To do or to have, now or later? The preferred consumption profiles of material and experiential purchases

• Published in: Journal of consumer psychology Vol. 26; no. 2; pp. 169 - 178
• Main Authors: Kumar, Amit, Gilovich, Thomas
• Format: Journal Article
• Language: English
• Published: Elsevier Inc 01.04.2016; John Wiley and Sons, Inc
• Subjects: Anticipation; Experiential purchases; Intertemporal choice; Materialism; Research Article; Waiting; Anticipation; Experiential purchases; Intertemporal choice; Materialism; Waiting
• ISSN: 1057-7408; 1532-7663
• DOI: 10.1016/j.jcps.2015.06.013

Extending previous research on the hedonic benefits of spending money on doing rather than having, this paper investigates when people prefer to consume experiential and material purchases. We contend that the preferred timing of consumption tends to be more immediate for things (like clothing and gadgets) than for experiences (like vacations and meals out). First, we examine whether consumers exhibit a stronger preference to delay consumption of experiential purchases compared to material goods. When asked to make choices about their optimal consumption times, people exhibit a relative preference to have now and do later. In the next set of studies, we found that this difference in preferred consumption led participants to opt for a lesser material item now over a superior item later, but to wait for a superior experiential purchase rather than settle for a lesser experience now. This tendency is due to the fact that consumers derive more utility from waiting for experiences than from waiting for possessions. Finally, we provide evidence that these preferences affect people's real-world decisions about when to consume.