Do consumers value experiences differently from material products? Does this valuation depend on the seller/buyer perspective?
2x2 bt subject design
objects that could be construed either way
sellers value experiences more than material products, but buyers don't
greater endowment effect for experiences
factors that influence valuation perspective (Carmon & Ariely, 2000)
sellers focus on product, buyers focus on expenditure
product type
experience: more mental imagery processing
narrative
holistic
seller/buyer x product type-->mental imagery-->valuation
distinction bt imagery and discursive processing
Hypoth: endowment effect greater for experience than product
conceptual model
mental imagery
sell/buy
product type price
include a slide that lays out the roadmap of your experiements
method
3 categories
talk v book from fav author
movie re-screen in 3D vs. poster
concert v. ultimate CD collection for fav band
Control for market price
study 1: 2x2 bt subj design
measures: WTA or WTP; liking of the band
anchor with list price
did you control for whether they had experienced or had this thing before? controlling for novelty
DV: standardized price=valuation/market price
main effect of exp/material distinction
no significant difference across products
endowment effect is greater for experiences
is the appropriate measure the ratio? given there is an overall higher value for experience
2.2/1.3
1/1.5
Craig suggests the ratio should be the appropriate measure, questions comparability
better way would be to prime
Michael: Gilovich DV is satisfaction; endowment effect doesn't reflect the roles of buyers and sellers in the world; they don't know that they are more satisfied by experience; when you're a seller in the world
this is not really the endowment effect-->diff bt someone making a bid for sthg you weren't nec intending to sell
perceived scarcity
didn't ask whether people like the product or experience, asked whether they like the subject of the product or experience
Study 2: mental imagery as a moderated mediator
can't look at ratios bc not normally distributed, but could look at the log of the ratio; is the difference measure relevant or the ratio?
look at statistical robustness before you submit
Hayes 2012, model 8
model holds for one group, but not the other
manipulate mental stipulation by having subjects visualize the experience-->based on Shiv & Huber
visualization of experience significantly enhances the valuation of the experience for sellers, but not for buyers
there is marginal significance
three-way interaction is significant
mental imagery seems to be the mechanism
assymetry bt buyers and sellers in the experience condition
develop the motivation more
buying-->more focused on money
run a query theory style study
Johnson work on endowment effect
buyers have no motivation to pay more than market price
use a product with a known market price rather than anchor it explicitly
get process data to bear out that explanation of buying versus selling mode
because it's central to the explanation for your effect, process data would make it more compelling
mental imagery as another difference in experience literature