A behavioral decision theory perspective on hedonic and utilitarian choice

By Uzma Khan, Ravi K. Dhar, Klaus Wertenbroch. 2005

248 citations recorded by the source corpus.

View Paper: https://www.semanticscholar.org/paper/3bcae3205033dbc24d3bc9cb9ce8d6bfb51672de

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In General Decision Sciences

Citations in the corpus

The Fresh Start Effect: Temporal Landmarks Motivate Aspirational Behavior (2014, unknown): “Examples of behaviors that people frequently aspire to engage in more often include exercising, saving money, studying, dating, and dieting (Khan et al. 2005).”
The Space-to-Product Ratio Effect: How Interstitial Space Influences Product Aesthetic Appeal, Store Perceptions, and Product Preference (2016, background): “In the case of utilitarian items, a product that is sold in a seemingly prestigious store may be perceived as highly effective and functional, product properties that are relevant to the favorable evaluation of this type of goods (Dhar and Wertenbroch 2000; Khan, Dhar, and Wertenbroch 2005).”
The moderating role of context in the effects of choice attributes on hotel choice: A discrete choice experiment (2017, background): “Khan et al. (2005) argued that because they arose from different theoretical paradigms within consumer research and decision-making, affective and cognitive attributes represent independent product attributes and both perspectives have important implications for how consumers make trade-offs among…”
Price Promotion for Emotional Impact (2014, background): “In the literature, these aspects measure whether products are consumed primarily for instrumental or experiential purposes (Khan et al. 2005), which we relate to cognitive and affective dimensions, respectively.”
Artificial Intelligence in Utilitarian vs. Hedonic Contexts: The “Word-of-Machine” Effect (2020, background): “Although consumption involves both hedonic and utilitarian considerations, consumers tend to view products as either predominantly hedonic or utilitarian (for a review, see Khan, Dhar, and Wertenbroch 2005).”
The future of in-store technology (2019, background): “Consumers tend to be less price sensitive toward purchases with more hedonic attributes, because they offer experiential aspects (Khan and Dhar 2004).”
The Locus of Choice: Personal Causality and Satisfaction with Hedonic and Utilitarian Decisions (2011, background): “It could be argued that individuals may not necessarily want to perceive themselves as causal agents for hedonic choices because they do not want to bear the associated guilt (Khan et al. 2005).”
The Enhancing Versus Backfiring Effects of Positive Emotion in Consumer Reviews (2020, background): “Hedonic products tend to elicit positive emotional reactions (Khan, Dhar, and Wertenbroch 2005) and are regularly described with words such as “enjoyable” and “exciting” (Voss, Spangenberg, and Grohmann 2003).”
Path to Purpose? How Online Customer Journeys Differ for Hedonic Versus Utilitarian Purchases (2020, background): “Price: Prior research shows that H/U characteristics might be correlated with the dichotomy of luxuries and necessities (Khan, Dhar, and Wertenbroch, 2005).”