When Consumers Prefer to Give Material Gifts Instead of Experiences: The Role of Social Distance

体验式学习 偏爱 心理学 社会心理学 人际交往 送礼 经验知识 营销 业务 经济 微观经济学 认识论 财务 哲学 数学教育 利益冲突
作者
Joseph K. Goodman,Sarah Lim
出处
期刊:Journal of Consumer Research [Oxford University Press]
卷期号:45 (2): 365-382 被引量:58
标识
DOI:10.1093/jcr/ucy010
摘要

Although previous research suggests that there are hedonic and interpersonal benefits to gifting experiences, consumers often give material gifts rather than experiential gifts. Exploring this mismatch, the current research examines when and why consumers prefer to give material versus experiential gifts. The authors propose that gift givers are more likely to give experiential gifts to socially close recipients than socially distant recipients. Since experiences are perceived as more unique than material goods, givers perceive that choosing an experiential gift requires more specific knowledge of a recipient’s preferences to avoid the greater social risk of giving a poorly matched gift. Eight studies provide converging evidence for the proposed effect of social distance on gift preference and demonstrate that this effect is driven by a giver’s knowledge of a recipient’s preferences. Further supporting the mechanism of preference knowledge, the effect of social distance is moderated by the social risk associated with experiential gifts. When experiences contain little social risk—and thus require less knowledge of a recipient—the effect of social distance is significantly mitigated. Together, these results provide answers for why consumers often prefer to give material gifts over experiences, despite the advantage of giving experiences.

科研通智能强力驱动
Strongly Powered by AbleSci AI
更新
大幅提高文件上传限制,最高150M (2024-4-1)

科研通是完全免费的文献互助平台,具备全网最快的应助速度,最高的求助完成率。 对每一个文献求助,科研通都将尽心尽力,给求助人一个满意的交代。
实时播报
yhliu发布了新的文献求助10
刚刚
1秒前
隐形曼青应助lyric采纳,获得10
1秒前
1秒前
1秒前
研友_VZG7GZ应助研友_LOK59L采纳,获得10
3秒前
4秒前
4秒前
CipherSage应助FENGYULIN采纳,获得10
5秒前
6秒前
6秒前
6秒前
6秒前
7秒前
7秒前
7秒前
9秒前
starry完成签到,获得积分10
9秒前
刘才华发布了新的文献求助10
9秒前
田様应助yhliu采纳,获得10
10秒前
深林小怪发布了新的文献求助10
11秒前
zz发布了新的文献求助10
11秒前
天天快乐应助无辜的梦竹采纳,获得10
11秒前
MiRAi完成签到 ,获得积分10
11秒前
Hello应助CCyaly采纳,获得10
12秒前
12秒前
kbj完成签到,获得积分10
12秒前
小西完成签到,获得积分10
12秒前
XinEr完成签到 ,获得积分10
12秒前
忘仔仙贝完成签到,获得积分10
13秒前
oversky发布了新的文献求助10
13秒前
xj发布了新的文献求助10
14秒前
科研通AI2S应助小詹采纳,获得10
14秒前
欢呼的鲂完成签到,获得积分10
15秒前
FF完成签到,获得积分10
15秒前
Ava应助bible采纳,获得30
15秒前
15秒前
16秒前
CL发布了新的文献求助10
16秒前
科研菜鸟完成签到,获得积分10
16秒前
高分求助中
Sustainability in ’Tides Chemistry 2000
The ACS Guide to Scholarly Communication 2000
Studien zur Ideengeschichte der Gesetzgebung 1000
TM 5-855-1(Fundamentals of protective design for conventional weapons) 1000
Threaded Harmony: A Sustainable Approach to Fashion 810
Handbook of the Mammals of the World – Volume 3: Primates 805
Ethnicities: Media, Health, and Coping 800
热门求助领域 (近24小时)
化学 医学 生物 材料科学 工程类 有机化学 生物化学 物理 内科学 纳米技术 计算机科学 化学工程 复合材料 基因 遗传学 催化作用 物理化学 免疫学 量子力学 细胞生物学
热门帖子
关注 科研通微信公众号,转发送积分 3073888
求助须知:如何正确求助?哪些是违规求助? 2727453
关于积分的说明 7498999
捐赠科研通 2375357
什么是DOI,文献DOI怎么找? 1259436
科研通“疑难数据库(出版商)”最低求助积分说明 610687
版权声明 597079