Skip to main content

Advertisement

SpringerLink
Log in

Stress and consumer behavior

  • Published:
Journal of the Academy of Marketing Science Aims and scope Submit manuscript

Abstract

Although stress research has received increased attention in the behavioral and social sciences, it has been virtually ignored by marketing researchers. This paper attempts to advance the stress perspective as a useful framework in consumer research. First, the author presents theoretical and conceptual foundations of stress research. Second, the author develops a general conceptual model of the causes and consequences of stress on the basis of theory and research. The model serves as a blueprint for presenting theory and research on stress, organizing and interpreting findings of consumer studies in the context of stress theory, and developing propositions for needed research. Finally, the author provides a research agenda to guide future studies in this area.

This is a preview of subscription content, log in via an institution to check access.

Access this article

Log in via an institution

Price excludes VAT (USA)
Tax calculation will be finalised during checkout.

Instant access to the full article PDF.

Institutional subscriptions

Fig. 1

Similar content being viewed by others

References

  • Andreasen, A. R. (1984). Life status changes and changes in consumer preferences and satisfaction. Journal of Consumer Research, 11, 784–794.

    Article  Google Scholar 

  • Anglin, L. K., Stuenkel, J. K., & Lepisto, L. R. (1994). The effects of stress on price sensitivity and comparison shopping. In C. T. Allen, & D. R. John (Eds.), Advances in consumer research, vol. 21 (pp. 126–131). Provo, UT: Association for Consumer Research.

    Google Scholar 

  • Balkwell, C. (1985). An attitudinal correlate of the timing of a major life event: The case of morale in widowhood. Family Relations, 34, 577–581, (October).

    Article  Google Scholar 

  • Burroughs, J. E., & Rindfleish, A. (1997). Materialism as a coping mechanism: an inquiry into family disruption. In D. McInnis, & M. Brucks (Eds.), Advances in Consumer Research, vol. 24 (pp. 89–97). Provo, UT: Association for Consumer Research.

    Google Scholar 

  • Burroughs, J. E., & Rindfleish, A. (2002). Materialism and well-being: A conflicting values perspective. Journal of Consumer Research, 29, 348–370, (December).

    Article  Google Scholar 

  • Cohen, L. H. (1988). Life events and psychological functioning. Newbury Park, CA: Sage.

    Google Scholar 

  • Duhachek, A. (2005). Coping: A multidimensional, hierarchical framework of responses to stressful consumption episodes. Journal of Consumer Research, 32, 41–53, (June).

    Article  Google Scholar 

  • Elder, G., Jr., & O’Rand, A. M. (1995). Adult lives in a changing society. In J. S. House, K. Cook, & G. Fine (Eds.), Sociological perspectives on social psychology (pp. 452–475). New York: Allyn & Beacon.

    Google Scholar 

  • Elder, G., Jr., George, L. K., & Shanahan, M. J. (1996). Psychosocial stress over the life course. In H. B. Kaplan (Ed.), Psychosocial stress: Perspective on structure, theory, life course, and methods (pp. 247–292). Orlando: Academic.

    Google Scholar 

  • Faber, R. J., Christenston, G. A., De Zwann, M., & Mitchell, J. (1995). Two forms of compulsive consumption: Comorbidity of compulsive buying and binge eating. Journal of Consumer Research, 22, 296–304.

    Article  Google Scholar 

  • Faber, R. J., O’Guinn, T. C., & Krych, R. (1987). Compulsive consumption. In M. Wallendorf, & P. Anderson (Eds.), Advances in consumer research, vol. 14 (pp. 132–135). Provo, UT: Association for Consumer Research.

    Google Scholar 

  • George, L. K. (1989). Stress, social support, and depression over the life-course. In K. S. Markides, & C. L. Cooper (Eds.), Aging, stress and health (pp. 241–267). New York: Wiley.

    Google Scholar 

  • George, L. K. (1993). Financial security in later life: The subjective side. Philadelphia: Boettner Institute of Financial Gerontology.

