Distance Matters: What Information Do People Want When Making Experiential and Material Purchases?
When evaluating experiential purchases, consumers rely more on reviews from sources that are closer to the self. Close others are seen as knowledgeable about how a purchase is likely to be experienced subjectively. When evaluating material purchases, consumers rely more on the aggregate assessments of unknown others (online reviews, experts).
Iñigo Gallo and Thomas Gilovich (2020) ,"Distance Matters: What Information Do People Want When Making Experiential and Material Purchases?", 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: 1038-1042.
Iñigo Gallo, IESE Business School, Spain
Thomas Gilovich, Cornell University, USA
NA - Advances in Consumer Research Volume 48 | 2020
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