Going Green to Be Seen: Status, Reputation, and Conspicuous Conservation
Journal of Personality and Social Psychology , Volume 98 - Issue 3 p. 392- 404
Why do people purchase proenvironmental “green” products? We argue that buying such products can be construed as altruistic, since green products often cost more and are of lower quality than their conventional counterparts, but green goods benefit the environment for everyone. Because biologists have observed that altruism might function as a “costly signal” associated with status, we examined in 3 experiments how status motives influenced desire for green products. Activating status motives led people to choose green products over more luxurious nongreen products. Supporting the notion that altruism signals one’s willingness and ability to incur costs for others’ benefit, status motives increased desire for green products when shopping in public (but not private) and when green products cost more (but not less) than nongreen products. Findings suggest that status competition can be used to promote proenvironmental behavior.
|altruism, consumer behavior, costly signaling, environmental conservation, status competition|
|ERIM Article Series (EAS)|
|Journal of Personality and Social Psychology|
|Organisation||Erasmus Research Institute of Management|
Griskevicius, V, Tybur, J.M, & van den Bergh, B. (2010). Going Green to Be Seen: Status, Reputation, and Conspicuous Conservation. Journal of Personality and Social Psychology, 98(3), 392–404. doi:10.1037/a0017346