Probability and Mode of Acquisition Effects on Choices Between Hedonic and Utilitarian Options

By Suzanne O'Curry, Michal Ann Strahilevitz. 2001

210 citations recorded by the source corpus.

Subfields: Economics and Econometrics, General Decision Sciences

View Paper: https://www.semanticscholar.org/paper/de3931f61048a7c982d33fd51a13b3043779527c

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Citations in the corpus

Indulgence as Self Reward for Prior Shopping Restraint (2009, background): “O'Curry and Strahilevitz (2001) suggest that acquiring a hedonic good (a windfall gain) is likely to evoke less guilt than spending income on this good and show that hedonic options are more likely to be chosen as a lottery prize than as a purchase option.”
The Effects of Reward Type on Employee Goal Setting, Goal Commitment and Performance (2012, background): “We also expect that because of their hedonic attributes, such as enjoyment and pleasure, tangible rewards will elicit a stronger affective response and generate higher levels of anticipated satisfaction than cash (Dhar and Wertenbroch 2000; O’Curry and Strahilevitz 2001).”
A behavioral decision theory perspective on hedonic and utilitarian choice (2005, background): “The difficulty of choosing a hedonic alternative over a utilitarian option also seems to make hedonic options appear to be more popular as prizes than as purchases, whereas utilitarian options appear to be more popular as purchases than as prizes (O'Curry and Strahilevitz 2001).”
Pleasure principles: A review of research on hedonic consumption (2013, background): “…a dominating utilitarian one when the former can be framed as a reward, is received later in time, has uncertainty around its occurrence (see also O'Curry & Strahilevitz, 2001), is viewed in terms of its welfare-enhancing abilities, and is considered in the absence of a utilitarian reference…”
The effects of promotions on hedonic versus utilitarian purchases (2017, background): “Although hedonic goods are more enticing and tempting than utilitarian goods, it is often harder to justify hedonic consumption (Dhar & Wertenbroch, 2012; Khan & Dhar, 2006; Kivetz & Simonson, 2002a; O'Curry & Strahilevitz, 2001; Okada, 2005; Sela, Berger, & Liu, 2009).”
Self-Control for the Righteous: Toward a Theory of Precommitment to Indulgence (2002, background): “The theoretical and practical implications of the findings are discussed.”
Unsure what the future will bring? You may overindulge: Uncertainty increases the appeal of wants over shoulds (2012, unknown): “at odds with economic theory, while O’Curry and Strahilevitz’s findings could potentially be explained by certain types of risk preferences. As described previously, Savage’s (1954) sure-”
“Yes, but this Other One Looks Better/Works Better”: How do Consumers Respond to Trade-offs Between Sustainability and Other Valued Attributes? (2015, background): “For example, it is easier to justify the choice of a more utilitarian product over a more hedonic product (Kivetz and Simonson 2002), in part due to the greater guilt associated with choosing hedonic value over utilitarian value (O’Curry and Strahilevitz 2001; Peloza et al. 2012; Strahilevitz and My”
Path to Purpose? How Online Customer Journeys Differ for Hedonic Versus Utilitarian Purchases (2020, background): “However, prior research has also found that consumers buying hedonic products may engage in guiltreducing justification behaviors (Kivetz and Simonson 2002; O’Curry and Strahilevitz 2001; Okada 2005) by spending more time in the search process.”
Understanding customers' repeat purchase intentions in B2C e‐commerce: the roles of utilitarian value, hedonic value and perceived risk (2014, background): “Accordingly, individuals tend to focus more on utilitarian value than on hedonic value under low risk (O’Curry & Strahilevitz, 2001).”
Emotional Accounting: How Feelings about Money Influence Consumer Choice (2009, background): “Similarly, O’Curry and Strahilevitz (2001) show that people are more likely to purchase hedonic products (e.g., a professional massage, tickets to a pop music concert) with lottery prize money than with ordinary income.”
Experience value as a function of hedonic and utilitarian dominant services (2016, background): “Hedonic consumption experience is delineated as the affective response of excitement (O’Curry and Strahilevitz, 2001; Wakefield and Baker, 1998).”
Relationships among hedonic and utilitarian values, satisfaction and behavioral intentions in the fast‐casual restaurant industry (2010, methodology): “In addition, student subjects have been widely and successfully utilized in previous studies in other academic disciplines (Arnold and Reynolds, 2003; Babin et al., 1994; Bridges and Florsheim, 2008; Childers et al., 2001; Eroglu et al., 2005; Lim and Ang, 2008; O’Curry and Strahilevitz, 2001; Voss ”