Individual Differences in the Pursuit of Self-Uniqueness Through Consumption
Lynn, Michael; Harris, Judy
In this paper, we report an original study of the relationships between self- attributed need for uniqueness and several consumer dispositions. The results indicate that the self-attributed need for uniqueness is related to consumers’ desires for scarce, innovative, and customized products and to consumers’ preferences for unusual shopping venues, but not to consumers’ susceptibilities to normative influence. Moreover, we find that these relationships are mediated by a latent variable reflecting individual differences in the tendency to pursue uniqueness through consumption. The theoretical and practical implications of these results are discussed along with directions for future research.
self-uniqueness; consumer behavior; consumption
Required Publisher Statement: © Wiley. Final version published as: Lynn, M., & Harris, J. (1997). Individual differences in the pursuit of self-uniqueness through consumption. Journal of Applied Social Psychology, 27(21), 1861-1883. Reprinted with permission. All rights reserved.