Experiential product framing and its influence on the creation of consumer reviews

Gallo, Iñigo; Townsend, Claudia; Alegre, Inés

doi:10.1016/j.jbusres.2019.01.007

Cited by 37 publications

(39 citation statements)

References 54 publications

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“…We noted earlier that experiential purchases tend to serve as easier and more pleasant topics of conversation than material purchases (Bastos & Brucks, ; Gallo, Townsend, et al., ; Kumar & Gilovich, ; Van Boven et al., ). Part of the reason that people like talking and hearing about experiences is that they are more likely than material goods to possess two of the most essential elements of storytelling—temporal sequencing and causal relations (Bruner, ; Escalas, ; Schank, ).…”

Section: How People Evaluate and Choose Experiential And Materials Purmentioning

confidence: 91%

“…Scholars who have contributed to this literature propose that there are five ways in which a brand can provide an experience to a consumer: thinking, feeling, sensing, acting, and relating (Brakus et al., ). Central to these efforts is the question of how to create consumer experiences around material products (Gallo, Townsend, et al., ; LaSalle & Britton, ). For instance, an experiential marketer selling shampoo or shaving cream would not focus on the specific product category, but on the consumption experience—for example, grooming in the bathroom (Chazin, ; Schmitt, ).…”

Section: Defining Experiential Purchasesmentioning

confidence: 99%

“…People are more likely to talk about their experiences than their possessions, making their experiences live on in the stories they tell and in the back and forth, socially binding nature of conversation (Gilovich & Kumar, ). Even framing a material good as an experience makes people more likely to talk about it (Gallo, Townsend, et al., ). Conversations about experiences tend to be more rewarding as well.…”

Section: Sources Of the Experiential Advantagementioning

confidence: 99%

“…In trying to find a competitive advantage and persuade consumers, companies have chosen to focus on experiential elements of their product offerings (Brakus, Schmitt, & Zarantonello, ; Elliott, ; LaSalle & Britton, ; Newman, ; Zarantonello, Jedidi, & Schmitt, ). This is done, for instance, by positioning material goods as experiences (Gallo, Townsend, & Alegre, ; Pine & Gilmore, ; Schmitt, ), or by making the shopping experience more eventful for the consumer (Pathak, ). The latter is reflected in the growth of “event,” “street,” and “guerrilla” marketing.…”

Section: Introductionmentioning

confidence: 99%

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Consumers’ pursuit of material and experiential purchases: A review

Gilovich

Gallo

2019

Consumer Psychology Review

Self Cite

101

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More than 15 years ago, Van Boven and Gilovich (Journal of Personality and Social Psychology, 85, 2003, 1193) presented evidence that experiential purchases make people happier than material purchases once consumers have covered their basic needs. This experiential advantage has attracted significant attention from researchers in the fields of social and consumer psychology. In this article, we review the literature on this subject. We first define the constructs of experiential and material purchases, and contrast them with previous, related constructs. We then identify and review the different mechanisms that appear to underlie the experiential advantage.Finally, we examine evidence of systematic differences in how people make decisions about material and experiential purchases, focusing on differences in how consumers process information and evaluate options prior to making a purchase.

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Section: How People Evaluate and Choose Experiential And Materials Purmentioning

confidence: 91%

Section: Defining Experiential Purchasesmentioning

confidence: 99%

Section: Sources Of the Experiential Advantagementioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

See 2 more Smart Citations

Consumers’ pursuit of material and experiential purchases: A review

Gilovich

Gallo

2019

Consumer Psychology Review

Self Cite

101

View full text Add to dashboard Cite

show abstract

“…For this reason the current paradigm of marketing is to bring the consumer closer to experiences, rather than presenting the attributes of a product or service. According to [3], the lived experience also generates an increase of personal valuations on the good and with it, increase the mouth-tomouth marketing.…”

Section: Marketing and The Experiencesmentioning

confidence: 99%

Immersive Technologies in Marketing: State of the Art and a Software Architecture Proposal

Casas¹,

Chavez²,

Luna-Urquizo³

et al. 2019

IJACSA

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After conducting the historical review of marketing and especially experiential marketing, which considers various types of experiences such as sensations, feelings, thoughts, actions and relationships, seeking in the consumer greater satisfaction and therefore greater effectiveness in the action of marketing, as well as establishing the state of the art of immersive technologies and their applications in marketing, the authors propose a software architecture model for hotel services, which includes the description of hardware and software elements for development and implementation. The model would make it possible to bring customers closer to experiences that are very close to reality, based on their profiles and characteristics, previously treated by a recommendation module included in the proposal, a fact that supports the decision of purchase, with a high degree of adaptation to their needs and requirements. The proposal and development of the model with attributes of originality, aims to contribute to the development and technological innovation of marketing in the hotel industry. Finally, conclusions and recommendations for future work are established.

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The Aptly Buried “I” in Experience: Experiential Purchases Promote More Social Connection Than Material Purchases

Kumar,

Mann,

Gilovich

2024

Behavioral Decision Making

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Experiential purchases (focused on doing rather than having) provide more satisfaction than material goods. Here, we examine a different downstream consequence of spending money on experiences: fostering social connection. Consumers reported feeling more kinship with someone who had made a similar experiential purchase than someone who had made a similar material purchase—a result tied to the greater centrality of experiences to one's identity. This greater sense of connection that experiences provide applied even when someone else had made a similar, but superior purchase. Participants also reported feeling more connected to others in general, not just those who have made the same purchase, when reflecting on experiential consumption—and these feelings of connection were expressed in a greater desire to engage in social activities when participants considered their experiential purchases than when they considered their material purchases. Together, these results demonstrate that experiential consumption enhances people's social connection quite broadly.

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Experiential product framing and its influence on the creation of consumer reviews

Cited by 37 publications

References 54 publications

Consumers’ pursuit of material and experiential purchases: A review

Consumers’ pursuit of material and experiential purchases: A review

Immersive Technologies in Marketing: State of the Art and a Software Architecture Proposal

The Aptly Buried “I” in Experience: Experiential Purchases Promote More Social Connection Than Material Purchases

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