Mating Goals Moderate Power’s Effect on Conspicuous Consumption Among Women

Abstract

This study aimed to use evolutionary psychology to explain conspicuous consumption’s relationship with mating goals among women. We used experiments to show that power moderates conspicuous consumption’s relationship with mating goals among women through an underlying relationship with women’s social comparison tendencies. In Study 1, the participants read a passage describing a young woman wearing a coat made by a conspicuous brand (vs. an ordinary brand) who aimed to attract a desired man (vs. aiming to guard against potential competitors’ attempts to disrupt her established intimate relationship). Participants in the conspicuous-brand condition were more confident that the young woman would succeed in mate attraction and guarding than participants in the ordinary-brand condition, suggesting the participants believed the conspicuous brands facilitated mate attraction and mate guarding more than ordinary brands. Study 2 manipulated the participants’ power states and mating goals and measured participants’ social comparison tendencies and conspicuous consumption index values. In the mate-guarding condition, high-power participants showed more inclination toward conspicuous consumption than low-power participants. In the mate-attraction condition, low-power participants showed a greater inclination toward conspicuous consumption than did high-power participants. Comparison orientation also mediated power’s effect on conspicuous consumption inclination. The evolutionary psychological basis for the above findings is discussed, and suggestions are offered regarding product marketing.