Why we buy what we buy: A theory of consumption values

Sheth, Jagdish N.; Newman, Bruce I.; Gross, Barbara L.

doi:10.1016/0148-2963(91)90050-8

Cited by 3,435 publications

(3,909 citation statements)

References 15 publications

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“…Goldstein et al (2008) also posit that by being recognized as someone who expresses concern for the environment and engages in environmentally friendly consumption, consumers can ensure they meet the existing social norms and community standards that reinforce the behavior. These examples support the seminal work of Sheth et al (1991) who note that cumulative value across functional, emotional and social dimensions predicts consumption behavior.…”

Section: Literature Reviewsupporting

confidence: 62%

Giving the Gift of Goodness: An Exploration of Socially Responsible Gift-Giving

2014

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Previous research demonstrates that consumers support firms' CSR activities, and increasingly demand socially responsible products and services. However, an implicit assumption in the extant literature is that the purchaser and the consumer of the product are the same person. The current research focuses on a unique form of socially responsible consumption behavior: giftgiving. Through thirty depth consumer interviews, we develop a typology of consumers based on whether consumers integrate CSR-related information into purchases, and whether the purchases are for themselves or for others (i.e., gifts). We find that in some instances, consumers actively avoid purchasing products from socially responsible organizations and do so with the intention of managing their impressions with the gift recipient. This is counter to previous research that suggests consumers often choose to make socially responsible consumption decisions in efforts to satisfy self-presentation concerns. In addition, the decision to engage in socially responsible consumption for oneself but not for others was motivated by a variety of factors including the role of the recipient and a concern over the credibility of socially responsible gifts. Finally, some participants who do not incorporate CSR into their own personal consumption chose gifts based on a variety of CSR activities in an effort to build awareness for socially responsible organizations.

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Section: Literature Reviewsupporting

confidence: 62%

Giving the Gift of Goodness: An Exploration of Socially Responsible Gift-Giving

2014

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“…On the other hand, the emotional component refers to the value associated with the sentiments and emotions generated, such as happiness, amusement, enjoyment, fear, anger, envy, anxiety, pride, at the time of the transaction (Havlena & Holbrook, 1986;Oliver, 1997;Sánchez et al, 2006;Sweeney & Soutar, 2001). As for social value, it is circumscribed to the capacity of a product or service to increase the consumer's self-image (Sweeney & Soutar, 2001) and to the influence exercised by reference groups on the consumer's decisions (Sheth et al, 1991).…”

Section: Perceived Value To Tourism Destinationmentioning

confidence: 99%

“…A review of the literature shows us that the concept has evolved with the passage of time (De Ruyter, Wetzels, Lemmink, & Mattson, 1997;De Ruyter, Wetzels, & Bloemer, 1998;Forgas, Moliner, Sánchez, & Palau, 2010;Sánchez, Callarisa, Rodríguez, & Moliner, 2006;Sheth, Newman, & Gross, 1991;Sinha & DeSarbo, 1998;Sweeney & Soutar, 2001;Woodruff, 1997). In general, perceived value is defined as the judgement or evaluation made by a customer on the basis of his/her comparison between the advantages or utility obtained from a product, service or relationship, and the perceived sacrifices or costs (Zeithaml, 1988).…”

Section: Perceived Value To Tourism Destinationmentioning

confidence: 99%

Urban destination loyalty drivers and cross-national moderator effects: The case of Barcelona

et al. 2012

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“…On the other hand, Sheth, et al (1991) designed a conceptual model of five value types which explains the influence of the selection situation of customers in buying behaviour. In addition, Holbrook (1996) came up with the theory of perceived value which includes the relationship between customers and the service or products against the benefits received by them in exchange for the money expended (Zeithaml, 1988).…”

Section: Definition Of Key Concepts and Termsmentioning

confidence: 99%

“…(1991) -Theory of Consumption Value: One of the most up to date models that explain consumers' purchase behavior is the consumption values model developed by Sheth (1991a). Developed out of the effects of personal values on consumer behaviour, consumption values (Sheth et al, 1991) is an important model that shows why a product is preferred. Usefulness, strength of this theory is its simplicity as it is simpler in comprehending customer perceived value through searching its dimensions (Aulia, et al, 2016) and this model is excellent in assessing the diverse traits and attributes of products through exploring customers' judgement (Animashaun, et al, 2016).…”

Section: Critical Review Of Key Models and Theoriesmentioning

confidence: 99%

Predicting Consumer Perception and its Impact on Purchase Intention for Residential Property Market

Hoe

Dastane²,

Selvaraj

2018

JTMB

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The objective of this study is to investigate the effects of customer perceived value on customer purchase intention in the residential property market in Malaysia. The research proposes extension of Seth et al., 1991 model for property market by including relational aspect of the value as an added new parameter. Explanatory research design approach is used in this study with primary data collection through questionnaire survey of 172 respondents using convenience sampling method. The collected data and results are then analysed using SPSS 22 for Demographic analysis, Normality and Reliability test, Data Distribution. Finally, Pearson correlation analysis and Regression test is done to find the correlation between any two variables and relationship among the variables. The analysis indicated overall positive significant relationship with epistemic value being the highest among all. Regression analysis indicated functional value, social value, relational value, conditional value, and epistemic value shows positive significant effects on customer purchase intention while emotional value shows positive insignificant effect on customer purchase intention.The research is useful for marketers and researchers to understand perceived value based customer purchase intention for residential property sector among Malaysians and the tested model will be of great utility to property developers to devise appropriate value proposition based on consumer perceived value.

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Why we buy what we buy: A theory of consumption values

Cited by 3,435 publications

References 15 publications

Giving the Gift of Goodness: An Exploration of Socially Responsible Gift-Giving

Giving the Gift of Goodness: An Exploration of Socially Responsible Gift-Giving

Urban destination loyalty drivers and cross-national moderator effects: The case of Barcelona

Predicting Consumer Perception and its Impact on Purchase Intention for Residential Property Market

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