Why Feasibility Matters More to Gift Receivers than to Givers: A Construal-Level Approach to Gift Giving

Baskin, Ernest; Wakslak, Cheryl J.; Trope, Yaacov; Novemsky, Nathan

doi:10.1086/675737

Cited by 187 publications

(232 citation statements)

References 49 publications

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“…Whereas past research has studied choice for others (Baskin et al 2014;Choi et al 2006;Laran 2010) and choice for the self with knowledge of what others chose (Ariely and Levav 2000;Berger and Heath 2007;Salganik, Dodds, and Watts 2006), research on what considerations are involved when consumers make decisions for both the self and the other together is scant. In this research, we document the friendly taking effect-interpersonal closeness leads to a preference for a self-benefiting consumption package when it also offers greater total benefit to the selfother collective; that is, people are more likely to take from a close other than from a distant other.…”

Section: Discussionmentioning

confidence: 99%

The Friendly Taking Effect: How Interpersonal Closeness Leads to Seemingly Selfish Yet Jointly Maximizing Choice

Tu¹,

Shaw²,

Fishbach³

2015

J Consum Res

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This research documents "the friendly taking effect" in choosing consumption packages for the self and others, interpersonal closeness leads to a preference for a self-benefiting package when this package also offers greater total benefit to the self-other collective (studies 1 and 2). We propose that a friendly intention (i.e., concern for the total benefit) underlies the friendly taking effect; therefore, people both take more from and give more to a close (vs. distant) other when doing so offers greater benefits in total (study 3), and people are cognitively tuned in to (e.g., acquire, remember) information about the total benefit more when choosing a package for themselves and a close (vs. distant) other (study 4). Moreover, the importance people place on the total benefit mediates the impact of closeness on people's preference for self-benefiting packages (study 5). We explore boundary conditions (study 6) and implications for marketers of consumption packages (study 7).

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Section: Discussionmentioning

confidence: 99%

The Friendly Taking Effect: How Interpersonal Closeness Leads to Seemingly Selfish Yet Jointly Maximizing Choice

Tu¹,

Shaw²,

Fishbach³

2015

J Consum Res

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“…Research in gift-giving shows that gift choices involve a tradeoff between two important dimensions: desirability and feasibility (Baskin et al, 2014). Desirability is the value of the end state of an action whereas feasibility is the ease of achieving the desired outcome (Liu, 2008).…”

Section: Implicit Theories Of Relationship and Gift-givingmentioning

confidence: 99%

“…In other words, desirability corresponds to the rewards of the action that motivate people to pursue the action, whereas feasibility corresponds to the costs and constraints associated with pursuing the action. Research has shown that in the gift giving context (Baskin et al, 2014), desirability is related to the main components of the gift and refers to the quality of the gift item. Feasibility, on the other hand, is related to the peripheral components of the gift and refers to the convenience of being able to consume the gift.…”

Section: Implicit Theories Of Relationship and Gift-givingmentioning

confidence: 99%

“…The tradition of gift-giving has become a ubiquitous part of consumers' lives where gifts serve as a way to create and maintain social bonds that are a central component in the society (Baskin et al, 2014). In the United States, consumers spend around $131.3 billion dollars per year purchasing gifts, which represents about 10% of the retail market (Research and Markets, 2015).…”

Section: Introductionmentioning

confidence: 99%

“…Therefore, understanding the phenomenon of gift-giving is important to marketing researchers. Recent research has investigated the various factors that influence gift-giving (Ward and Broniarczyk, 2016;Baskin et al, 2014;Gino and Flynn, 2011). However, there is scant research investigating the phenomenon of gift-giving in the context of romantic relationships.…”

Section: Introductionmentioning

confidence: 99%

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The influence of relationship beliefs on gift giving

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Psychological distance in consumer psychology: Consequences and antecedents

Maglio

2019

Consumer Psychology Review

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Wherever consumers envision faraway locations, remember the past, predict the future, consider the perspective of others, or entertain remote possibilities, their minds extrapolate beyond what lies in front of them to something psychologically distant.Conjuring and considering that which is psychologically distant thus lies at the heart of how most people spend a substantial portion of their lives. As integrated here, seeing something as psychologically distant causes people to think about and act on it in systematically different ways than the same thing seen as psychologically close. Recent advances in these consequences suggest that the effects of psychological distance on consumer decision-making continue to grow increasingly nuanced.Consumer outcomes thus at times benefit from seeing things as near and, at other times, benefit from seeing things as far. Accordingly, this review thereafter summarizes the antecedents that lead people to see things as psychologically distant or psychologically close. It closes in considering how future considerations might expand the conceptualization and application of psychological distance. K E Y W O R D Sprobability, psychological distance, social distance, space, time

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Why Feasibility Matters More to Gift Receivers than to Givers: A Construal-Level Approach to Gift Giving

Cited by 187 publications

References 49 publications

The Friendly Taking Effect: How Interpersonal Closeness Leads to Seemingly Selfish Yet Jointly Maximizing Choice

The Friendly Taking Effect: How Interpersonal Closeness Leads to Seemingly Selfish Yet Jointly Maximizing Choice

The influence of relationship beliefs on gift giving

Psychological distance in consumer psychology: Consequences and antecedents

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