Marketing Letters

, Volume 27, Issue 1, pp 131–142 | Cite as

Speaking to the mind or the heart: effects of matching hedonic versus utilitarian arguments and products

  • Kristina Klein
  • Valentyna Melnyk


Message arguments influence beliefs about product benefits which influence overall product evaluations. Three studies show that matching hedonic versus utilitarian arguments and products enhance evaluations of utilitarian products, but not hedonic products. The results generalize across several argument manipulations and several product categories.


Hedonic and utilitarian products Information processing Goal congruency 



The authors thank Franziska Völckner for her helpful comments on previous versions of this manuscript and Danny Kummer for his help in the data collection of study 2.


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Copyright information

© Springer Science+Business Media New York 2014

Authors and Affiliations

  1. 1.Department of Marketing and Brand ManagementUniversity of CologneCologneGermany
  2. 2.School of Communication, Journalism and MarketingMassey University, Albany CampusAucklandNew Zealand

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