Can I surprise myself? A conceptual framework of surprise self-gifting among consumers

Aditya Gupta, Meike Eilert, James W. Gentry

Research output: Contribution to journalArticlepeer-review

28 Scopus citations

Abstract

Consumers frequently purchase self-gifts, i.e. gifts for themselves, for a variety of reasons. Recently, certain items bought as self-gifts have begun to incorporate an element of surprise, as in the case of subscription boxes. Little is known to date, however, about how surprise can influence the self-gifting process. Through a qualitative study, we develop a multi-stage framework illustrating how surprise: (a) transforms the initial stages through heightened anticipation and immersion, and (b) bifurcates the final stage depending on the outcome valence, i.e. positive or negative surprise. Implications for manufacturers and retailers of such products and experiences are then discussed.

Original languageEnglish
Pages (from-to)101712
Number of pages1
JournalJournal of Retailing and Consumer Services
Volume54
DOIs
StatePublished - May 2020

Bibliographical note

Publisher Copyright:
© 2019 Elsevier Ltd

Keywords

  • Self-gifts
  • Subscription boxes
  • Surprise

ASJC Scopus subject areas

  • Marketing

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