The upside of imagining unattainable purchases

Sofia Kousi, Kim Preiksaitis

Research output: Contribution to conferenceAbstract

Abstract

Imagination is typically conceptualized as a pre-purchase activity aiding in consumption preparation (Fournier & Guiry, 1993; MacInnis & Price, 1990). However, recent research suggests consumers can engage in imagination as an autotelic activity (Mosher & Dacin, 2016). We explore the positive “upsides” consumers gain by imagining unattainable purchases– dream purchases attainable only through extraordinary circumstances, like winning the lottery. Results of two experimental studies suggest that, compared to a control group, consumers who simply spent time imagining an unattainable desired object reported higher overall well-being and enthusiasm. Those who engaged in an extended imagination task, compared to a short one, did not evidence this higher well-being or increased enthusiasm. This suggests the higher cognitive elaboration required in the extended imagination task acts as a reality check, diminishing overall well-being. These findings suggest initial evidence for an important effect of the imagination for overall consumer well-being and effective advertising appeals.
Original languageEnglish
Publication statusPublished - 2019
EventThe 48th Annual Conference of the European Marketing Academy (EMAC) - Hamburg, Germany
Duration: 28 May 2019 → …
https://www.emac-2019.org/

Conference

ConferenceThe 48th Annual Conference of the European Marketing Academy (EMAC)
Abbreviated titleEMAC 2019
CountryGermany
CityHamburg
Period28/05/19 → …
Internet address

Keywords

  • consumer wellbeing
  • consumer behavior
  • unattainable purchases
  • dream purchases

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    Kousi, S., & Preiksaitis, K. (2019). The upside of imagining unattainable purchases. Abstract from The 48th Annual Conference of the European Marketing Academy (EMAC), Hamburg, Germany.