See What I Did Or See What I Have: Impression Management Using Experiences Versus Material Goods

We show that consumers strategically use experiential purchases for impression management because they consider experiential (vs. material) purchases better signals. Moreover, this is a successful strategy as those signaling with experiential purchases are indeed liked better. Experiential purchases are better signals also in repeated impression management situations, but are underutilized.



Citation:

Francesca Valsesia and Kristin Diehl (2017) ,"See What I Did Or See What I Have: Impression Management Using Experiences Versus Material Goods", in NA - Advances in Consumer Research Volume 45, eds. Ayelet Gneezy, Vladas Griskevicius, and Patti Williams, Duluth, MN : Association for Consumer Research, Pages: 341-345.

Authors

Francesca Valsesia, University of Southern California, USA
Kristin Diehl, University of Southern California, USA



Volume

NA - Advances in Consumer Research Volume 45 | 2017



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