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Rekindling the
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Marco Pichierri
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Nostalgia Marketing
Rekindling the Past to
Influence Consumer
Choices
Marco Pichierri
Nostalgia Marketing
Marco Pichierri
Nostalgia Marketing
Rekindling the Past to Influence Consumer Choices
Marco Pichierri
University of Bari “Aldo Moro”
Bari, Italy
© The Editor(s) (if applicable) and The Author(s), under exclusive licence to Springer
Nature Switzerland AG 2023
This work is subject to copyright. All rights are solely and exclusively licensed by the
Publisher, whether the whole or part of the material is concerned, specifically the rights of
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Switzerland AG.
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Foreword and Reverse
I was tempted to title this brief foreword as “In Search of Lost Time,” but
the phrase is over-used. It is noteworthy that the English translation of
Proust’s À la recherche du temps perdu was previously given the title
Remembrance of Things Past. The two titles highlight two different ways
of looking at the past. The earlier title, Remembrance, suggests that we
invoke a remembered autobiographical past that we need to only get in
touch with through clues like the taste of Proust’s petite madeleines and
lime blossom tea. It envisions nostalgia as a melancholy longing for past
days tinged with a bittersweetness. This is the nostalgia of Susan Stewart’s
book, On Longing:
v
vi FOREWORD AND REVERSE
Wasted time, loves lost, goals unfulfilled, and sights never to be seen
again, all give this sonnet about nostalgia a somber and sad tone focusing
on loss. But several stanzas later in its final couplet, there is a reversal in
which the sonnet offers a more positive take on nostalgia:
In other words, there are likely selective sweet parts of our past that
redeem any bitter regrets it might evoke. These are the memories we are
more apt to cling to in reimagining our past.
The current title of Proust’s seven-volume work, In Search of Lost Time,
evokes a more positive take on nostalgia. The search is a quest of discov-
ery. The past may be past, but it is also a record of our joys and sorrows
that make us who we are. Nostalgia in this view is a search for one’s self.
This positive view is something that becomes clearer in the book you are
about to read.
My own professional connection with nostalgia has focused on indi-
vidual nostalgia through personal possessions. For example, I have studied
how people help construct their identity through things we see as not only
ours but as expressing and defining us. I call this concept the extended self
or extended sense of self. I stipulate that it includes all the things, pets,
people, and places that make us who we are. I claim that there is also a
subset of these things that define our sense of past that helps make us who
we are in the present. We define our self, in part, through possessions that
remind us of our past self and past experiences with family, friends, and
significant others. This is where individual nostalgia becomes interper-
sonal rather than merely personal.
In further contrast to the individual nostalgia, the emphasis in Marco
Pichierri’s Nostalgia Marketing is on collective nostalgia stirred through
music, movies, celebrities, fashions, and events from our shared past. This
is not the same as nationalism because, in marketing terms, we fall into
different segments and we connect with different objects of nostalgia
depending on our age cohort and subcultures. In secondary school (high
school) together with our group or clique of friends we may even have
sought to define ourselves collectively through the music, fashions,
FOREWORD AND REVERSE vii
At the end of Chap. 2 there is a note that “nostalgic feelings may differ
based on gender and age.” This is fundamental. Teenagers don’t want to be
pre-teens again; they long to be 20. But 70-year-olds would rather be 50-
or 60-year-olds. There is some systematicity to such patterns as
Csikszentmihalyi & Rochberg-Halton found in The Meaning of Things
(1981). By studying the favorite possessions of three generations in the
same families, they found that the favorite possessions of those of the
youngest generation were more forward-looking, while those of the oldest
generation were objects that inclined them to look more in reverse at
things that connect them to their earlier lives and families. This suggests
that nostalgia likely increases with age. Something that has been found in
studies by Turner and Stanley (2021, Emotion, 21(5)).
In Nostalgia Marketing, although some pro-social behaviors are found
in reviewing past studies of nostalgia-prone consumers, it is also found by
Pichierri that those influenced by these appeals are less likely to be green
consumers because nostalgia discourages people from adopting innovative
products. He reports (p. 110), “As this advertising type leads the audience
to dwell on the past, it may temporarily hinder their ability to focus on the
future (e.g., sustainable food consumption choices).”
Pichierri (p. 2) also observes, “The idea of harkening to a simpler, reas-
suring past offers consumers an anchor of stability in turbulent times.” But
simpler times may unfortunately also invoke nostalgia for a past that was
more racist, segregated, homophobic, patriarchal, and intolerant. Not that
we are free of these prejudices now, but they were more open and blatant
in the past. Listening to a familiar old tune or watching clips from an old
movie or old sporting event may seem innocent enough, but it may also
cue a return of such problematic attitudes. So, when we tie our brand to
cues from the past, we may also be tying it to some troublesome past values.
