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Feeling disconnected from others: The effects of ambient darkness on hedonic choice

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  • Huang, Xun (Irene)
  • Dong, Ping
  • Labroo, Aparna A.

Abstract

This research documents a novel effect of ambient lighting on consumer choice. We propose and find that ambient darkness (vs. brightness) can result in consumers feeling disconnected from others. As a result, consumers become more authentic in their choices and they choose hedonic over utilitarian options because these choices reflect what they truly want (Study 1). Past research had suggested darkness increases hedonic choice by making choice less observable, but we find this effect emerges even when the choice is already anonymous and darkness cannot further increase anonymity. Rather, feeling disconnected from others and less weight to social norms heightened self-authenticity in darker (vs. brighter) surroundings (Study 2). When consumers are reminded of social connection, this difference is attenuated (Study 3). Thus, consumers making hedonic choices regulate their choices when reminded of their social connections. Implications of these findings and possible extensions are discussed.

Suggested Citation

  • Huang, Xun (Irene) & Dong, Ping & Labroo, Aparna A., 2018. "Feeling disconnected from others: The effects of ambient darkness on hedonic choice," International Journal of Research in Marketing, Elsevier, vol. 35(1), pages 144-153.
    • Handle: RePEc:eee:ijrema:v:35:y:2018:i:1:p:144-153
    DOI: 10.1016/j.ijresmar.2017.12.005
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    References listed on IDEAS

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    1. Simonson, Itamar, 1989. "Choice Based on Reasons: The Case of Attraction and Compromise Effects," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 16(2), pages 158-174, September.
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    4. Xun (Irene) Huang & Ping Dong & Anirban Mukhopadhyay, 2014. "Proud to Belong or Proudly Different? Lay Theories Determine Contrasting Effects of Incidental Pride on Uniqueness Seeking," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 41(3), pages 697-712.
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    Cited by:

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    2. Kevin L. Sample & Henrik Hagtvedt & S. Adam Brasel, 2020. "Components of visual perception in marketing contexts: a conceptual framework and review," Journal of the Academy of Marketing Science, Springer, vol. 48(3), pages 405-421, May.

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