Role of emotion in a housing purchase: An empirical analysis of the anatomy of satisfaction from off-plan apartment purchases in France
Material type:
ArticlePublication details: Sage, 2019.Description: Vol 51, Issue 6, 2019,( 1370-1388 p.)Subject(s): Online resources:
In:
Environmental and planning A: Economy and spaceSummary: This paper examines empirically the role of emotion in owning a new build apartment, derived from its representation through mental imaging (‘visualization’) from marketing techniques, in influencing off-plan purchases in France, and how its effect on satisfaction evaluations of the apartment purchased affects buyer ratings of developer performance. Through structural equation modelling we show that psychological measures of perceived values influence buying decisions via satisfaction with the apartment purchased. Buyer evaluations are cognitively dominated by the assessment of utilitarian benefits, but emotion plays a significant role among homebuyers as well as investors. Our analysis also sheds light on how buyer satisfaction could potentially augment the reputation of a developer to achieve off-plan sales targets.
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Library, SPAB | Reference Collection | Vol. 51, Issue 1-8, 2019 | Available |
This paper examines empirically the role of emotion in owning a new build apartment, derived from its representation through mental imaging (‘visualization’) from marketing techniques, in influencing off-plan purchases in France, and how its effect on satisfaction evaluations of the apartment purchased affects buyer ratings of developer performance. Through structural equation modelling we show that psychological measures of perceived values influence buying decisions via satisfaction with the apartment purchased. Buyer evaluations are cognitively dominated by the assessment of utilitarian benefits, but emotion plays a significant role among homebuyers as well as investors. Our analysis also sheds light on how buyer satisfaction could potentially augment the reputation of a developer to achieve off-plan sales targets.
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