When Your Vibrator Looks Like a Penis
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When your vibrator looks like a penis An empirical analysis of the effect of human resemblance in vibrators on women’s evaluations Lotte Harenslak (10853405) Master Thesis MSc Business Administration – Marketing Track Supervisor: Andrea Weihrauch June 23rd, 2017 Statement of originality This document is written by Lotte Harenslak, who declares to take full responsibility for the contents of this document. I declare that the text and the work presented in this document are original and that no sources other than those mentioned in the text and its references have been used in creating it. The Faculty of Economics and Business is responsible solely for the supervision of completion of the work, not for the contents. 2 Abstract How would women respond if vibrators started looking more like realistic penises? Realistic human-resembling sex robots are starting to disrupt the sex toys industry, so marketers need to investigate whether they should encourage or prevent this trend of human resemblance from catching on to other sex toys, specifically to vibrators. If marketers would sell vibrators that don’t comply to what women currently desire, they could risk aggravating the taboo or even raising the threshold to purchase and use vibrators. Two theories – anthropomorphism and the uncanny valley – predicted contradicting evaluations of women towards the appearance of vibrators. This study followed a 2 (color: blue versus skin-color) x 2 (surface: dots versus veins) between-subjects experimental design. Results of an online questionnaire (N = 233) showed that women significantly preferred artificially colored (blue) vibrators over skin-colored vibrators, but they had no preferences for any surface. Anthropomorphism appeared to negatively affect how women perceived a vibrator, which was in accordance to the uncanny valley. This has raised the expectancy that women will not start demanding realistic vibrators in the near future, as vibrators are used in a very different context (fun, empowerment, therapeutic) than sex robots are (affinity, substitution for partner). In order to minimize the shame associated with sex toys and to reach more consumers, marketers need to focus their efforts on the enjoyment and health benefits of masturbation. Key words Vibrators; sex toys; sex robots; masturbation; sexual health; anthropomorphism; uncanny valley; skin-color. 3 Table of contents Statement of originality ........................................................................................................... 2 Abstract ..................................................................................................................................... 3 Key words .......................................................................................................................... 3 Introduction .............................................................................................................................. 9 Academic relevance ............................................................................................................. 10 Managerial relevance ........................................................................................................... 11 Structure of the thesis ........................................................................................................... 11 Literature review ................................................................................................................... 12 The vibrator .......................................................................................................................... 12 The image of vibrators ......................................................................................................... 14 History of the vibrator and masturbation ......................................................................... 14 Today: autonomy and acceptance .................................................................................... 16 The rise of realistic vibrators? .............................................................................................. 17 Why realistic vibrators might succeed ................................................................................. 18 Why realistic vibrators might fail ........................................................................................ 19 The uncanny valley .......................................................................................................... 20 Dimensions of the uncanny valley ................................................................................... 22 Acquaintance ........................................................................................................................ 23 The appearance of the vibrator ............................................................................................ 24 Conceptual model ................................................................................................................ 25 Methodology ........................................................................................................................... 26 Research design ................................................................................................................... 26 Sample .................................................................................................................................. 26 4 Independent variables .......................................................................................................... 27 Color ................................................................................................................................ 27 Surface ............................................................................................................................. 28 Dependent variables ............................................................................................................. 30 Likeability ........................................................................................................................ 30 Willingness to use ............................................................................................................ 30 Additional dependent variables ........................................................................................ 31 Control variables .................................................................................................................. 32 Shape ................................................................................................................................ 32 Material ............................................................................................................................ 33 Gender .............................................................................................................................. 33 Age ................................................................................................................................... 33 Covariate variables ............................................................................................................... 33 Acquaintance .................................................................................................................... 33 Additional covariates ....................................................................................................... 34 Questionnaire design and ethics ........................................................................................... 34 Control questions ............................................................................................................. 35 Introduction ...................................................................................................................... 35 The experiment ................................................................................................................ 36 Consumer characteristics ................................................................................................. 36 Debriefing ........................................................................................................................ 37 Results ..................................................................................................................................... 38 Descriptive analyses ............................................................................................................. 38 Reliability ............................................................................................................................. 39 Correlations .......................................................................................................................... 40 5 Hypotheses testing ............................................................................................................... 42 Evaluations of vibrators (H1, H2 and H3) ....................................................................... 42 Consumer characteristics (H4) ......................................................................................... 48 Additional consumer characteristics ................................................................................ 51 Overview of hypotheses ....................................................................................................... 53 Discussion ............................................................................................................................... 54 Evaluations of vibrators