Can work–family conflict influence purchase preference? Experiential vs. material consumption

Ma, Jianfeng; Tu, Hongwei; Zhang, Pan; Fan, Lele; Cheng, Bao; Ma, Jie

doi:10.1016/j.jbusres.2021.06.065

Cited by 8 publications

(6 citation statements)

References 67 publications

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“…A robust body of work has documented the experiential advantage phenomenon, stating that experiential purchases tend to lead to greater happiness than material purchases (Bastos, 2020; Bastos & Brucks, 2017; Van Boven & Gilovich, 2003; Weingarten & Goodman, 2021). Given the potential for increased consumer welfare, preliminary work (Howell et al, 2012; Ma et al, 2021) has begun to explore the antecedent factors for consumers' experiential purchases. However, this nascent body of research either used a correlational research method, making it difficult to determine causality, or studied factors that are not easily identifiable by marketers.…”

Section: Discussionmentioning

confidence: 99%

“…First, the research has often been limited to correlational methods (e.g., Howell et al, 2012), making it difficult to discern causal relationships. Second, even in studies that employed an experimental approach (e.g., Ma et al, 2021), the focal antecedent factors were less generalizable or controllable in a marketing context (e.g., work–family conflict). Due to these limitations, the literature does not provide clear or specific guidance to managers.…”

Section: Introductionmentioning

confidence: 99%

“…For example, Howell et al (2012) found that extraversion, openness, and reward‐seeking tendencies were correlated with greater preference for experiential purchases. Furthermore, Ma et al (2021) found that greater work–family conflict leads to higher preference for experiential purchases. Finally, regarding the timing of consumption, Kumar and Gilovich (2016) found that consumers prefer to consume experiences later, whereas they prefer to consume material goods immediately.…”

Section: Introductionmentioning

confidence: 99%

“…Second, even in studies that employed an experimental approach (e.g., Ma et al, 2021), the focal antecedent factors were less generalizable or controllable in a marketing context (e.g., work-family conflict). Due to these limitations, the literature does not provide clear or specific guidance to managers.…”

mentioning

confidence: 99%

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How power increases preference for experiential purchases but not for material purchases

Han

Smale

Lee

2023

Psychology and Marketing

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While recent research indicates that experiential purchases lead to greater happiness than material purchases (i.e., experiential advantage), we have a limited understanding of when and why consumers prefer experiential purchases. In this paper, we address this topic and find that consumers' feelings of power play a significant role in their preference for experiential purchases. Across four experimental studies, using multiple manipulations and stimuli, we demonstrate that feelings of high (vs. low) power lead to increased consumer preference for experiential, but not material, purchases. Mediation (Study 3) and moderation (Study 4) analyses revealed that this phenomenon is driven by greater expected happiness from experiential purchases for consumers feeling high (vs. low) power. We contribute to the experiential purchase literature by identifying consumer power as an important antecedent of consumers' preference for experiences and also add to the consumer power literature by documenting how perceived power affects consumer evaluations and decision‐making. Furthermore, our paper suggests that managers should target people in powerful positions or seek to facilitate feelings of greater power in potential customers when marketing experiential products.

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Section: Discussionmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

mentioning

confidence: 99%

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How power increases preference for experiential purchases but not for material purchases

Han

Smale

Lee

2023

Psychology and Marketing

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“…Although numerous studies have examined the effect of the work–family conflict on the person’s work attitude and behaviors (Wang et al , 2021a; Ma et al , 2021), an increasing number of studies have also observed that employees’ work–family conflict can cross over to their spouses and have a negative effect on spouses’ cognition and behavior in aspects such as perceived fairness, withdrawn behavior or less supportive behavior (Huffman et al , 2017; Pluut et al , 2022).…”

Section: Theory and Hypothesesmentioning

confidence: 99%

How work-family conflict affects knowledge workers' innovative behavior: a spillover-crossover-spillover model of dual-career couples

Song

Jiao

Wang

2023

JKM

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Purpose Innovative behavior is a microfoundation of an organization’s innovation. Knowledge workers are the main creators of innovations. With the boundaries between work and family becoming increasingly ambiguous, the purpose of this study is to explore how the work–family conflict affects knowledge workers’ innovative behavior and when such a conflict arises. Design/methodology/approach To test the theoretical model, this study collected data from a time-lagged matched sample of 214 dual-career couples. The data were analyzed with the bias-corrected bootstrapping method. Findings The results of this study showed that work-to-family conflict had not only a direct negative effect on knowledge workers’ innovative behavior but also an indirect effect through spouses’ within-family emotional exhaustion and knowledge workers’ family-to-work conflict. If wives’ gender role perceptions are traditional, then the indirect serial mediating effect is weakened, but if such perceptions are egalitarian, then the mentioned effect is aggravated. Practical implications In terms of organizational implications, managers could alter their approach by reducing detrimental factors such as work–family conflict to improve knowledge workers’ innovative behavior. Emotional assistance programs for both knowledge workers and their spouses can be used to prevent the detrimental effect of work–family conflict on innovative behavior. As to social implications, placing dual-career couples into a community of likeminded individuals and promoting their agreement on gender role identity will greatly reduce the negative effects of work–family conflict. Originality/value Starting from the perspective of the behavior outcome of knowledge management, this study advances the existing knowledge management literature by enriching the antecedents of knowledge workers’ innovative behavior, illuminating a spillover–crossover–spillover effect of work–family conflict on knowledge workers’ innovative behavior and identifying the boundary condition of this transmission process.

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Take me back to the past: the impact of social identity conflict on nostalgic consumption

Li,

Kou,

Pang

et al. 2023

Mark Lett

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Can work–family conflict influence purchase preference? Experiential vs. material consumption

Cited by 8 publications

References 67 publications

How power increases preference for experiential purchases but not for material purchases

How power increases preference for experiential purchases but not for material purchases

How work-family conflict affects knowledge workers' innovative behavior: a spillover-crossover-spillover model of dual-career couples

Take me back to the past: the impact of social identity conflict on nostalgic consumption

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