Abstract
In examining how stress influences consumer saving and spending, the authors propose that consumers who experience a stressful situation allocate their resources strategically to gain control of their environment. A series of studies shows that this strategic allocation of resources occurs in two ways. Consumers experiencing stress may show increased saving behavior, which assures them that monetary resources will be available when needed. Alternatively, consumers experiencing stress may show increased spending behavior, directed specifically toward products that the consumer perceives to be necessities and that allow for control in an otherwise uncontrollable environment. This conceptualization and the related findings can inform assessments of when stress will lead to beneficial or impulsive consumer behaviors.
| Original language | English (US) |
|---|---|
| Pages (from-to) | 814-828 |
| Number of pages | 15 |
| Journal | Journal of Marketing Research |
| Volume | 53 |
| Issue number | 5 |
| DOIs | |
| State | Published - Oct 1 2016 |
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Keywords
- Control
- Saving
- Spending
- Stress
ASJC Scopus subject areas
- Business and International Management
- Economics and Econometrics
- Marketing
Cite this
The effect of stress on consumer. / Durante, Krishna M.; Laran, Juliano.
In: Journal of Marketing Research, Vol. 53, No. 5, 01.10.2016, p. 814-828.Research output: Contribution to journal › Article
}
TY - JOUR
T1 - The effect of stress on consumer
AU - Durante, Krishna M.
AU - Laran, Juliano
PY - 2016/10/1
Y1 - 2016/10/1
N2 - In examining how stress influences consumer saving and spending, the authors propose that consumers who experience a stressful situation allocate their resources strategically to gain control of their environment. A series of studies shows that this strategic allocation of resources occurs in two ways. Consumers experiencing stress may show increased saving behavior, which assures them that monetary resources will be available when needed. Alternatively, consumers experiencing stress may show increased spending behavior, directed specifically toward products that the consumer perceives to be necessities and that allow for control in an otherwise uncontrollable environment. This conceptualization and the related findings can inform assessments of when stress will lead to beneficial or impulsive consumer behaviors.
AB - In examining how stress influences consumer saving and spending, the authors propose that consumers who experience a stressful situation allocate their resources strategically to gain control of their environment. A series of studies shows that this strategic allocation of resources occurs in two ways. Consumers experiencing stress may show increased saving behavior, which assures them that monetary resources will be available when needed. Alternatively, consumers experiencing stress may show increased spending behavior, directed specifically toward products that the consumer perceives to be necessities and that allow for control in an otherwise uncontrollable environment. This conceptualization and the related findings can inform assessments of when stress will lead to beneficial or impulsive consumer behaviors.
KW - Control
KW - Saving
KW - Spending
KW - Stress
UR - http://www.scopus.com/inward/record.url?scp=84995957253&partnerID=8YFLogxK
UR - http://www.scopus.com/inward/citedby.url?scp=84995957253&partnerID=8YFLogxK
U2 - 10.1509/jmr.15.0319
DO - 10.1509/jmr.15.0319
M3 - Article
AN - SCOPUS:84995957253
VL - 53
SP - 814
EP - 828
JO - Journal of Marketing Research
JF - Journal of Marketing Research
SN - 0022-2437
IS - 5
ER -