No Bandwidth to Self-Gift: How Feeling Constrained Discourages Self-Gifting

From time, to money, to energy, many consumers are feeling more constrained than ever before. One potential solution to the pervasive feeling of constraint is self-gifting, which is the process of invoking a hedonic consumption experience with the a priori intention of boosting one's emotional well-being. But despite being a potentially powerful tool for mood repair, are consumers effectively coping with constraint by engaging in self-gifting? And if not, what is stopping them? A correlational pilot and six studies examine the relationship between the feeling of constraint and self-gifting consumption. When consumers feel constrained, they are less (rather than more) interested in self-gifting, and this is driven by a belief that feeling constrained will hamper their ability to derive the emotional well-being benefits of self-gifting. Importantly, though, this belief is miscalibrated: resource-constrained consumers can derive substantial well-being benefits from self-gifting, relative to those feeling less constrained. The effects generalize across several sources of constraint, do not occur for non-self-gifts, and cannot be explained by feelings of deservingness or justifiability. This research advances understanding of self-gifting, affective forecasting, and consumer decision-making, yields practical recommendations to marketers of self-gifting consumption, and has important consumer implications for people seeking to boost their well-being.

Duke Scholars

Author Keisha M Cutright Fuqua School of Business