Not Knowing Who I Am: Implications for Materialism and Consumption Behaviors

Abstract

This review identifies low self-concept clarity (SCC) as a source of consumer vulnerabilities and explains how the uncertainty associated with low SCC leads to processes that result in materialistic behaviors and overspending, product dissatisfaction, and potential self-harm. Processes include uncertainty reduction efforts through symbolic self-completion and social comparison, responses to everyday self-concept threats that result in feelings of deficiency and reduced consumption constraints, and susceptibility to interpersonal and marketer influences. In addition, the negative association between SCC and materialism is explained, risk factors for low SCC are described, and the need for research to help low SCC consumers deal with their vulnerabilities is explored.

Citation

Richins, M.L. (2024), "Not Knowing Who I Am: Implications for Materialism and Consumption Behaviors", Lee, A.Y. (Ed.) The Vulnerable Consumer (Review of Marketing Research, Vol. 21), Emerald Publishing Limited, Leeds, pp. 49-68. https://doi.org/10.1108/S1548-643520240000021004