To Be or <i>Not</i> Be? The Influence of Dissociative Reference Groups on Consumer Preferences

Abstract

The current research explores the effects of dissociative reference groups on consumer preferences. Males had more negative evaluations of, and were less inclined to choose, a product associated with a dissociative (i.e., female) reference group than a neutral product (Study 1). This finding was moderated by whether the product was consumed in public or private (Study 2) and public self‐consciousness (Study 3). We suggest the mechanism underlying our effects is a desire to present a positive self‐image to others. The role of dissociative reference groups in marketing communications is discussed.