Narcissists as consumers: The effects of perceived scarcity on processing of product information

Authors: Lee, SeungYun (PhD'12); Seidle, Russell

Abstract: 

We examined how narcissists engage in information processing in a scarcity-related purchase situation. We proposed that narcissists would engage in purchase-related information processing in a way consistent with their conception of themselves as unique and distinctive and would tend to have a strong preference for scarce products that impart unique value. We also predicted that narcissists would tend to purchase scarce products without undertaking deliberate information processing regarding utilitarian product characteristics. We found that narcissists have a stronger preference for scarce products when compared to their nonnarcissistic counterparts and that narcissists tend to purchase scarce products without engaging in deliberate information processing regarding utilitarian product characteristics. © Society for Personality Research.

Read full paper: Social Behavior and Personality, 2012