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Can work–family conflict influence purchase preference? Experiential vs. material consumption

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  • Ma, Jianfeng
  • Tu, Hongwei
  • Zhang, Pan
  • Fan, Lele
  • Cheng, Bao
  • Ma, Jie

Abstract

Work–family conflict (i.e., WFC) hurts individuals severely. Few studies, however, focus on which type of consumption consumers would have when they encounter WFC. To address this literature gap, we conduct five studies to investigate the influence of WFC on consuming preference. It is found consumers underwent WFC prefer more experiential than material purchases (Study 1a and 1b). Meanwhile, we demonstrate consumers who suffer WFC perceive more fatigue; they thus will have more experiential consumption (Study 2). Furthermore, Study 3 reveals capability of self-regulation alleviates the effect of WFC on consuming preference: the influence of WFC on consuming preference of experiential over material consumption is stronger for consumers with a low capability of self-regulation. Finally, Study 4 focuses on the moderating role of need for self-recovery: WFC triggers consumers with a high need for self-recovery to have more experiential consumption. Theoretical contributions, practical implications, and future research directions are discussed.

Suggested Citation

  • Ma, Jianfeng & Tu, Hongwei & Zhang, Pan & Fan, Lele & Cheng, Bao & Ma, Jie, 2021. "Can work–family conflict influence purchase preference? Experiential vs. material consumption," Journal of Business Research, Elsevier, vol. 135(C), pages 620-632.
    • Handle: RePEc:eee:jbrese:v:135:y:2021:i:c:p:620-632
    DOI: 10.1016/j.jbusres.2021.06.065
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    References listed on IDEAS

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    1. Skandalis, Alexandros & Byrom, John & Banister, Emma, 2019. "Experiential marketing and the changing nature of extraordinary experiences in post-postmodern consumer culture," Journal of Business Research, Elsevier, vol. 97(C), pages 43-50.
    2. Wilson Bastos & Merrie Brucks, 2017. "How and Why Conversational Value Leads to Happiness for Experiential and Material Purchases," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 44(3), pages 598-612.
    3. Leonardo Nicolao & Julie R. Irwin & Joseph K. Goodman, 2009. "Happiness for Sale: Do Experiential Purchases Make Consumers Happier than Material Purchases?," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 36(2), pages 188-198.
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