Social Exclusion Causes People to Spend and Consume Strategically in the Service of Affiliation

  title={Social Exclusion Causes People to Spend and Consume Strategically in the Service of Affiliation},
  author={Nicole L. Mead and Roy F. Baumeister and Tyler F. Stillman and Catherine Rawn and Kathleen D. Vohs},
  journal={Journal of Consumer Research},
When people's deeply ingrained need for social connection is thwarted by social exclusion, profound psychological consequences ensue. Despite the fact that social connections and consumption are central facets of daily life, little empirical attention has been devoted to understanding how belongingness threats affect consumer behavior. In four experiments, we tested the hypothesis that social exclusion causes people to spend and consume strategically in the service of affiliation. Relative to… 

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