Linking Gift Exchange Emotional Experiences and Interpersonal Relationships
ABSTRACT - Although emotions experienced by relationship partners pervade their exchange processes, the impact of emotions in contexts of consumption exchanges has not received much research attention. This study addresses this gap by focusing on five relationship outcomes associated with the experience of mixed emotions in a consumer-to-consumer setting. For this investigation, the context of gift receipt was used because it is highly relational and emotion-laden. The results showed that it is not the overall amount of one specific emotion or the combined amount of all experienced emotions that affect perceptions of relationship outcome. Instead, it is the relative combination of positive and negative emotions (e.g., more positive, balanced or more negative) that can be linked to the relationship outcomes (e.g., strengthening, negligible effect, weakening). Further, our results also suggest that even when the main emotional experience is negative (e.g., anger about getting the wrong gift), coping processes might be used by the recipient in order to avoid negative relationship consequences. Our findings are theoretically and practically relevant for marketing relationships of many types, including how individuals in commercial contexts experience their emotions and assess the state of their relationships.
Citation:
Julie A. Ruth, Frederic F. Brunel, and Cele C. Otnes (2003) ,"Linking Gift Exchange Emotional Experiences and Interpersonal Relationships", in E - European Advances in Consumer Research Volume 6, eds. Darach Turley and Stephen Brown, Provo, UT : Association for Consumer Research, Pages: 21.
Although emotions experienced by relationship partners pervade their exchange processes, the impact of emotions in contexts of consumption exchanges has not received much research attention. This study addresses this gap by focusing on five relationship outcomes associated with the experience of mixed emotions in a consumer-to-consumer setting. For this investigation, the context of gift receipt was used because it is highly relational and emotion-laden. The results showed that it is not the overall amount of one specific emotion or the combined amount of all experienced emotions that affect perceptions of relationship outcome. Instead, it is the relative combination of positive and negative emotions (e.g., more positive, balanced or more negative) that can be linked to the relationship outcomes (e.g., strengthening, negligible effect, weakening). Further, our results also suggest that even when the main emotional experience is negative (e.g., anger about getting the wrong gift), coping processes might be used by the recipient in order to avoid negative relationship consequences. Our findings are theoretically and practically relevant for marketing relationships of many types, including how individuals in commercial contexts experience their emotions and assess the state of their relationships. ----------------------------------------
Authors
Julie A. Ruth, Rutgers University-Camden, USA
Frederic F. Brunel, Boston University, USA
Cele C. Otnes, University of Illinois, USA
Volume
E - European Advances in Consumer Research Volume 6 | 2003
Share Proceeding
Featured papers
See MoreFeatured
L11. Consumer Search Mode Produces Unintended Marketing Consequences
Dan King, University of Texas Rio Grande Valley, USA
Sumitra Auschaitrakul, University of the Thai Chamber of Commerce
Featured
E12. Green versus Premium Choice and Feelings of Pride
Cecilia Souto Maior, Federal University of Paraná
Danielle Mantovani, Federal University of Paraná
Rafael Demczuk, Federal University of Paraná
Featured
P10. Omission Bias in the Gain vs. Loss Domain
Jen H. Park, Stanford University, USA