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“Speaking of Purchases”: How Conversational Potential Determines Consumers’ Willingness to Exert Effort for Experiential versus Material Purchases
16 references·8 citing·33 second hop
“Speaking of Purchases”: How Conversational Potential Determines Consumers’ Willingness to Exert Effort for Experiential versus Material Purchases (2020)“Speaking of Purchases”: How Conversation…Advances in Consumer Research (2025)Advances in Consumer ResearchSpecification, evaluation, and interpretation of structural equation models (2011)Specification, evaluation, an…Social media? Get serious! Understanding the functional building blocks of social media (2011)Social media? Get serious! Un…Users of the world, unite! The challenges and opportunities of Social Media (2009)Users of the world, unite! Th…Handbook of socialization theory and research (2007)Handbook of socialization the…Electronic word-of-mouth via consumer-opinion platforms: What motivates consumers to articulate themselves on the Internet? (2004)Electronic word-of-mouth via …Self-determination theory and the facilitation of intrinsic motivation, social development, and well-being. (2000)Self-determination theory and…The need to belong: Desire for interpersonal attachments as a fundamental human motivation. (1995)The need to belong: Desire fo…A Consumer Values Orientation for Materialism and Its Measurement: Scale Development and Validation (1992)A Consumer Values Orientation…An alternative "description of personality": The Big-Five factor structure. (1990)An alternative "description o…Intrinsic Motivation and Self-Determination in Human Behavior (1988)Intrinsic Motivation and Self…Intrinsic Motivation and Self-Determination in Human Behavior (1985)Intrinsic Motivation and Self…The Framing of Decisions and the Psychology of Choice (1981)The Framing of Decisions and …Social Behavior: Its Elementary Forms (1963)Social Behavior: Its Elementa…Social Behavior as Exchange (1958)Social Behavior as ExchangePersonality: A Psychological Interpretation (1938)Personality: A Psychological …Driving sustainable choices through understanding consumer behaviour and underlying factors that influence the purchasing intention of refurbished furniture (2025)Driving sustainable choices t…The effect of matching promotion type with purchase type on green consumption (2024)The effect of matching promot…How social crowding undermines happiness from experiential purchases more than material purchases (2024)How social crowding undermine…Do all brand CSR initiatives make consumers happy? 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(1985)The Job Demands‐Resources model: state of the art (2007)Judgment under Uncertainty: Heuristics and Biases (1974)Prospect Theory: An Analysis of Decision under Risk (1979)Perception of Risk (1987)Prospect theory: An analysis of decision under risk (1988)Toward a Theory of Situation Awareness in Dynamic Systems (1995)Framing Processes and Social Movements: An Overview and Assessment (2000)The Presentation of Self in Everyday Life. (1956)Efficient Capital Markets: A Review of Theory and Empirical Work (1970)EFFICIENT CAPITAL MARKETS: A REVIEW OF THEORY AND EMPIRICAL WORK* (1970)Consumer Brand Engagement in Social Media: Conceptualization, Scale Development and Validation (2014)The sharing economy: Why people participate in collaborative consumption (2015)The psychology of interpersonal relations. (1958)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)On the Evaluation of Structural Equation Models (1988)Electronic word-of-mouth in hospitality and tourism management (2007)Customer Engagement Behavior: Theoretical Foundations and Research Directions (2010)Consumer engagement in a virtual brand community: An exploratory analysis (2011)Intrinsic and Extrinsic Motivations: Classic Definitions and New Directions (2000)The "What" and "Why" of Goal Pursuits: Human Needs and the Self-Determination of Behavior (2000)Social Exchange Theory (1976)Social Exchange Theory (2006)What Makes Online Content Viral? (2011)The Chain of Effects from Brand Trust and Brand Affect to Brand Performance: The Role of Brand Loyalty (2001)Bibliometric Methods in Management and Organization (2014)The benefits of being present: Mindfulness and its role in psychological well-being. (2003)An Introduction to the Five‐Factor Model and Its Applications (1992)The Big Five Trait taxonomy: History, measurement, and theoretical perspectives. (1999)Grit: Perseverance and passion for long-term goals. (2007)The role of positive emotions in positive psychology: The broaden-and-build theory of positive emotions. (2001)
this work references cited by second hop

References

  • 2000Self-determination theory and the facilitation of intrinsic motivation, social development, and well-being.46,804 cited
  • 1985Intrinsic Motivation and Self-Determination in Human Behavior26,744 cited
  • 1995The need to belong: Desire for interpersonal attachments as a fundamental human motivation.21,991 cited
  • 2009Users of the world, unite! The challenges and opportunities of Social Media17,866 cited
  • 1981The Framing of Decisions and the Psychology of Choice17,834 cited
  • 1988Intrinsic Motivation and Self-Determination in Human Behavior15,312 cited
  • 2025Advances in Consumer Research13,264 cited
  • 1990An alternative "description of personality": The Big-Five factor structure.6,631 cited
  • 2004Electronic word-of-mouth via consumer-opinion platforms: What motivates consumers to articulate themselves on the Internet?5,913 cited
  • 1958Social Behavior as Exchange5,342 cited
  • 2007Handbook of socialization theory and research5,003 cited
  • 2011Social media? Get serious! Understanding the functional building blocks of social media4,968 cited
  • 1963Social Behavior: Its Elementary Forms4,692 cited
  • 2011Specification, evaluation, and interpretation of structural equation models3,734 cited
  • 1992

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A Consumer Values Orientation for Materialism and Its Measurement: Scale Development and Validation
3,378 cited
  • 1938Personality: A Psychological Interpretation3,212 cited
  • Cited by

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    • 2023Do all brand CSR initiatives make consumers happy? The role of CSR-brand (mis)fit and sense of relatedness23 cited
    • 2020Want to make me happy? Tell me about your experiences but not your objects15 cited
    • 2021More Experience, Less Loneliness? Exploring the Effect of Experiential Purchases on the Alleviation of Loneliness14 cited
    • 2024How social crowding undermines happiness from experiential purchases more than material purchases11 cited
    • 2025Driving sustainable choices through understanding consumer behaviour and underlying factors that influence the purchasing intention of refurbished furniture9 cited