Mall Haul Videos: Self‐Presentational Motives and the Role of Self‐Monitoring

ABSTRACT Mall haul videos or vlogs are short videos in which young women not only present their fashion and beauty purchases but express their evaluations and opinions as well. The attitudes expressed could help the vlogger reap social rewards from a reference group or demonstrate the consistency between privately held attitudes and publicly expressed ones. In four studies, using the self‐monitoring construct to identify which function an attitude may serve for an individual, the self‐monitoring propensity of mall haul vloggers and the social‐adjustive and value‐expressive functions that posting and watching such vlogs fulfill for the individual was explored. In the first study, those who post and do not post mall haul vlogs were surveyed and results suggested that more high self‐monitors than low self‐monitors posted mall haul vlogs. In Study 2, a content analysis was conducted and revealed that low self‐monitors in comparison to high self‐monitors mentioned more brand names in their mall haul vlog. In Study 3, the valence of the product evaluations conveyed in mall haul vlogs by high and low self‐monitors was analyzed. High self‐monitors generated more positive messages than low self‐monitors. Finally in Study 4, the links between self‐monitoring on individuals’ willingness to watch rather than post mall haul vlogs were examined. High self‐monitors were more likely to watch a mall haul vlog when the retailer mentioned was perceived to possess high status (compared to medium or low status); while low self‐monitors were more likely to watch a mall haul vlog when the retailer mentioned was perceived to possess low status (compared to medium or high status). Across all four studies, results indicated that mall haul vlogs were fulfilling a social‐adjustive function for high self‐monitors whereas they were fulfilling a value‐expressive function for low self‐monitors. Implications for marketing are discussed.