Discomfort with present times is a major condition increasing suscepti-
bility to nostalgia. It even was found after the fall of communism in Eastern
Europe that there were many who believed that life was better under com-
munism (Todorova and Gille 2010, Post-Communist Nostalgia). This can
also operate at an individual level. Nostalgia may reflect a desire for a
younger self, my glory days, earlier successes, and high points in life. And
it may lead to pursuing vicarious satisfaction from non-participant activi-
ties that replace what were once participant activities. Perhaps this is like
collecting where I have found that a lack of control in everyday life is
sometimes compensated by achieving feelings of control in the collection,
FOREWORD AND REVERSE ix
1 Nostalgia
Marketing and Consumer Behavior 1
1 An Introduction to Nostalgia Marketing 1
2 Nostalgia in the Academic Literature 3
3 The Effects of Nostalgia on Consumers 5
4 On the Mechanisms Behind Nostalgia 6
5 The Structure of the Book 6
6 A Detailed Overview of the Extant Research on Nostalgia in
the Marketing Literature 48
References 49
2 Nostalgic
Advertising Usage in Sports Season Tickets
Campaigns 59
1 Introduction 59
2 Theoretical Background 60
3 The Experimental Study 63
3.1 Method 63
3.2 Results 64
4 General Discussion 68
Appendix 1: Fictitious Advertisements Used as Experimental
Stimuli in the Study 70
Appendix 2: Measures and Items Used in the Questionnaire 70
References 71
xi
xii Contents
3 The
Impact of Nostalgic Advertising on Consumer
Willingness to Donate During a Crisis 77
1 Introduction 77
2 Theoretical Background 79
3 Methodology 83
4 Results 84
5 Discussion 86
Appendix: Sketches of the Experimental Stimuli Used in the Study 89
References 90
4 Examining
Nostalgic Advertising Effectiveness in
Sustainable Food Consumption Behavior 95
1 Introduction 95
2 Theoretical Background 96
3 Study 1100
3.1 Methodology100
3.2 Results101
4 Study 2103
4.1 Methodology103
4.2 Results104
5 Study 3106
5.1 Methodology106
5.2 Results107
6 General Discussion108
Appendix: Experimental Stimuli Used in the Studies111
Studies 1–2 111
Study 3 112
References112
5 A
Systematic Review of Nostalgia-Based Marketing
Strategies in Sport Tourism117
1 Introduction117
2 Method118
3 Measuring and Assessing Nostalgia in the Sport Tourism
Domain128
4 Theoretical Contributions and Reflections on Nostalgia
in the Sport Tourism129
5 Cases in Point and Analysis of Real Events132
Contents xiii
6 Conclusions147
1 In Summary147
2 Final Considerations149
References150
Index153
About the Author
xv
List of Figures
xvii
List of Tables
Table 1.1 Some relevant studies related to the use of nostalgia in the
marketing, consumer, advertising, and management domains 9
Table 2.1 Mean scores and standard deviations for measures of Purchase
Intention and Word-of-Mouth Intention as a function of
Advertising Type and Attitude Toward the Team 67
Table 2.2 Mean scores and standard deviations for measures of Purchase
Intention and Word-of-Mouth Intention as a function of
Advertising Type and Fandom levels 68
Table 3.1 Coefficient estimates for the moderated mediation model for
willingness to donate 86
Table 3.2 Bootstrap results for the conditional indirect effects 87
Table 4.1 Summary table for the two-way ANOVA of the effects of
advertising type and product type on purchase intention 102
Table 4.2 Summary of Study 2’s main results 105
Table 4.3 Summary of Study 3’s main results 109
Table 5.1 Synoptic table related to the academic studies included in
the analysis 119
xix
CHAPTER 1
their logo (basically resembling the logo they used 30 years prior) to lever-
age the power of nostalgia (Beausoleil, 2021; Meisenzahl, 2021). In this
vein, an Ad Age-Harris Poll survey (The Harris Poll, 2021) revealed that
some companies (e.g., fast-food ones) fully embrace nostalgic stimuli in
their marketing strategies, adapting some of their product features (e.g.,
packaging) to influence consumers’ attitudes and purchases (e.g., Pepsi’s
throwback versions of Pepsi and Mountain Dew that imitated the original
iterations with retro packages and taste; Horovitz, 2011).
Brands may also decide to revive products from the past in order to
evoke nostalgia: Following persistent urging on social media, Coca-Cola
restarted production on its Surge soda after a 12-year hiatus. The beverage
sold out within hours (CNBC, 2014).
