Bracing for the psychological storm: Proactive versus reactive compensatory consumption

Soo Kim*, Derek D. Rucker

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

39 Scopus citations

Abstract

This research introduces the distinction between compensatory consumption that is engaged in after, as opposed to before, one experiences a self-threat (termed reactive vs. proactive compensatory consumption). Five experiments document the phenomenon of proactive compensatory consumption as well as corresponding boundary conditions for its effect. Furthermore, whereas both reactive andproactive compensatory consumption are associated with seeking products that symbolically relate to an experienced or potential threat, we demonstrate that reactive compensatory consumption is more likely to be associated with the use of products for the purpose of distraction. We examine how and when these different forms of compensatory consumption affect consumers' preferences versus actual consumption behavior. Implications for delineating reactive versus proactive compensatory consumption in the literature, as well as the use of consumption for the purpose of symbolic self-completion versus distraction, are discussed.

Original languageEnglish (US)
Pages (from-to)815-830
Number of pages16
JournalJournal of Consumer Research
Volume39
Issue number4
DOIs
StatePublished - 2012

ASJC Scopus subject areas

  • Business and International Management
  • Anthropology
  • Arts and Humanities (miscellaneous)
  • Economics and Econometrics
  • Marketing

Fingerprint Dive into the research topics of 'Bracing for the psychological storm: Proactive versus reactive compensatory consumption'. Together they form a unique fingerprint.

Cite this