    Google Scholar 

  • Gierveld, J. J., & Dykstra, P. A. (1993). Life transitions and the network of personal relationships: Theoretical and methodological issues. Advances in Personal Relationships, 4, 195–227.

    Google Scholar 

  • Gould, S. J. (1999). A critique of Heckhausen and Schulz’s 1995. Life span theory of control from a cross-cultural perspective. Psychological Review, 106(3), 597–604.

    Article  Google Scholar 

  • Gould, S. J., Considine, J. M., & Oakes, L. S. (1993). Consumer illness careers: an investigation of allergy sufferess and their universe of medical choices. Journal of Health Care Marketing, 13, 34–48, (Summer).

    Google Scholar 

  • Heatherton, T. F., & Baumeister, R. F. (1991). Binge eating as escape from self-awareness. Psychological Bulletin, 110(1), 86–108.

    Article  Google Scholar 

  • Heckhausen, J. (2002). Developmental regulation of life course transitions: a control theory approach. In L. Pulkkinen, & A. Caspi (Eds.), Paths to successful development of personality in the life course (pp. 257–280). Cambridge: Cambridge University Press.

    Google Scholar 

  • Heckhausen, J., & Schulz, R. (1995). A life-span theory of control. Psychological Review, 102(2), 284–304.

    Article  Google Scholar 

  • Hess, R. D. (1970). Social class and ethnic influence upon socialization. In P. Mussen (Ed.), Manual of child psychology, 3rd ed. (pp. 457–559). New York: Wiley.

    Google Scholar 

  • Hirschman, E. C. (1992). The consciousness of addiction: Toward a general theory of compulsive consumption. Journal of Consumer Research, 19, 115–179.

    Article  Google Scholar 

  • Hobfoll, S. E. (1989). Conservation of resources: A new attempt at conceptualizing stress. American Psychologists, 44(3), 513–524.

    Article  Google Scholar 

  • Houston, K. B. (1987). Stress and coping. In R. C. Snyder, & C. E. Ford (Eds.), Coping with negative life events. New York: Plenum.

    Google Scholar 

  • Kagan, J. (1977). The child and the family. Daedalus, 106, 33–56.

    Google Scholar 

  • Kanner, A. D., Coyne, J., Schaefer, C., & Lazarus, R. (1981). Comparison of two models of stress measurement: Daily hassles and uplifts versus major events. Journal of Behavioral Medicine, 4(1), 1–39.

    Article  Google Scholar 

  • Kwak, H., Zinkhan, G. M., & DeLorme, D. E. (2002a). Effects of buying tendencies on attitudes toward advertising. Journal of Current Issues and Research in Advertising, 24(2), 17–32.

    Google Scholar 

  • Kwak, H., Zinkhan, G. M., & Dominick, J. R. (2002b). The moderating role of gender and compulsive buying tendencies in the cultivation effects of TV shows and TV advertising: A cross-cultural study between the United States and South Korea. Media Psychology, 4(1), 77–111.

    Article  Google Scholar 

  • Lazarus, R., & Folkman, S. (1984). Stress appraisal, and coping. New York: Springer.

    Google Scholar 

  • Lee, E., Moschis, G. P., & Mathur, A. (2001). A study of life events and changes in patronage preferences. Journal of Business Research, 54, 25–38, (October).

    Article  Google Scholar 

  • Lockenhoff, C. E., & Carstensen, L. L. (2004). Socioemotional selectivity theory, aging, and health: The increasingly delicate balance between regulating emotions and making tough choices. Journal of Personality, 72, 1395–1424, (December).

    Article  Google Scholar 

  • Luce, M. F. (1998). Choosing to avoid: Coping with negatively emotion-laden consumer decision. Journal of Consumer Research, 24, 409–433, (March).

    Article  Google Scholar 

  • Madill-Marshall, J. J., Heslop, L., & Duxbury, L. (1995). Coping with household stress in the 1990s: Who uses convenience foods and do they help? In F. R. Kardes, & M. Sujan (Eds.), Advances in consumer research, vol. 22 (pp. 729–734). Provo, UT: Association for Consumer Research.

