The Decision-Making Process and Impact of Individual Decisions for Joint Consumption

Consumers make individual decisions for their own, others’, and joint consumption. This research introduces a framework for understanding the process of making individual decisions for joint consumption by comparing them with individual decisions for the self and for others (e.g., gifts). Seven experiments show that individual decisions for joint consumption, which involve considering one's own and others’ preferences, consistently increase felt responsibility for unsatisfactory outcomes and decrease confidence in one's ability to make satisfactory choices compared with decisions for the self. Knowledge of others’ preferences plays a critical role in differentiating between individual decisions for joint versus others’ consumption; congruent (incongruent) preferences increase (decrease) confidence in decisions for joint consumption, while any knowledge of others’ preferences—regardless of congruity—increases confidence in decisions for others. Three managerially relevant downstream consequences that differ among individual decisions for joint, self, and others’ consumption are identified: decision anxiety, choice of assortment options, and choice of popular options. These insights offer valuable strategies for marketers to tailor their product offerings and communications to consumers engaged in individual decisions for joint, own, or others’ consumption.

• 저널Journal of Marketing Research
• 토픽Sharing Economy and Platforms · Marketing
• DOI10.1177/00222437251389950
• 저자Sharaya M. Jones, Margaret C. Campbell