Using versus Choosing: The Relationship of the Consumption Experience to Reasons for Purchasing

Abstract

Discusses conceptual links between consuming and buying by indicating reasons for adopting a macro‐level perspective that focuses on products, rather than brands, as the units of analysis. Investigates, empirically, in a study, which collected data on want‐based purchasing reasons and used perceptions from independent samples from UK housewives. Posits that two salient reasons exist for studying such consumption (not purchasing) phenomena: first, experiential aspects of consumption; and second, consumption phenomena (or its anticipation) which are likely to exert a strong influence on buying decisions. Reports that the results herein reported must be viewed as exploratory in nature, with still undetermined potential for generalization to the UK population, or to other cultures. Suggests, finally, that reasons for usage differ markedly between product categories, but, within a product category, reasons for choosing brands tend to be similar.

Citation

Holbrook, M.B., Lehmann, D.R. and O'Shaughnessy, J. (1986), "Using versus Choosing: The Relationship of the Consumption Experience to Reasons for Purchasing", European Journal of Marketing, Vol. 20 No. 8, pp. 49-62. https://doi.org/10.1108/EUM0000000004662