Jill M. Sundie

Consumer psychologists have devoted a great deal of research to understanding human social influence processes. Research on social influence could be enriched by incorporating several evolutionary principles, and viewing social influence processes through an adaptationist lens. Our central argument is that different social relationships are associated with different influence goals; one wants different things from a parent, a mate, a friend, an underling, a superior, and an out-group stranger. Therefore influence tactics should vary in success depending on the nature of the relationship between the target and the agent of influence. We consider different influence goals associated with different domains of social life and examine a set of six proven principles of social influence from this evolutionary perspective. We also consider how an evolutionary approach offers some new insights into why and when these principles of social influence will be differentially effective.

Conspicuous consumption is a form of economic behavior in which self-presentational concerns override desires to obtain goods at bargain prices. Showy spending may be a social signal directed at potential mates. We investigated such signals by examining (a) which individuals send them, (b) which contexts trigger them, and (c) how observers interpret them. Three experiments demonstrated that conspicuous consumption is driven by men who are following a lower investment (vs. higher investment) mating strategy and is triggered specifically by short-term (vs. long-term) mating motives. A fourth experiment showed that observers interpret such signals accurately, with women perceiving men who conspicuously consume as being interested in short-term mating. Furthermore, conspicuous purchasing enhanced men's desirability as a short-term (but not as a long-term) mate. Overall, these findings suggest that flaunting status-linked goods to potential mates is not simply about displaying economic resources. Instead, conspicuous consumption appears to be part of a more precise signaling system focused on short-term mating. These findings contribute to an emerging literature on human life-history strategies.