What Makes People Happy? Decoupling the Experiential-Material Continuum

26 Pages Posted: 5 Jan 2023

See all articles by Evan Weingarten

Evan Weingarten

Arizona State University

Kristen Duke

University of Toronto - Rotman School of Management

Wendy Liu

University of California, San Diego (UCSD) - Rady School of Management

Rebecca Hamilton

Georgetown University - McDonough School of Business

On Amir

University of California, San Diego (UCSD) - Rady School of Management

Gil Appel

The George Washington University

Moran Cerf

Northwestern University - Kellogg School of Management

Joseph K. Goodman

Ohio State University (OSU) - Department of Marketing and Logistics

Andrea Morales

Arizona State University (ASU)

Ed O'Brien

University of Chicago - Booth School of Business

Jordi Quoidbach

ESADE University Faculties

Monic Sun

Questrom School of Business, Boston University

Date Written: February 6, 2022

Abstract

Extant literature suggests that consumers derive more happiness from experiences (e.g., vacations) than from material possessions (e.g., furniture). However, this literature typically pits material against experiential consumption, treating them as a single bipolar construct of their relative dominance: more material or more experiential. This focus on relative dominance leaves unanswered questions regarding how different levels of material and experiential qualities each contribute to happiness. Four preregistered studies (N = 3,288), using hundreds of product categories, measured levels of material and experiential qualities using two unipolar items. These studies investigate recalled, evoked, and anticipated happiness. Results show a more nuanced view of the experiential advantage that is critical for future research and consumer theory: material and experiential qualities both have positive relationships with happiness. Further, there is no inherent tradeoff between experiential and material qualities: consumers can enjoy consumption that is high on both (e.g., swimming pools and home improvements).

Keywords: Well-being, Emotion, Happiness, Experiential, Material

Suggested Citation

Weingarten, Evan and Duke, Kristen and Liu, Wendy and Hamilton, Rebecca and Amir, On and Appel, Gil and Cerf, Moran and Goodman, Joseph K. and Morales, Andrea and O'Brien, Ed and Quoidbach, Jordi and Sun, Monic, What Makes People Happy? Decoupling the Experiential-Material Continuum (February 6, 2022). Journal of Consumer Psychology 2022, Georgetown McDonough School of Business Research Paper No. 4315474, Available at SSRN: https://ssrn.com/abstract=4315474 or http://dx.doi.org/10.2139/ssrn.4315474

Evan Weingarten (Contact Author)

Arizona State University ( email )

Farmer Building 440G PO Box 872011
Tempe, AZ 85287
United States

Kristen Duke

University of Toronto - Rotman School of Management ( email )

105 St. George Street
Toronto, Ontario M5S 3E6 M5S1S4
Canada

Wendy Liu

University of California, San Diego (UCSD) - Rady School of Management ( email )

9500 Gilman Drive
Rady School of Management
La Jolla, CA 92093
United States

HOME PAGE: http://management.ucsd.edu/faculty/directory/wendy-liu/

Rebecca Hamilton

Georgetown University - McDonough School of Business ( email )

537 Hariri Building
Washington, DC 20057
United States

On Amir

University of California, San Diego (UCSD) - Rady School of Management ( email )

9500 Gilman Drive
Rady School of Management
La Jolla, CA 92093
United States
858-534-2023 (Phone)
858-534-0745 (Fax)

HOME PAGE: http://management.ucsd.edu/faculty/directory/amir/

Gil Appel

The George Washington University ( email )

United States

HOME PAGE: http://https://business.gwu.edu/gil-appel

Moran Cerf

Northwestern University - Kellogg School of Management ( email )

2001 Sheridan Road
Evanston, IL 60208
United States

Joseph K. Goodman

Ohio State University (OSU) - Department of Marketing and Logistics ( email )

Fisher Hall 520
2100 Neil Ave
Columbus, OH 43210
United States

HOME PAGE: http://u.osu.edu/goodman/

Andrea Morales

Arizona State University (ASU) ( email )

Ed O'Brien

University of Chicago - Booth School of Business ( email )

Jordi Quoidbach

ESADE University Faculties ( email )

Monic Sun

Questrom School of Business, Boston University ( email )

595 Commonwealth Avenue
Boston, MA 02215
United States
(617) 353 9640 (Phone)

HOME PAGE: http://people.bu.edu/monic

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