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Show Me the Honey! Effects of Social Exclusion on Financial Risk-Taking

Year: 2012

Type: article

Abstract: This research examines the effects of social exclusion on a critical aspect of consumer behavior, financial decision-making. Specifically, four lab experiments and one field survey uncover how feeling isolated or ostracized causes consumers to pursue riskier but potentially more profitable financial opportunities. These daring proclivities do not appear driven by impaired affect or self-esteem. Rather, interpersonal rejection exacerbates financial risk-taking by heightening the instrumentality of money (as a substitute for popularity) to obtain benefits in life. Invariably, the quest for wealth that ensues tends to adopt a riskier but potentially more lucrative road. The article concludes by discussing the implications of its findings for behavioral research as well as for societal and individual welfare.

Source: Journal of Consumer Research

DOI: 10.1086/668900

Authors: Rod Duclos, Echo Wen Wan, Yuwei Jiang

Institutions: Hong Kong University of Science and Technology, University of Hong Kong, Hong Kong Polytechnic University

Language: English

Topic: Death Anxiety and Social Exclusion

Subfield: Social Psychology

Field: Psychology

Domain: Social Sciences

Open Access status: green

OpenAlex ID: W2112041999

FWCI: 8.698

Cites: 41

Cited by: 218

Related to: 10