Products As Ice Breakers: the Value of Conversation Pieces

Hillary J.D. Wiener, Duke University, USA
James R. Bettman, Duke University, USA
Mary Frances Luce, Duke University, USA
This research shows how people’s consumption choices can facilitate or inhibit the formation of positive social relationships. We find that the products people publicly display influence how others initiate conversations with them and affect the amount and timing of self-disclosures in these initial conversations.
[ to cite ]:
Hillary J.D. Wiener, James R. Bettman, and Mary Frances Luce (2015) ,"Products As Ice Breakers: the Value of Conversation Pieces", in NA - Advances in Consumer Research Volume 43, eds. Kristin Diehl and Carolyn Yoon, Duluth, MN : Association for Consumer Research, Pages: 297-301.