City Research Online

Abstract

This paper examines empirically the role of an emotion of 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 perceptions influence buying decisions via satisfaction of 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.

Publication Type:	Article
Additional Information:	Andrew M, Larceneux F. The role of emotion in a housing purchase: An empirical analysis of the anatomy of satisfaction from off-plan apartment purchases in France. Environment and Planning A: Economy and Space. 2019;51(6):1370-1388, Copyright © 2018, The Author(s), https://doi.org/10.1177/0308518X18817539.
Publisher Keywords:	satisfaction, emotion, homebuyers and investors, apartment purchase, off-plan, developer performance, structural equation modelling
Subjects:	H Social Sciences > HD Industries. Land use. Labor
Departments:	Bayes Business School > Finance
SWORD Depositor:	Symplectic Administrator

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