The mediators of experiential purchases: Determining the impact of psychological needs satisfaction and social comparison

Once basic needs are satisfied, the relation between income and subjective well-being is small, and materialism leads to diminished well-being. This study attempts to determine: (1) whether experiential purchases, as opposed to materialistic purchases, are likely to increase well-being and (2) whether these increases are likely to be due to increased satisfaction of psychological needs and/or decreased social comparison. Participants indicated that experiential purchases represented money better spent, brought more happiness to themselves, and brought more happiness to others. Path models demonstrated that experiential purchases had an indirect effect on one's well-being through two independent paths: (1) increased relatedness, which then led to increased vitality, and (2) decreased social comparison. Discussion focuses on why vitality and social comparison affect well-being.     

I am what I do, not what I have: the differential centrality of experiential and material purchases to the self

What kinds of purchases do the most to make us happy? Previous research (Carter & Gilovich, 2010; Van Boven & Gilovich, 2003) indicates that experiences, such as vacations and concerts, are more likely to do so than material possessions, such as clothes and electronic gadgets. The present research was designed to explore 1 potential explanation for this result, namely, that experiences tend to be more closely associated with the self than possessions. The authors first show that people tend to think of their experiential purchases as more connected to the self than their possessions. Compared with their material purchases, participants drew their experiential purchases physically closer to the self (Study 1), were more likely to mention them when telling their life story (Study 2), and felt that a purchase described in terms of its experiential, rather than its material, qualities would overlap more with their sense of who they are (Study 4). Participants also felt that knowing a person's experiential purchases, compared with their material purchases, would yield greater insight into that person's true self (Studies 3A-3C). The authors then show that the tendency to cling more closely to cherished experiential memories is connected to the greater satisfaction people derive from experiences than possessions (Study 5).     

On the conceptual link between mass customisation and experiential consumption: an explosion of subjectivity

Marketing managers currently face an explosion of subjectivity. A glance at the business world reveals new solutions developed to offer customised products. Mass customisation is stressed by academicians in different ways. For example, relationship marketing emphasises the role of the relationship between a vendor and its customer, with particular reference to the importance of personal involvement and trust. Reading such phenomena as manifesting an explosion of subjectivity in consumption suggests an enhanced opportunity for applying the experiential view of consumer behaviour. This paper invites marketing managers, as well as marketing and consumer researchers, to recognise the changing environment more proactively and to embrace the increasingly well‐established conceptions of the consumption experience more enthusiastically. Copyright © 2001 Henry Stewart Publications.     

The face of memory: experiential avoidance and facial expressions during the retrieval of autobiographical memories

ABSTRACT

Experiential avoidance refers to attempts to control or suppress unwanted thoughts, feelings and emotions. We investigated whether experiential avoidance is associated with fewer facial expressions during autobiographical retrieval (i.e. retrieval of memory for personal information). We invited participants to retrieve autobiographical memories, and recall was analysed by a facial analysis software that detects and classifies emotional expressions. Participants were divided into high vs. low experiential avoidance. Analysis showed fewer emotional facial expressions in participants with high experiential avoidance than in those with low experiential avoidance during autobiographical retrieval. This low emotional expression can be regarded as an attempt by individuals with high experiential avoidance to avoid communicating the emotional load to others. This low emotional expression can be also regarded as an attempt by individuals with high experiential avoidance to control or suppress the internal events that contribute to the appearance or persistence of unwanted emotional states during retrieval.     

The preference for experiences over possessions: Measurement and construct validation of the Experiential Buying Tendency Scale

There is growing support that money spent on experiential items increases an individual's happiness. However, there is minimal research on the causes and long-term consequences of the tendency to make experiential purchases. Given the importance of experiential buying for improving well-being, an understanding of the preference for experiential purchasing is imperative. Thus, we developed the Experiential Buying Tendency Scale (EBTS) to measure habitual experiential purchasing. Across eight samples (n?=?9634), the EBTS was developed, and shown to be reliable, valid, and predictive of consumer behavior and psychological well-being. An experiential purchasing tendency was related to higher extraversion, openness, empathic concern, and reward seeking. Further, non-materialistic values predicted a preference for experiential purchasing, which led to increased psychological need satisfaction, and, ultimately, increased subjective well-being. The discussion proposes that experiential purchasing may be a function of one's sensitivity to rewards, emotional responsiveness to events, and appreciation of the world's beauty.     

Social Anxiety and the Quality of Everyday Social Interactions: The Moderating Influence of Alcohol Consumption

Most research on the link between social anxiety and alcohol consumption has examined problematic outcomes without consideration of potential adaptive functions. Alcohol is an anxiolytic that has the short-term benefit of reducing anxiety; consumption may act as a social lubricant that facilitates higher quality social interactions. Using experience-sampling methodology, we examined how consuming alcohol attenuates the adverse effects of social anxiety in naturally occurring social interactions. Participants (N = 160) completed demographic and trait measures, then completed daily assessments for 14 consecutive days. Results from multilevel model analyses revealed that during face-to-face social interactions, state social anxiety was inversely related to 10 indicators of healthy social interactions (e.g., enjoyment, laughter, feelings of acceptance). Alcohol consumption moderated seven of these associations, such that when participants consumed alcohol in social situations, state social anxiety was no longer associated with social interaction quality. The quantity of alcoholic drinks consumed moderated two of these associations. Furthermore, we found evidence for directionality, such that social anxiety in a given social interaction predicted alcohol consumption in a subsequent social interaction, but not the reverse (i.e., alcohol consumption did not prospectively predict state social anxiety). In social situations that involved alcohol, experiences of social anxiety no longer thwarted one’s ability to derive social benefits. These results should be interpreted in the context of a participant sample with relatively low levels of trait social anxiety and frequency of alcohol use. Nonetheless, obtaining social rewards may be a reinforcement mechanism that maintains the link between social anxiety and alcohol consumption.     

