I Can't Get You Out of My Head: The Influence of Secrecy on Consumers’ Self-Brand Connections

Journal of Consumer Psychology · 2019 · Volume 29 · Issue 3

Abstract

Although research provides anecdotal evidence of consumers keeping their brand consumption a secret, there is little empirical corroboration to justify its study or illuminate the resulting consequences. The goals of this research are to provide evidence for the prevalence of keeping brand consumption a secret and to understand the resulting cognitive processing and consequences. Specifically, we first explore the occurrence of secrecy in the context of brand consumption, its types, and its motivations, underscoring the need for further investigation. Then, through a series of three subsequent studies, we demonstrate that keeping brand consumption a secret can lead to enhanced self-brand connections through the underlying processes of thought suppression and thought intrusion. We rule out alternative explanations and enhance generalizability through the examination of passive (e.g., avoiding) versus active (e.g., lying) secrecy and variations in agency (i.e., instructed vs. voluntary secrecy).

Keywords

Deception, Secrecy, Preoccupation model of secrecy, Self-brand connection

Enable JavaScript for citation tools and additional paper interactions.