The Aptly Buried “I” in Experience: Experiential Purchases Promote More Social Connection Than Material Purchases
Amit Kumar,
Thomas C. Mann,
Thomas Gilovich
Abstract: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 … Show more
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