Delight by Design: The Role of Hedonic versus Utilitarian Benefits

By R. Chitturi, Rajagopal Raghunathan, Vijay Mahajan. 2008

1,208 citations recorded by the source corpus.

View Paper: https://www.semanticscholar.org/paper/d94694d47e7eeb8bc850f9d48f7f5a3fbd3efc0f

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Marketing

In Social Psychology

Citations in the corpus

Speaking to the mind or the heart: effects of matching hedonic versus utilitarian arguments and products (2016, background): “On the other hand, because utilitarian products are easier to justify than hedonic ones (Chitturi et al. 2008; Gill 2008; Okada 2005), consumers may also consider other factors when evaluating utilitarian products (which are generally less fun (Gill 2008)).”
Beyond loyalty: customer satisfaction, loyalty, and fortitude (2013, background): “Positive relationships have also been found between emotional measures of satisfaction and repurchase intentions (Martin et al., 2008; Chitturi et al., 2008).”
The perceptual fluency effect on pleasurable online shopping experience (2010, neutral): “hedonic and utilitarian) they sought for (Chitturi et al., 2008; Jones et al., 2006).”
A Cognitive Appraisal Process of Customer Delight: The Moderating Effect of Place Identity (2020, background): “Hence, a positive consumption experience with a product’s hedonic benefits enhances high-arousal pleasure, which in turn, evokes customer delight (Chitturi, Raghunathan, and Mahajan 2008).”
Emotional Intelligence in Marketing Exchanges (2011, background): “…studies have examined specific emotions in marketing encounters such as fear and anxiety (Verbeke and Bagozzi 2000), cheerfulness and excitement (Chitturi, Raghunathan, and Mahajan 2008), gratitude (Palmatier et al. 2009), anger and frustration (Wagner, Hennig-Thurau, and Rudolph 2009), and…”
Self-Affirmation through the Choice of Highly Aesthetic Products (2012, background): “Rubenstein, Andrea Larson, Monica Halam, and Monica Smoot (2000), ―Maxims or Myths of Beauty? A Meta-Analytic and Theoretical Review,‖ Psychological Bulletin, 126 (3), 390–423. Levy, Sidney J. (1959), ―Symbols for Sales,‖ Harvard Business Review, 37 (4), 117–24.”
Looks Interesting, but what does it Do? Evaluation of Incongruent Product form Depends on Positioning (2011, background): “Most products, given the right context, can be promoted as either experiential or functional (Dhar and Wertenbroch 2000).”
“Yes, but this Other One Looks Better/Works Better”: How do Consumers Respond to Trade-offs Between Sustainability and Other Valued Attributes? (2015, background): “Thus, within the current context, we can understand consumers’ emotional and behavioral responses to products based on their appraisal of product attributes and the goals that they can potentially fulfill (Chernev 2004; Chitturi et al. 2007, 2008).”