Travelling Thoughts: the Downstream Effect of Prospective Experiential Materials on the Purchase Intentions of Experiences

Consumers typically consider dozens of prospective experiential materials (e.g., pictures of a vacation resort) prior to purchasing experiences (e.g., a vacation). Contrary to common intuition, we show in four studies that this habit “spoils part of the fun”, satisfying the need for the actual experience, and thereby decreasing subsequent consumption intentions.



Citation:

Kimberley van der Heijden, Caroline Goukens, Anouk Festjens, and David Gal (2020) ,"Travelling Thoughts: the Downstream Effect of Prospective Experiential Materials on the Purchase Intentions of Experiences", in NA - Advances in Consumer Research Volume 48, eds. Jennifer Argo, Tina M. Lowrey, and Hope Jensen Schau, Duluth, MN : Association for Consumer Research, Pages: 398-399.

Authors

Kimberley van der Heijden, Maastricht University
Caroline Goukens, Maastricht University
Anouk Festjens, Maastricht University
David Gal, University of Illinois at Chicago, USA



Volume

NA - Advances in Consumer Research Volume 48 | 2020



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