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Intergroup threat, knowledge of the outgroup, and willingness to purchase ingroup and outgroup products: The mediating role of intergroup emotions.

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Title: Intergroup threat, knowledge of the outgroup, and willingness to purchase ingroup and outgroup products: The mediating role of intergroup emotions.
Authors: Long, Feiteng, Ye, Zi, Liu, Guohua
Source: European Journal of Social Psychology. Mar2023, Vol. 53 Issue 2, p268-287. 20p. 1 Diagram, 2 Charts.
Subjects: Interpersonal relations, Emotions, Social skills, Social attitudes, Group process
Abstract: Established theories have acknowledged that intergroup threat is one of the key determinants of intergroup attitudes and behaviours, but how intergroup threat can affect consumer behaviour remains unclear. Here, four preregistered studies (total N = 988) examined the effect of intergroup threat (manipulated in terms of realistic and symbolic threats) on consumers' willingness to purchase ingroup and outgroup products. In the context of China–West relations, we measured Chinese consumers' willingness to purchase Chinese (ingroup) and Western (outgroup) products. These studies together revealed that realistic and symbolic threats (versus control) increased willingness to purchase ingroup products and decreased willingness to purchase outgroup products, regardless of the product category. Studies 3a and 3b also measured knowledge of the outgroup as a potential moderator, revealing that realistic threat (versus control) reduced willingness to purchase outgroup products only among individuals who had less knowledge of the outgroup. Furthermore, Study 3b showed that the intergroup threat manipulation indirectly influenced consumers' willingness to purchase ingroup/outgroup products through increased anger and decreased hope. We discussed the contributions to the intergroup relations and consumer behaviour literature and the implications for transnational marketing practices, as well as the limitations of this research. [ABSTRACT FROM AUTHOR]
Copyright of European Journal of Social Psychology is the property of Wiley-Blackwell and its content may not be copied or emailed to multiple sites without the copyright holder's express written permission. Additionally, content may not be used with any artificial intelligence tools or machine learning technologies. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.)
Database: Psychology and Behavioral Sciences Collection
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  Data: Intergroup threat, knowledge of the outgroup, and willingness to purchase ingroup and outgroup products: The mediating role of intergroup emotions.
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  Data: <searchLink fieldCode="AR" term="%22Long%2C+Feiteng%22">Long, Feiteng</searchLink><br /><searchLink fieldCode="AR" term="%22Ye%2C+Zi%22">Ye, Zi</searchLink><br /><searchLink fieldCode="AR" term="%22Liu%2C+Guohua%22">Liu, Guohua</searchLink>
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  Data: <searchLink fieldCode="JN" term="%22European+Journal+of+Social+Psychology%22">European Journal of Social Psychology</searchLink>. Mar2023, Vol. 53 Issue 2, p268-287. 20p. 1 Diagram, 2 Charts.
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  Data: <searchLink fieldCode="DE" term="%22Interpersonal+relations%22">Interpersonal relations</searchLink><br /><searchLink fieldCode="DE" term="%22Emotions%22">Emotions</searchLink><br /><searchLink fieldCode="DE" term="%22Social+skills%22">Social skills</searchLink><br /><searchLink fieldCode="DE" term="%22Social+attitudes%22">Social attitudes</searchLink><br /><searchLink fieldCode="DE" term="%22Group+process%22">Group process</searchLink>
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  Data: Established theories have acknowledged that intergroup threat is one of the key determinants of intergroup attitudes and behaviours, but how intergroup threat can affect consumer behaviour remains unclear. Here, four preregistered studies (total N = 988) examined the effect of intergroup threat (manipulated in terms of realistic and symbolic threats) on consumers' willingness to purchase ingroup and outgroup products. In the context of China–West relations, we measured Chinese consumers' willingness to purchase Chinese (ingroup) and Western (outgroup) products. These studies together revealed that realistic and symbolic threats (versus control) increased willingness to purchase ingroup products and decreased willingness to purchase outgroup products, regardless of the product category. Studies 3a and 3b also measured knowledge of the outgroup as a potential moderator, revealing that realistic threat (versus control) reduced willingness to purchase outgroup products only among individuals who had less knowledge of the outgroup. Furthermore, Study 3b showed that the intergroup threat manipulation indirectly influenced consumers' willingness to purchase ingroup/outgroup products through increased anger and decreased hope. We discussed the contributions to the intergroup relations and consumer behaviour literature and the implications for transnational marketing practices, as well as the limitations of this research. [ABSTRACT FROM AUTHOR]
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  Data: <i>Copyright of European Journal of Social Psychology is the property of Wiley-Blackwell and its content may not be copied or emailed to multiple sites without the copyright holder's express written permission. Additionally, content may not be used with any artificial intelligence tools or machine learning technologies. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract.</i> (Copyright applies to all Abstracts.)
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        Value: 10.1002/ejsp.2902
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        Text: English
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        Type: general
      – SubjectFull: Emotions
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      – SubjectFull: Social skills
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              Text: Mar2023
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              Y: 2023
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