Who needs a reason to indulge? Happiness following reason-based indulgent consumption

Détails

Ressource 1Télécharger: Petersen et al. 2018 IJRM.pdf (554.45 [Ko])
Etat: Public
Version: Final published version
Licence: Non spécifiée
ID Serval
serval:BIB_2C531E9F738F
Type
Article: article d'un périodique ou d'un magazine.
Collection
Publications
Titre
Who needs a reason to indulge? Happiness following reason-based indulgent consumption
Périodique
International Journal of Research in Marketing
Auteur⸱e⸱s
Petersen F.E., Dretsch H.J., Komarova Loureiro Y
ISSN
0167-8116
Statut éditorial
Publié
Date de publication
03/2018
Peer-reviewed
Oui
Volume
35
Numéro
1
Pages
170-184
Langue
anglais
Résumé
While consumers and marketers perpetuate the lay theory that indulging with a reason is more pleasurable and makes everyone happier, this research identifies a condition under which indulging without a reason “feels right” and produces a more positive emotional reaction. The authors show that indulging with or without a reason and consumers' trait self-control interact to influence happiness felt following an indulgent purchase. While high self-control consumers are happier when they have a reason to buy indulgent products (e.g., when they can justify the indulgence), low self-control consumers are happier when they do not have a reason to indulge. That is, indulging with a reason is less pleasurable for consumers with low self-control. This effect on happiness has an impact on downstream judgments about the product and yields important implications for consumer welfare as well as marketing managers. Across four studies we show the effect on consumption happiness, examine consequences of the effect, and report evidence for the underlying process.
Mots-clé
Indulgence, Consumption happiness, Self-control, Feeling right, Emotions, Luxury
Web of science
Création de la notice
26/07/2019 12:20
Dernière modification de la notice
15/09/2022 8:33
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