Experiential Purchases Foster Social Connectedness

Amit Kumar, Cornell University, USA
Thomas Mann, Cornell University, USA
Thomas Gilovich, Cornell University, USA
We demonstrate that experiential purchases foster social connection more than material purchases. Consumers feel more connected to those who have made similar experiential purchases. After reflecting on experiential purchases, they also feel more connected to people in general, are more likely to engage in social activities, and act more prosocially.
[ to cite ]:
Amit Kumar, Thomas Mann, and Thomas Gilovich (2013) ,"Experiential Purchases Foster Social Connectedness", in NA - Advances in Consumer Research Volume 41, eds. Simona Botti and Aparna Labroo, Duluth, MN : Association for Consumer Research.