It's Only Once, So Let's Indulge: Testing Ordinary vs. Extraordinary Experience within Marketing Messaging, Temporal Distance, and Consumer Indulgence

Elizabeth A. Minton and Richie L. Liu

Journal of Consumer Affairs, 2019, vol. 53, issue 3, 1084-1116

Abstract: Prior research has inadequately examined how the nature of an experience (ordinary/extraordinary) influences consumption, with exceptions exploring outcomes of spending and happiness. This research extends prior work to examine if the nature of an experience within marketing messaging influences actual consumption, is moderated by temporal distance, and is mediated by goal orientation. Results show the nature of an experience within marketing messaging influences consumption through direct manipulation and use of an unrelated greeting card slogan prime (Pilot, Study 1), with extraordinary experiences increasing indulgence. Study 2 replicates prior results with actual consumption to show that extraordinary (ordinary) experiences within marketing messaging lead participants to eat more (fewer) candies. Study 3 builds on construal theory by examining temporal distance (moderator) and goal orientation (mediator) to show that extraordinary (ordinary) experiences 1 month in the future lead to a lower (higher) focus on goals that results in higher (lower) guilt‐related affect.

Date: 2019
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