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Justification of Hedonic Consumption Pre- vs. Post-Consuming

Authors: Eugene Y. Chan; Najam Saqib;

Justification of Hedonic Consumption Pre- vs. Post-Consuming

Abstract

Extant research on hedonic goods has largely assumed that consumers justify consumption before consuming. However, in everyday life, consumers often justify hedonic consumption after consuming. For instance, a dieter may exercise in the few days after eating a luxurious chocolate cake. In three studies, we draw upon mental accounting to provide insights into the justification process that underlies hedonic consumption, and propose differences between pre- and post-consuming. In line with our expectations, we find that consumers justify hedonic consumption more pre- than post-consuming. We also show that, whereas a process-focus leads to justifications before hedonic consumption, an outcome-focus leads to them afterwards. Directions for further research and implications for marketing practice are offered.

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selected citations
These citations are derived from selected sources.
This is an alternative to the "Influence" indicator, which also reflects the overall/total impact of an article in the research community at large, based on the underlying citation network (diachronically).
BIP!Citations provided by BIP!
popularity
This indicator reflects the "current" impact/attention (the "hype") of an article in the research community at large, based on the underlying citation network.
BIP!Popularity provided by BIP!
influence
This indicator reflects the overall/total impact of an article in the research community at large, based on the underlying citation network (diachronically).
BIP!Influence provided by BIP!
impulse
This indicator reflects the initial momentum of an article directly after its publication, based on the underlying citation network.
BIP!Impulse provided by BIP!
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Average
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