7-G: How the Uniqueness of Goods Influences Consumers' Response to Price Increase For Experiences Versus Objects

This research shows that consumers react more favorably to a price increase when it is associated with an experiential good than a material one. Further, it examines five potential explanations (closeness to the self, conversational value, impression management, social relatedness, and purchase uniqueness) and reveals uniqueness as the mechanism.



Citation:

Wilson Bastos (2017) ,"7-G: How the Uniqueness of Goods Influences Consumers' Response to Price Increase For Experiences Versus Objects", in NA - Advances in Consumer Research Volume 45, eds. Ayelet Gneezy, Vladas Griskevicius, and Patti Williams, Duluth, MN : Association for Consumer Research, Pages: 1014-1014.

Authors

Wilson Bastos, Catholic University of Portugal, Portugal



Volume

NA - Advances in Consumer Research Volume 45 | 2017



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