Connecting to Place, People, and Past: How Products Make Us Feel Grounded

Consumption can provide a feeling of groundedness or being emotionally rooted. This can occur when products connect consumers to their physical (place), social (people), and historic (past) environment. The authors introduce the concept of groundedness to the literature and show that it increases consumer choice; happiness; and feelings of safety, strength, and stability. Following these consequential outcomes, the authors demonstrate how marketers can provide consumers with a feeling of groundedness through product designs, distribution channels, and marketing communications. They also show how marketers might segment the market using observable proxies for consumers’ need for groundedness, such as high computer use, high socioeconomic status, or life changes brought on by the COVID-19 pandemic. Taken together, the findings show that groundedness is a powerful concept providing a comprehensive explanation for a variety of consumer trends, including the popularity of local, artisanal, and nostalgic products. It seems that in times of digitization, urbanization, and global challenges, the need to feel grounded has become particularly acute.

• 저널Journal of Marketing · 86(4) · 1–16
• 토픽Consumer Behavior in Brand Consumption and Identification · Marketing
• DOI10.1177/00222429211027469
• 저자Isabel Eichinger, Martin Schreier, Stijn M. J. van Osselaer