What motivates people to be materialistic? Developing a measure of materialism motives

Eda Gurel-Atay, M. Joseph Sirgy, David Webb, Ahmet Ekici, Dong Jin Lee, Lynn R. Kahle

Research output: Contribution to journalArticlepeer-review


This article presents, through a series of studies conducted in six countries, the development, psychometric testing, and cross-cultural validation of an independent measure of materialism motives involving three dimensions: needs for happiness, social recognition, and distinctiveness. We demonstrate that materialism (beliefs about the importance of money and material possessions in their life) influences life satisfaction through the fulfillment of these three materialism motives. Furthermore, and non-surprisingly, these three motives are also related to personal values. Theoretical and policy implications of this new measure are considered, and avenues for future study presented.

Original languageEnglish
Pages (from-to)590-606
Number of pages17
JournalJournal of Consumer Behaviour
Issue number3
Publication statusPublished - 2021 May 1

Bibliographical note

Funding Information:
The authors would like to express our gratitude to the following colleagues who helped us with some data collection used in selected studies reported in this paper: Muris Cicic (University of Sarajevo, Bosnia-Herzegovina), J. S. Johar (California State University at San Bernardino, USA), Melika Husic (University of Sarajevo, Bosnia-Herzegovina), and Ibrahim Hegazy (American University in Cairo).

Publisher Copyright:
© 2020 John Wiley & Sons Ltd

All Science Journal Classification (ASJC) codes

  • Social Psychology
  • Applied Psychology


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