Publication

Friends with benefits: Behavioral and fMRI studies on the effect of friendship reminders on self-control for compulsive and non-compulsive buyers

de Vries, E. L. E., Fennis, B. M., Bijmolt, T. H. A., Ter Horst, G. J. & Marsman, J-B. C., Jun-2018, In : International Journal of Research in Marketing. 35, 2, p. 336-358 23 p.

Research output: Contribution to journalArticleAcademicpeer-review

Copy link to clipboard

Documents

  • Friends with benefits

    Final publisher's version, 1 MB, PDF-document

    Request copy

DOI

Does the real or imagined presence of friends invariantly drive consumers to engage in disinhibited behavior, and give in to the "urge to splurge" in the face of consumption temptations? Or might there be situations in which being with friends or even merely thinking of friends or the friendships we have with them can actually improve self-control?

In five studies, using a unique combination of controlled experiments examining overt consumer behavior and functional magnetic resonance imaging (fMRI), we propose and show that the extent to which consumers identify a goal conflict between giving in to buying temptations on the one hand and the perceived consequences for maintaining satisfactory relationships with close friends on the other is a critical mediator of whether friendship reminders decrease or increase self-control. We further show that such a goal conflict is most likely for consumers with a chronic, compulsive tendency for uncontrolled, disinhibited acquisition and consumption-for consumers classified as compulsive buyers. For their non-compulsive counterparts, in contrast, acts of acquisition and consumption, even incidental disinhibited ones, are perceived to be less problematic in light of their friendships and hence do not induce a goal conflict to the same extent. Our findings provide insights into social influences on self-control and identify the concept of friendship reminders as a way to reduce a common type of dysfunctional consumer behavior. In addition to enhancing consumer well-being, reducing compulsive buying will substantially reduce handling costs for organizations. Hence, the findings are of academic, societal and managerial relevance. (C) 2017 Elsevier B.V. All rights reserved.

Original languageEnglish
Pages (from-to)336-358
Number of pages23
JournalInternational Journal of Research in Marketing
Volume35
Issue number2
Publication statusPublished - Jun-2018

    Keywords

  • Compulsive buying, Self-control, Social influence, Friendship, fMRI, ANTERIOR CINGULATE CORTEX, SOCIAL FACILITATION, RESPONSE-INHIBITION, MATERIALISTIC VALUES, COGNITIVE CONTROL, CONTROL STRENGTH, BUYING TENDENCY, FOOD-INTAKE, CONSUMPTION, PERSPECTIVE

View graph of relations

ID: 51452466