When Wanting Is Better than Having: Materialism, Transformation Expectations, and Product-Evoked Emotions in the Purchase Process

By Marsha L. Richins. 2013

195 citations recorded by the source corpus.

Subfields: Cognitive Neuroscience, Marketing, Social Psychology

View Paper: https://www.semanticscholar.org/paper/73205a133bcfe979e591a5a9ff7ed3d386fba814

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Citations in the corpus

Materialism: the good, the bad, and the ugly (2014, background): “Materialists, relative to non-materialists, experience stronger positive emotions before purchasing a product because of expectations that the purchase will transform their lives (Richins, 2013).”
Buying to Blunt Negative Feelings: Materialistic Escape from the Self (2016, background): “…often expect that acquiring consumer goods will positively transform their appearance and relationships (Donnelly, Ksendzova, & Howell, 2013; Richins, 2011, 2013) and bring them closer to their ideal self (e.g., Dittmar, 2005a; Dittmar, Long, & Bond, 2007; Gardarsdottir & Dittmar, 2012).”
Material Parenting: How the Use of Goods in Parenting Fosters Materialism in the Next Generation (2015, methodology): “As noted by Richins (2013), this correlation is most likely due to the association of both materialism and moral behavior with a third variable—religiosity.”
Why are materialists less happy? The role of gratitude and need satisfaction in the relationship between materialism and life satisfaction. (2014, background): “Consistent with this, Richins (2013) showed that prior to making a purchase, materialists experience higher levels of expectation and anticipatory positive emotion than nonmaterialists.”
Why Narrative Ads Work: An Integrated Process Explanation (2017, methodology): “…a person’s intentions of engaging in specific consumption activities and can be accomplished through a product/brand’s selfenabling benefits, in other words, the instrumentality of a product/brand for carrying out the intended consumption activity (Park, Eisingerich, and Park 2013; Richins 2013).”