    Google Scholar 

  • Mathur, A., Moschis, G. P., & Lee, E. (2003). Life events and brand preference changes. Journal of Consumer Behavior, 3(2), 129–141.

    Article  Google Scholar 

  • McAlexander, J., & Schouten, J. W. (1989). Hair style changes as transition markers. Sociology and Social Research, 75, 58–62.

    Google Scholar 

  • McAlexander, J., Schouten, J. W., & Roberts, S. D. (1993). Consumer behavior and divorce. In J. A. Costa, & R. W. Belk (Eds.), Research in consumer behavior, vol. 6 (pp. 153–184). Greenwich, CT: JAI Press.

    Google Scholar 

  • Mergenhagen, P. (1995). Targeting transitions: Marketing to consumers during life changes. Ithaca, NY: American Demographics.

    Google Scholar 

  • Mick, D. G., & Fournier, S. (1998). Paradoxes of technology: Consumer cognizance, emotions, and coping strategies. Journal of Consumer Research, 25, 123–143, (September).

    Article  Google Scholar 

  • Miller, N. E., & Dollard, J. (1941). Social learning and imitation. New Haven, CT: Yale University Press.

    Google Scholar 

  • Monroe, S. M., & Peterman, A. M. (1988). Life stress and psychopathology. In L. H. Cohen (Ed.), Life events and psychological functioning (pp. 31–63). Newbury Park, CA: Sage.

    Google Scholar 

  • Moorman, C. (2002). Consumer health under the scope. Journal of consumer research, 29, 152–158, (June).

    Article  Google Scholar 

  • Moschis, G. P. (1992). Marketing to older consumers. Westport, CT: Quorum.

    Google Scholar 

  • Norris, F. H., & Murrell, S. A. (1984). Protective function of resources related to life events, global stress, and depression in older adults. Journal of Health and Social Behavior, 25, 424–437.

    Article  Google Scholar 

  • Norris, F. H., & Uhl, G. A. (1993). Chronic stress as a mediator of acute stress: The case of hurricane Hugo. Journal of Applied Social Psychology, 23(16), 1263–1284.

    Article  Google Scholar 

  • O’Guinn, T. C., & Faber, R. J. (1989). Compulsive buying: A phenomenological exploration. Journal of Consumer Research, 16, 147–157.

    Article  Google Scholar 

  • O’Guinn, T. C., & Faber, R. J. (1991). Mass communication and consumer behavior. In T. S. Robertson, & H. H. Kassarjian (Eds.), Handbook of consumer behavior (pp. 349–400). Englewood Cliffs, NJ: Prentice Hall.

    Google Scholar 

  • Pavia, T. M., & Mason, M. J. (2004). The reflexive relationship between consumer behavior and adaptive coping. Journal of Consumer Research, 31, 441–454, (September).

    Article  Google Scholar 

  • Pearlin, L. I. (1982). Discontinuities in the study of aging. In T. K. Hareven, & K. J. Adams (Eds.), Aging and life course transitions: An interdisciplinary perspective (pp. 55–74). New York: Guilford.

    Google Scholar 

  • Pearlin, L. I. (1989). The sociological study of stress. Journal of Health and Social Behavior, 30, 241–256.

    Article  Google Scholar 

  • Pearlin, L. I., Lieberman, M. A., Managhan, E. G., & Mullan, J. T. (1981). The stress process. Journal of Health and Social Behavior, 22, 337–356.

    Article  Google Scholar 

  • Reich, J. W., & Zautra, A. J. (1988). Direct and stress-moderating effects of positive life experiences. In L. H. Cohen (Ed.), Life events and psychological functioning (pp. 149–180). Newbury Park, CA: Sage.

    Google Scholar 

  • Rindfleish, A., Burroughs, J. E., & Denton, F. (1997). Family structure, materialism and compulsive consumption. Journal of Consumer Research, 23, 312–325, (March).

    Article  Google Scholar 

  • Rothbaum, F., Weisz, J. R., & Snyder, S. S. (1982). Changing the word and changing the self: A two process model of perceived control. Journal of Personality and Social Psychology, 42(1), 5–37.

