Tinsel, Trimmings, and Tensions: Consumer Negotiations of a Focal Christmas Artifact

Our specific purpose in this paper is to explore households’ negotiation practices as they co-create a key ritual artifact of the holiday—the Christmas tree. We find that four distinct pairs of tensions can shape consumers’ co-creation of the Christmas tree: aesthetics vs. tradition, inclusiveness vs. risk, family fantasy vs. family reality, and authenticity vs. convenience. We identify and interpret the negotiation strategies that emerge as consumers seek to resolve these sets of tensions.


Cele C. Otnes, Elizabeth Crosby, Robert Kreuzbauer, and Jennifer Ho (2008) ,"Tinsel, Trimmings, and Tensions: Consumer Negotiations of a Focal Christmas Artifact", in NA - Advances in Consumer Research Volume 35, eds. Angela Y. Lee and Dilip Soman, Duluth, MN : Association for Consumer Research, Pages: 773-773.


Cele C. Otnes, University of Illinois, Urbana-Champaign
Elizabeth Crosby, University of Illinois, Urbana-Champaign
Robert Kreuzbauer, University of Illinois, Urbana-Champaign
Jennifer Ho, University of Illinois, Urbana-Champaign


NA - Advances in Consumer Research Volume 35 | 2008

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