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008			250303b |||||||| |||| 00| 0 eng d
022			_a00935301
040			_aMSU _bEnglish _cMSU _erda
050	0	0	_aHF5415.3 JOU
100	1		_aKettle, Keri L. _eauthor
245	1	4	_aThe signature effect : _bsigning influences consumption-related behavior by priming self-identity / _ccreated by Keri L. Kettle and Gerald Häubl
264	1		_aOxford : _bOxford University Press, _c2013.
336			_2rdacontent _atext _btxt
337			_2rdamedia _aunmediated _bn
338			_2rdacarrier _avolume _bnc
440			_aJournal of consumer research _vVolume 40, number ,
520	3		_aEvidence from four studies shows that signing one’s name influences consumption-related behavior in a predictable manner. Signing acts as a general self-identity prime that facilitates the activation of the particular aspect of a consumer’s self-identity that is afforded by the situation, resulting in behavior congruent with that aspect. Our findings demonstrate that signing causes consumers to become more (less) engaged when shopping in a product domain they (do not) closely identify with (studies 1 and 2), to identify more (less) closely with in(out)-groups (study 3), and to conform more with (diverge more from) in(out)-groups when making consumption choices in preference domains that are relevant to signaling one’s identity (study 4). We discuss the theoretical and practical implications of these findings.
650			_aConsumer behaviour _vPersonality psychology _zCanada
700	1		_aHäubl, Gerald _eco author
856			_uhttps://doi.org/10.1086/659753
942			_2lcc _cJA
999			_c169090 _d169090