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.

Additional Metadata
Keywords altruism, consumer behavior, costly signaling, environmental conservation, status competition
Persistent URL dx.doi.org/10.1037/a0017346, hdl.handle.net/1765/19477
Series ERIM Article Series (EAS)
Journal Journal of Personality and Social Psychology
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