I love the product but will you? The role of interpersonal attachment styles in social projection

• Published in: Psychology & marketing Vol. 35; no. 3; pp. 197 - 209
• Main Author: David, Meredith E.
• Format: Journal Article
• Language: English
• Published: Hoboken Wiley Periodicals Inc 01.03.2018
• Subjects: Attachment; attachment anxiety; attachment theory; Consumer behavior; counter‐valence attributes; interpersonal attachment styles; social projection
• DOI: 10.1002/mar.21080
• ISSN: 0742-6046

Individuals often have a need to predict the preferences of others (e.g., offering a recommendation, gift giving). In doing so, it is not uncommon that individuals project their attitudes and preferences onto others. Extant consumer research literature related to social projection focuses largely on particular situational variables that influence social projection. The current research adds to a smaller body of consumer research which focuses on specific characteristics of consumers’ selves that may drive an individual's tendency to project his/her attitudes onto others. Specifically, the present paper explores an individual‐level moderator of social projection, namely, interpersonal attachment style. Across five studies, interpersonal attachment style, and attachment anxiety, specifically, is shown to influence social projection. In addition, the mechanism underlying this relationship is demonstrated. The results show that high (vs. low) anxious attachment individuals tend to naturally consider more counter‐valence attributes of a product, that is., liked attributes of a disliked product and disliked attributes of a liked product, and this availability of counter‐valence attributes lowers social projection. Important theoretical and practical implications are discussed.