TY - JOUR
T1 - Boosting beauty in an economic decline
T2 - Mating, spending, and the lipstick effect
AU - Hill, Sarah E.
AU - Rodeheffer, Christopher D.
AU - Griskevicius, Vladas
AU - Durante, Kristina
AU - White, Andrew Edward
PY - 2012/8
Y1 - 2012/8
N2 - Although consumer spending typically declines in economic recessions, some observers have noted that recessions appear to increase women's spending on beauty products-the so-called lipstick effect. Using both historical spending data and rigorous experiments, the authors examine how and why economic recessions influence women's consumer behavior. Findings revealed that recessionary cues-whether naturally occurring or experimentally primed-decreased desire for most products (e.g., electronics, household items). However, these cues consistently increased women's desire for products that increase attractiveness to mates-the first experimental demonstration of the lipstick effect. Additional studies show that this effect is driven by women's desire to attract mates with resources and depends on the perceived mate attraction function served by these products. In addition to showing how and why economic recessions influence women's desire for beauty products, this research provides novel insights into women's mating psychology, consumer behavior, and the relationship between the two.
AB - Although consumer spending typically declines in economic recessions, some observers have noted that recessions appear to increase women's spending on beauty products-the so-called lipstick effect. Using both historical spending data and rigorous experiments, the authors examine how and why economic recessions influence women's consumer behavior. Findings revealed that recessionary cues-whether naturally occurring or experimentally primed-decreased desire for most products (e.g., electronics, household items). However, these cues consistently increased women's desire for products that increase attractiveness to mates-the first experimental demonstration of the lipstick effect. Additional studies show that this effect is driven by women's desire to attract mates with resources and depends on the perceived mate attraction function served by these products. In addition to showing how and why economic recessions influence women's desire for beauty products, this research provides novel insights into women's mating psychology, consumer behavior, and the relationship between the two.
KW - Attractiveness
KW - Consumer behavior
KW - Economic recessions
KW - Evolutionary psychology
KW - Mating
UR - http://www.scopus.com/inward/record.url?scp=84871225145&partnerID=8YFLogxK
UR - http://www.scopus.com/inward/citedby.url?scp=84871225145&partnerID=8YFLogxK
U2 - 10.1037/a0028657
DO - 10.1037/a0028657
M3 - Article
C2 - 22642483
AN - SCOPUS:84871225145
SN - 0022-3514
VL - 103
SP - 275
EP - 291
JO - Journal of personality and social psychology
JF - Journal of personality and social psychology
IS - 2
ER -