managers in their communication strategies.

Social implications

This research reveals pronounced identity tensions in relation to appearance among senior women in the context of advertising exposure. By providing more diverse models, advertising representations could help to improve the identity perceptions of senior women.

Originality/value

Very few studies have hitherto investigated identity effects on senior female consumers of female model usage in advertising.

Details

Journal of Consumer Marketing, vol. 38 no. 4
Type: Research Article
ISSN: 0736-3761

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Book part
Publication date: 27 October 2021

Patricia Chen, Stephen M. Garcia, Valentino E. Chai and Richard Gonzalez

Social comparison literature has long established that drawing comparisons facilitates competitive motivation. Yet, the literature has neglected how the actor may…

Abstract

Social comparison literature has long established that drawing comparisons facilitates competitive motivation. Yet, the literature has neglected how the actor may simultaneously become the target of comparison, which can likewise increase competitive motivation. Therefore, competitive motivation increases not only because coacting competitors draw social comparisons but also because they are simultaneously the target of other's social comparison. In this chapter, we build a dual process framework to explain how comparing and being compared each facilitate competitive motivation. We also posit that these processes – comparing and being compared, respectively – are bidirectional and reciprocal, as each process can incite the other. Finally, we discuss the circumstances under which comparing and being compared combine additively versus interactively to drive competitive motivation. Our theoretical framework brings together the disparate literatures on social comparison and evaluation apprehension under one unified theory of competitive motivation, and proposes new directions for competition research.

Details

Advances in Group Processes
Type: Book
ISBN: 978-1-80071-677-3

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Book part
Publication date: 17 March 2020

Fabiola H. Gerpott and Ulrike Fasbender

Meetings are conducted by increasingly age-diverse participant groups as the workforces in most industrialized economies are aging due to demographic change. There are at…

Abstract

Meetings are conducted by increasingly age-diverse participant groups as the workforces in most industrialized economies are aging due to demographic change. There are at least three reasons why meetings constitute a particularly interesting environment to study intergenerational learning processes, defined as individuals’ joint construction of knowledge through an exchange of information with one or more individuals from different age groups. First, meetings allow us to observe a wide variety of interactions that may foster or inhibit intergenerational learning. Second, the interactions taking place in meetings reflect general organizational practices as well as social exchange and age norms. As such, meetings offer a view through the magnifying glass at the age-inclusive or age-discriminating organizational culture which is interwoven with the engagement of different generations in intergenerational learning processes. Third, organizational members use meetings as an arena for strategic interactions to negotiate their current and future status by positioning themselves in relation to their colleagues through social comparisons. This chapter particularly focuses on the latter topic and develops a conceptual model outlining the motivational and emotional coˇnsequences as well as antecedents that link social comparison processes in meetings to intergenerational learning outcomes of participants from different age groups.

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Details

International Comparisons of Prices, Output and Productivity
Type: Book
ISBN: 978-1-84950-865-0

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Book part
Publication date: 11 July 2006

Jennifer R. Dunn and Maurice E. Schweitzer

In this chapter, we develop a model of envy and unethical decision making. We postulate that unfavorable comparisons will induce envy in outperformed coworkers, who are…

Abstract

In this chapter, we develop a model of envy and unethical decision making. We postulate that unfavorable comparisons will induce envy in outperformed coworkers, who are subsequently motivated to engage in unethical acts to harm the envied target. In particular, we consider the differential effects of unfavorable individual-level and unfavorable group-level social comparisons on attitudes and norms for engaging in social undermining behaviors. Envy is a self-sanctioned emotion and often difficult to detect. Even so, envy is likely to be both prevalent in and harmful to organizations. Organizational culture may play an important role in moderating the prevalence and consequences of envy within organizations. For example, managerial actions designed to boost organizational identity may significantly curtail envy within their organization.

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Ethics in Groups
Type: Book
ISBN: 978-1-84950-405-8

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Book part
Publication date: 7 July 2006

Jen Shang and Rachel Croson

This paper examines the impact of social comparisons on fundraising and charitable contributions. We present results from a field experiment involving contribution to a…

Abstract

This paper examines the impact of social comparisons on fundraising and charitable contributions. We present results from a field experiment involving contribution to a public radio station. Some callers are told of the contributions decisions of others, and other callers are given no such information. We find that providing ambitions (high) social comparison information can significantly increase contributions.

Details

Experiments Investigating Fundraising and Charitable Contributors
Type: Book
ISBN: 978-0-76231-301-3

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