LAUSR

Purpose This paper aims to examine whether social comparison in a prior, nonconsumption circumstance (e.g. in an academic setting) affects consumers’ materialism and subsequent spending propensity, and explores the incidental feeling of envy as the underlying mechanism. Design/methodology/approach Four experiments have been conducted to test these hypotheses. Study 1 manipulated social comparison in an academic domain, and measured undergraduate students’ materialism after they compared themselves to a superior student or to an inferior student. Study 2 used a recall task to manipulate social comparison and examine the mediating role of envy. Study 3 examined which of the two types of envy (benign or malicious) affected materialism. Study 4 examined the downstream consequences on spending propensity in both public and private consumption contexts. Findings The results suggest that consumers place greater importance on material goods and are more likely to spend money on publicly visible products after making upward social comparisons than after making downward social comparisons or no comparisons. Furthermore, envy acts as the mediator for the observed effect of incidental social comparison on materialism. Originality/value First, this study improves our understanding of the consequences of social comparison and envy by demonstrating that incidental envy (both benign and malicious) experienced in a prior, unrelated social comparison can motivate materialistic pursuits. Second, the present research contributes to the compensatory consumption literature by revealing that, in a social comparison context, envy is the affective underpinning that gives rise to the motivation to engage in compensatory consumer behavior. Third, the findings also enrich materialism research by exploring an important situational antecedent in driving materialistic orientation.