Prognostic significance of two sub-categorization methods for the treatment of binge eating disorder: negative affect and overvaluation predict, but do not moderate, specific outcomes

Given the absence of known predictors and moderators for binge eating disorder (BED) treatment outcome and recent findings regarding meaningful sub-categorizations of BED patients, we tested the predictive validity of two subtyping methods. Seventy-five overweight patients with BED who participated in a randomized clinical trial of guided self-help treatments (cognitive-behavioral therapy (CBTgsh) and behavioral weight loss (BWLgsh)) were categorized in two ways. First, a cluster analytic approach yielded dietary-negative affect (29%) and pure dietary (71%) subtypes. Second, research conventions for categorizing patients based upon shape or weight self-evaluation yielded clinical overvaluation (51%) and subclinical overvaluation (49%) subtypes. At the end of treatment, participants subtyped as dietary-negative affect reported more frequent binge episodes compared to the pure dietary subtype, and those with clinical overvaluation reported greater eating disorder psychopathology compared to the subclinical overvaluation group. Neither method predicted binge remission, depressive symptoms, or weight loss. Neither sub-categorization moderated the effects of guided self-help CBT and BWL treatments on any BED outcomes, suggesting that these two specific treatments perform comparably across BED subtypes. In conclusion, dietary-negative affect subtyping and overvaluation subtyping each predicted, but did not moderate, specific and important dimensions of BED treatment outcome.     

When it's not easy to do the right thing: Developmental changes in understanding cost drive evaluations of moral praiseworthiness

Recent work identified a shift in judgments of moral praiseworthiness that occurs late in development: adults recognize the virtue of moral actions that involve resolving an inner conflict between moral desires and selfish desires. Children, in contrast, praise agents who do the right thing in the absence of inner conflict. This finding stands in contrast with other work showing that children incorporate notions of cost and effort into their social reasoning. Using a modified version of Starmans and Bloom's (2016) vignettes, we show that understanding the virtue of costly moral action precedes understanding the virtue of resolving inner conflict. In two studies (N = 192 children, range = 4.00–9.95 years; and N = 193 adults), we contrasted a character who paid a personal cost (psychological in Study 1, physical in Study 2) to perform a moral action with another who acted morally without paying a cost. We found a developmental progression; 8- and 9-year-old children and adults recognized the praiseworthiness of moral actions that are psychologically or physically costly. Six- and 7-year-old children only recognized the praiseworthiness of moral actions that are physically costly, but not actions that are psychologically costly. Moreover, neither adults nor children inferred that paying a cost to act morally required having a moral desire or resolving inner conflict. These results suggest that both adults and children conceptualize obligation as a direct motivational force on actions. They further suggest that costly choice—a hallmark of moral agency—is implicated in judgments of praiseworthiness early in development.     

The planning and execution of sequential eye movements: saccades do not show the one target advantage

The present experiment examined the one-target advantage (OTA) with regard to saccadic eye movements. The OTA, previously found with manual pointing responses, refers to the finding that movements are executed faster when the limb is allowed to stop on the target compared to the situation where it has to proceed and hit a second target. Using an adapted limb movement OTA task, saccades of 5 degrees and 15 degrees were made to (a) a single target (one-target), (b) one target and immediately to another target without a change in direction (two-target-extension), and (c) one target and immediately back to the start location (two-target-reversal). Unlike manual movements, the movement times for the initial saccade in the two-target-extension condition were not prolonged compared to either of the other two conditions. Moreover, this pattern of results was found for both the shorter and longer amplitude saccades. The results indicate that the OTA does not occur in the oculomotor system and therefore is not a general motor control phenomenon.     

The dependability of the general factor of intelligence: Why small, single-factor models do not adequately represent g

Floyd, Shands, Rafael, Bergeron and McGrew (2009) used generalizability theory to test the reliability of general-factor loadings and to compare three different sources of error in them: the test battery size, the test battery composition, the factor-extraction technique, and their interactions. They found that their general-factor loadings were moderately to strongly dependable. We replicated the methods of Floyd et al. (2009) in a different sample of tests, from the Minnesota Study of Twins Reared Apart (MISTRA). Our first hypothesis was that, given the greater diversity of the tests in MISTRA, the general-factor loadings would be less dependable than in Floyd et al. (2009). Our second hypothesis, contrary to the positions of Floyd et al. (2009) and Jensen and Weng (1994), was that the general factors from the small, randomly-formed test batteries would differ substantively from the general factor from a well-specified hierarchical model of all available tests. Subtests from MISTRA were randomly selected to form independent and overlapping batteries of 2, 4 and 8 tests in size, and the general-factor loadings of eight probe tests were obtained in each battery by principal components analysis, principal factor analysis and maximum likelihood estimation. Results initially indicated that the general-factor loadings were unexpectedly more dependable than in Floyd et al. (2009); however, further analysis revealed that this was due to the greater diversity of our probe tests. After adjustment for this difference in diversity, and consideration of the representativeness of our probe tests versus those of Floyd et al. (2009), our first hypothesis of lower dependability was confirmed in the overlapping batteries, but not the independent ones. To test the second hypothesis, we correlated g factor scores from the random test batteries with g factor scores from the VPR model; we also calculated special coefficients of congruence on the same relation. Consistent with our second hypothesis, the general factors from small non-hierarchical models were found to not be reliable enough for the purposes of theoretical research. We discuss appropriate standards for the construction and factor analysis of intelligence test batteries.