Hidden consumption behaviour: an alternative response to social group influence

Abstract

Purpose – This paper aims to examine how conflicting brand preferences between a social group and an individual may lead the individual to hide their consumption. Specifically, the authors examine the conditions under which hiding behaviour is most likely to occur and the impact of susceptibility to interpersonal influence on the decision to hide. Design/methodology/approach – Two experiments were conducted using a combination of student and adult samples. Analysis of variance and regression analyses were used to test the hypotheses. Findings – Findings suggest that individuals are most likely to hide their consumption behaviour when group sanctions for non-conformity are severe, but the likelihood of being caught is low. Further, individual differences in susceptibility to interpersonal influence are found to affect individuals’ decisions to hide their consumption behaviour. Research limitations/implications – By identifying hidden consumption behaviour as a possible response to preference conflict, this research contributes to the literature on social influence and extends our understanding of how consumers behave when influenced by social group pressure. Originality/value – The present work establishes hiding behaviour (a concept which has yet to be thoroughly explored in the literature) as an alternative yet viable response to preference conflict.

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