Sources of Inducing Shame versus Anger at In-group Failure and Consumption Type

CHOI,, N. , SHI,, J. , & WANG,, L. (2020). Sources of Inducing Shame versus Anger at In-group Failure and Consumption Type. The Journal of Distribution Science, 18(2), 79-89, https://doi.org/https://doi.org/10.15722/jds.18.2.202002.79

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Abstract

Purpose: This research aimed at exploring the antecedents of feeling ashamed and anger when customers perceive the rightness of object of criticism induced from in-group failure triggered due to my mistake or others' mistake, and identifying the effects of shame and anger on customers' consumption type. Research design, data and methodology: This research used 2 (failure caused by my mistake versus failure caused by others' mistake) between- subjects design, and collected 353 data through on-line survey, and structural equation model of Amos 21.0 was used to verify the hypotheses developed by reviewing the past literature. Results: First, feeling anger motivates customers to choose compensatory consumption behaviors whereas shame leads people to choose adaptive consumption behaviors. Second, customer's feeling of shame and anger is depending on the perceived rightness of the criticism induced from the failure caused by my mistake or others' mistake. Conclusions: Marketers should notice that even shame and anger are included to negative emotions, customers who feel ashamed are different from customers who feel anger in view of approaching consumption. They should conduct their marketing focused on the adaptive consumption to ashamed consumers and do the marketing based on compensatory consumption to angry consumers.

keywords: Adaptive Consumption, Negative Emotions, Compensatory Consumption, In-group Failure, Rightness of criticism

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Article Contents

Vol.18 No.2

Sources of Inducing Shame versus Anger at In-group Failure and Consumption Type

Abstract

Reference

The Journal of Distribution Science