Examples of nostalgia-based marketing strategies abound in other
industries: Nokia rebooted its historical 3310 model 17 years after its
debut (BBC, 2017); Fisher-Price pursued a nostalgic-tinged campaign fea-
turing the famous American actor John Goodman immersed in classic
children toys (Dan, 2020); Nintendo, Sega and Sony introduced mini-
versions of their famous gaming consoles (Hill, 2022); and the National
Basketball Association and other sports leagues launched their nostalgic
throwback uniforms (Spaid, 2013). Some companies, meanwhile, utilize
nostalgia as a positioning strategy: Moleskine, for instance, claims that its
notebooks are the successors to those used by famous creative personali-
ties such as Hemingway and Picasso (Heinberg & Katsikeas, 2019). Lastly,
social media are awash in nostalgic content: Throwback Thursdays and a
plethora of past-based memes represent just a sample of the content posted
by companies and users in these virtual arenas to evoke nostalgic feelings
(Muehling et al., 2014).
The proliferation of this trend begs a simple question: Why has nostal-
gia marketing become so popular? The idea of harkening to a simpler,
reassuring past offers consumers an anchor of stability in turbulent times
(Tannock, 1995). As customers become more dissatisfied, this tactic may
become more persuasive (Merchant & Ford, 2008). Indeed, nostalgia
represents a romantic glance to the past, often for the purpose of preserv-
ing individuals’ identities (Kessous et al., 2015) and satisfying the need for
interpersonal belongingness (Zhou et al., 2012). Furthermore, for many
consumers, the attractiveness of nostalgia lies in its implied authenticity
(Belk, 1990; Spaid, 2013)—its presentation of the past as a genuine refuge
from the artificiality of the present. Practitioners are increasingly leverag-
ing nostalgia in their appeals to Millennials (Friedman, 2016), i.e.,
1 NOSTALGIA MARKETING AND CONSUMER BEHAVIOR 3
30
28
26
24
Number of documents
22
20
18
16
14
12
10
8
6
4
2
0
Year of publication
consumers born between 1981 and 1999 (Liu et al., 2019), given that this
aging consumer segment has overtaken Baby Boomers in terms of popula-
tion size and per-capita spending (Bona et al., 2020).
According to some authors (e.g., Demirbag-Kaplan et al., 2015), nostal-
gia remains a largely under-researched area in the field of consumer behav-
ior. However, interest has been growing: A cursory review of Scopus (www.
scopus.com)—using the keywords ‘nostalgia’ and ‘marketing’ in the article
title, abstract and keywords fields—returned 254 documents in the period
1993-2021 (see Fig. 1.1), with the bulk being published in the last decade.
Neljästoista luku
LEVASSEURIN UROTEOT
Kello mahtoi olla siinä kymmenen tienoissa seuraavana aamuna,
kokonainen tunti ennen sovittua lähtöaikaa, kun pieni kanootti laski
Ukkosen jylinän kupeeseen ja puoliveri-intiaani lähti astumaan laivan
portaita kannelle. Hän oli pukeutunut karvaisiin parkitsemattomiin
nahkahousuihin, ja punainen huopapeitto teki takin virkaa. Hän toi
kokoonkäärityn paperilapun kapteeni Levasseurille.
»Heittäkää tuo lihakasa laidan yli», käski hän paria miestä, jotka
joutilaina kävelivät keskikannella. »Sitten ankkuri ylös ja
hollantilaisen perään.»
»Aluksi minulla oli vain aikomus ottaa se, mikä minulle kuuluu,
jotakin, joka on minulta ryöstetty. Mutta koska te olette halunnut
sotaa ja avannut tulen laivaani vastaan aiheuttaen sille vahinkoa ja
tappaen viisi miestäni, niin tämä on sotaa ja niin muodoin on myös
teidän laivanne minun sotasaalistani.»
Sinne tuotiin heti myös tytön veli. Kapteeni nousi ottaakseen hänet
vastaan ja taivutti pitkää vartaloaan välttyäkseen lyömästä päätään
hytin matalaan kattoon. Mademoiselle nousi myös.
»Siinä nyt näet», sanoi hän. »Hän lyö miestä, jonka kädet ovat
sidotut.»
»Pieni hupakko, etkö kuullut, kun veljesi äsken sanoi, että olet
minun vallassani? Pane se mieleesi ja muista, että tulit omasta
vapaasta tahdostasi. Minä en ole niitä miehiä, joiden kanssa naisen
sopii leikkiä viimeistä paria ulos. Tule siis järkiisi, tyttöseni, ja pidä
hyvänäsi omat aikaansaannoksesi.» Hän suuteli tyttöä taas, miltei
halveksuen, ja työnsi hänet sitten luotaan. »Ei mitään otsan
rypistyksiä enää, muuten saat katua niitä», hän sanoi lopuksi.