Choice consistency and inconsistency between self- and gift-purchases: the role of attitude functions

Abstract

Purpose

This paper aims to explore when and why consumers hold inconsistent and consistent choices between self- and gift-purchases.

Design/methodology/approach

Across three paper-based questionnaire experiments, the authors examine how consumers’ preferences for desirability and feasibility vary with purchase types (self- vs gift-purchases) based on the functional theories of attitudes. The authors examine consumers’ attitude functions and their self-monitoring closely associated with chronic attitude functions.

Findings

The findings show that the social adjustive function moderates whether consumers hold consistent or inconsistent preferences across the two purchases. Specifically, consumers generally rely more on desirability in gift-purchases than self-purchases, whereas this inconsistent preference only exists when the social adjustive function is comparable or advantaged to the utilitarian function. When the social adjustive function is significantly disadvantaged relative to the utilitarian function, consumers consistently prefer feasibility irrespective of self- or gift-purchases.

Research limitations/implications

The research contributes to the familiar topic of consumers’ choice trade-offs between self- and gift-purchases. It documents the moderating role of the social adjustive function of consumers’ attitudes in whether they hold consistent or inconsistent choices across the two purchases. This extends the extensive research on self-other decisions.

Practical implications

The findings strongly suggest retailers identify or manipulate consumers’ attitude functions to make the attitude functions align with the purchase type when recommending products.

Originality/value

Most relevant literature focuses on exploring choice differences between self- and gift-purchases. This research not only explores the choice differences but also attempts to find the condition under which people’s choices do not differ between the two purchases.

Citation

Lyu, D., Moosmayer, D., Ding, H. and Jin, J. (2022), "Choice consistency and inconsistency between self- and gift-purchases: the role of attitude functions", European Journal of Marketing, Vol. 56 No. 12, pp. 3568-3591. https://doi.org/10.1108/EJM-09-2021-0716