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How a perceived status change increase consumers’ tendency toward consumption through double psychological mechanisms

While previous research has demonstrated that status significantly affects consumer behaviour, most studies have examined objective status rather than perceived status. The present article, therefore, aims to examine how a perceived change in status affects consumers’ status consumption as well as the underlying psychological mechanisms for this behaviour. Study 1 manipulates participants’ perceived status change and measures their tendencies toward status consumption. Results show that both participants undergoing status improvement and those perceiving a threat to their status are more inclined towards status consumption than participants in a control condition. Study 2 manipulates participants’ perceived status change and measures their self-presentation motivation, self-compensation motivation, and status consumption tendency. A series of mediation analyses shows that self-presentation, rather than self-compensation, mediates the positive effect of status improvement on consumers’ status consumption and that self-compensation, rather than self-presentation, mediates the positive effect of status threat on consumers’ status consumption. Results of our studies suggest that consumers who perceive status improvement seek status consumption for self-presentation purposes, while consumers who perceive status threat seek status consumption for selfcompensation. The article concludes by discussing the theoretical contribution of this research and offering practical suggestions regarding product marketing.