Professional Documents
Culture Documents
Holbrook
Consumption:
multisensory, fantasy and emotive aspects of
product usage experience. After delineating these
concepts, their theoretical antecedents are traced,
Journal of Marketing
92 / Journal of Marketing, Summer 1982 Vol. 46 (Summer 1982), 92-101.
consumer responds by producing a multisensory im- However, the theoretical origins of the field may be
age not drawn directly from prior experience (Singer traced to several specialized subfields in a variety of
1966). Instead of replaying a historic sequence the behavioral sciences: culture production systems within
consumer constructs an imaginary one. The colors sociology (Becker 1973, Crane 1976, Hirsch 1972),
and shapes that are seen, the sounds that are heard, esthetics within philosophy (Jaeger 1945), affective
and the touches that are felt have never actually oc- response within psycholinguistics (Osgood, Suci and
curred, but are brought together in this particular con- Tannenbaum 1957), and fantasy imagery/daydream-
figuration for the first time and experienced as mental ing studies within psychology (Singer 1966, Swanson
phenomena. 1978).
Of. course, even those sensations that originate in In marketing an important precursor of research
the consumer's mind draw upon real events for their on hedonic consumption involved the stream of in-
construction (Singer 1966). It is unlikely that a con- vestigations termed Motivation Research. This re-
sumer could generate a detailed, multisensory imag- search began in the 1950s (Dichter 1960) and contin-
inative sequence without having some access to rel- ued into the 1970s; it focused on the emotional
evant real experiences. Thus, one should view aspects of products and the fantasies that products
multisensory imagery as a continuum from purely his- could arouse and/or fulfill. However, many of the
toric recollections to complete fantasy. Although both clinically oriented studies conducted by motivation
may play roles in hedonic consumption, we shall fo- researchers were subject to well-known criticisms
cus here on the latter, less explored area of fantasy. concerning their rigor and validity (Kassarjian 1971,
In addition to the development of multisensory im- Wells and Beard 1973). Hence their long-term con-
agery, another type of response related to hedonic tribution has been limited.
consumption involves emotional arousal. Emotions A thematically related but more conceptually ro-
represent motivational phenomena with characteristic bust body of literature relevant to hedonic consump-
neurophysiological, expressive and experiential com- tion dealt with product symbolism (Grubb and Grath-
ponents (Izard and Beuchler 1980). They include feel- wohl 1967, Levy 1959, 1964). The intellectual debt
ings such as joy, jealousy, fear, rage and rapture owed to these earlier efforts is quite apparent in sev-
(Freud 1955). Emotive response is both psychological eral recent studies of symbolic consumption and its
and physiological in nature, generating altered states relation to hedonic experiences (Hirschman and Hol-
in both the mind and body (Ornstein 1977, Schacter brook 1981).
and Singer 1962). It includes but extends beyond the The literature from these varied areas provides in-
affect or preference variables often studied by mar- sights that can usefully extend and supplement the tra-
keting researchers. ditional orientation toward consumer research in mar-
Rarely in marketing research has the full scope of keting. These insights are evolutionary progressions
emotional response to products been investigated. In of current paradigms and perspectives; however, in
research on hedonic consumption, however, this some ways they represent a fundamentally different
range of feelings plays a major role. The seeking of orientation toward the examination of the interaction
emotional arousal is posited to be a major motivation between consumers and products. Using a hedonic
for the consumption of certain product classes, e.g., consumption perspective, products are viewed not as
novels, plays and sporting events (Holbrook 1980). objective entities but rather as subjective symbols.
Further, emotional involvement is tied to the con- The researcher is concerned not so much with what
sumption of even simple products such as cigarettes, the product is as with what it represents. Product im-
food and clothing (Levy 1959). age, not strict reality, is a central focus; consumer
In sum, hedonic consumption refers to consumers' emotive response, rather than just semantic learning,
multisensory images, fantasies and emotional arousal is a key criterion. Thus, the hedonic perspective seeks
in using products. This configuration of effects may not to replace traditional theories of consumption but
be termed hedonic response. The characteristics and rather to extend and enhance their applicability.
causes of hedonic response are further developed in Hedonic perspectives can be applied to several
the sections that follow. areas of current concern to marketers. In this paper
we examine four: Mental Constructs, Product Classes,
Product Usage and Individual Differences. In each
Theoretical Background area contrasts between the traditional and hedonic ap-
The systematic, empirical investigation of hedonic proaches are delineated. The incremental contribu-
response in consumption is quite new, with most rel- tions that the study of hedonic consumption can make
evant research dating from the late 1970s (e.g. , toward increasing knowledge of consumer behavior
Hirschman and Holbrook 1981; Holbrook 1980, 1981; are explored by developing a series of propositions.
Holbrook and Huber 1979; Levy and Czepiel 1974). These propositions highlight some discoveries that
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