    Article  Google Scholar 

  • Sanbonmatsu, D. M., & Kardes, F. R. (1988). The effects of physiological arousal on information processing and persuasion. Journal of Consumer Research, 15(3), 379–395.

    Article  Google Scholar 

  • Schulz, R., & Heckhausen, J. (1999). Aging, culture and control: Setting a new research agenda. The Journals of Gerontology, B, 54(3), 139–145.

    Google Scholar 

  • Schwartz, B. (2004). The paradox of choice. New York: Harper Collins.

    Google Scholar 

  • Selye, H. (1956). The stress of life. New York: McGraw-Hill.

    Google Scholar 

  • Spring, J. (1993a). Seven days of play. American Demographics, 13(3), 50–53.

    Google Scholar 

  • Spring, J. (1993b). Exercising the brain. American Demographics, 15(10), 56–59.

    Google Scholar 

  • Stone, A. A., Helder, L., & Schneider, M. S. (1988). Coping with stressful events: Coping dimensions and issues. In L. H. Cohen (Ed.), Life events and psychological functioning (pp. 182–210). Newbury Park, CA: Sage.

    Google Scholar 

  • Sujan, M., Sujan, H., & Verhallen, T. M. (1999). Sources of consumers’ stress and their coping strategies. Paper presented at the Association for Consumer Research 1999 European Conference, Joeuy-en-Josas, France, June 24–25.

  • Tausig, M. (1982). Measuring life events. Journal of Health and Social Behavior, 23, 52–64.

    Article  Google Scholar 

  • Thoits, P. A. (1995). Stress, coping, and social support processes: where are we? What next? Journal of Health and Social Behavior, 53–79, (Extra Issue).

  • Turner, J. R., & Avison, W. R. (1992). Innovations in the measurement of life stress: Crisis theory and the significance of event resolution. Journal of Health and Social Behavior, 33, 36–50.

    Article  Google Scholar 

  • Viswanathan, M., Rosa, J. A., & Harris, J. E. (2005). Decision making and coping of functionally illiterate consumers. Journal of Marketing, 69, 15–31.

    Article  Google Scholar 

  • Wells, W. D. (1993). Discovery-oriented consumer research. Journal of Consumer Research, 19, 489–504.

    Article  Google Scholar 

  • Wheaton, B. (1990). Life transitions, role histories, and mental health. American Sociological Review, 55, 209–223.

    Article  Google Scholar 

  • White, R. W. (1959). Motivation reconsidered: The concept of competence. Psychological Review, 66, 297–333.

    Article  Google Scholar 

  • Young, M. M. (1991). Disposition of possessions during role transitions. In R. Holman, & M. Solomon (Eds.), Advances in consumer research, vol.18 (pp. 33–39). Provo, UT: Association for Consumer Research.

    Google Scholar 

  • Zisook, S., Shuchter, S., & Mulvihill, M. (1990). Alcohol, cigarette, and medication use during the first year of widowhood. Psychiatric Annals, 20(6), 318–326.

    Google Scholar 

Download references

Acknowledgements

The author thanks Anil Mathur, Glen H. Elder Jr., Euehun Lee, Sharon Sullivan, Dena Cox, and the three anonymous JAMS reviewers for their assistance in preparing this paper. The insightful comments of the faculty and doctoral student participants in seminars at Georgia State University, University of Sydney, and the University of Florida are greatly appreciated.

Author information

Authors and Affiliations

  1. Marketing Department, Georgia State University, University Plaza, P.O. Box 3991, Atlanta, GA, 30303, USA

    George P. Moschis

Authors
  1. George P. Moschis
    View author publications

    You can also search for this author in PubMed Google Scholar

Corresponding author

Correspondence to George P. Moschis.

Rights and permissions

Reprints and permissions

About this article

Cite this article

Moschis, G.P. Stress and consumer behavior. J. of the Acad. Mark. Sci. 35, 430–444 (2007). https://doi.org/10.1007/s11747-007-0035-3

Download citation

  • Published:

  • Issue Date:

  • DOI: https://doi.org/10.1007/s11747-007-0035-3

Keywords

Search

Navigation