Publication
Now or never: perceptions of uniqueness induce acceptance of price increases for experiences more than for objects
| dc.contributor.author | Bastos, Wilson | |
| dc.date.accessioned | 2021-06-22T11:15:27Z | |
| dc.date.available | 2021-10-01T00:30:14Z | |
| dc.date.issued | 2019-10-01 | |
| dc.description.abstract | Seven studies test and support the prediction that consumers are more willing to accept a price increase for an experiential versus a material purchase; an effect explained by the greater uniqueness of experiences. Critically, the uniqueness model advanced here is found to be independent of the happiness consumers derive from the purchase. To gain a deeper understanding of the uniqueness mechanism, this investigation then advances and tests a four-facet framework of uniqueness (unique opportunity, unique purchase, unique identity, and counterconformity). Together, the findings converge on the conclusion that consumers perceive the opportunity to have a particular experience (vs. object) as more unique, and this unique opportunity increases their willingness to accept a price increase. Overall, this work extends the experiential versus material purchases literature into a new domain—that of pricing; identifies the dimension—uniqueness—and its precise facet responsible for the effect—unique opportunity; and demonstrates that this model unfolds in a pattern distinct from the oft researched model centered on consumer happiness. Theoretical and practical implications are discussed. | pt_PT |
| dc.description.version | info:eu-repo/semantics/acceptedVersion | pt_PT |
| dc.identifier.doi | 10.1002/jcpy.1099 | |
| dc.identifier.eid | 85062775391 | |
| dc.identifier.issn | 1057-7408 | |
| dc.identifier.uri | http://hdl.handle.net/10400.14/33840 | |
| dc.identifier.wos | 000488968700002 | |
| dc.language.iso | eng | pt_PT |
| dc.peerreviewed | yes | pt_PT |
| dc.subject | Experiential purchase | pt_PT |
| dc.subject | Material purchase | pt_PT |
| dc.subject | Price increase | pt_PT |
| dc.subject | Uniqueness | pt_PT |
| dc.title | Now or never: perceptions of uniqueness induce acceptance of price increases for experiences more than for objects | pt_PT |
| dc.type | journal article | |
| dspace.entity.type | Publication | |
| oaire.citation.endPage | 600 | pt_PT |
| oaire.citation.issue | 4 | pt_PT |
| oaire.citation.startPage | 584 | pt_PT |
| oaire.citation.title | Journal of Consumer Psychology | pt_PT |
| oaire.citation.volume | 29 | pt_PT |
| person.familyName | Bastos | |
| person.givenName | Wilson | |
| person.identifier | AAM-7957-2021 | |
| person.identifier.ciencia-id | D218-7F88-3C8D | |
| person.identifier.orcid | 0000-0002-9282-321X | |
| person.identifier.scopus-author-id | 36621607600 | |
| rcaap.rights | openAccess | pt_PT |
| rcaap.type | article | pt_PT |
| relation.isAuthorOfPublication | 60edba81-90a9-45bb-b652-b2b25e1c6207 | |
| relation.isAuthorOfPublication.latestForDiscovery | 60edba81-90a9-45bb-b652-b2b25e1c6207 |
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