If a vegetarian has to buy a steakhouse gift certificate for a friend, her discomfort will lead her to buy something else that reaffirms her identity, according to a new study in the Journal of Consumer Research.
"When gift givers choose a gift that matches the identity of the recipient but is contrary to their own identity, they experience discomfort," write authors Morgan K. Ward (Southern Methodist University) and Susan M. Broniarczyk (University of Texas). This discomfort leads consumers to choose other products that express their identities.