The Short- and Long-Term Effects of Measuring Intent to Repurchase
Bibliographic Data
| ID | 2215843 |
|---|---|
| Authors | Pierre Chandon (0000-0002-1887-1985, INSEAD), Vicki G Morwitz (0000-0002-7983-9604, New York University), Werner J Reinartz (0000-0002-2440-3117, INSEAD) |
| Year | 2004 |
| Volume | 31 |
| Issue | 3 |
| Pages | 566-572 |
| Publication date | 2004-12-01 |
| Peer Reviewed | Yes |
| Open Access | No |
| Type | ARTICLE |
| Venue | Journal of Consumer Research (JOURNAL) |
| Journal identifiers | ISSN: 0093-5301 • E-ISSN: 1537-5277 |
| Publisher | Oxford University Press (OUP) (PUBLISHER) |
| DOI | 10.1086/425091 |
| OpenAlex | W2147136636 |
| Language | EN |
| Citations received | 17 |
| References cited | 6 |
We compare the incidence, timing, and profitability of repeated online grocery purchases made by a cohort of consumers whose purchase intentions were measured with those of similar consumers whose intentions were not measured. We find that measuring intentions increases the likelihood of repeat purchase incidence and shortens the time until the first repeat purchase but that these two mere-measurement effects decay rapidly after 3 mo. Still, we find persisting gains in customer profitability over time because the accelerated purchases of the first 3 mo. lead to faster subsequent purchases in the remainder of the period
Business · Term (time) · Consumer Market Behavior and Pricing · Consumer Retail Behavior Studies · Customer churn and segmentation · Marketing · Psychology
Mindful Judgment and Decision Making
Do Intentions Really Predict Behavior? Self-Generated Validity Effects in Survey Research
The Impact of Perceived Greenwashing on Customer Satisfaction and the Contingent Role of Capability Reputation
Questioning trust in AI research
Do surveys change behaviour? Insights from digital trace data
What was I thinking? A theoretical framework for analysing panel conditioning in attitudes and (response) behaviour
Panel Conditioning in a Longitudinal Study of Adolescents' Substance Use
The question-behaviour effect
A Motivational Account of the Question-Behavior Effect
Panel Conditioning in Longitudinal Studies
Panel Conditioning in a Longitudinal Study of Illicit Behaviors
What's in the Box? Investigation of Beauty Subscription Box Retail Services
Data Collection as Disruption
Panel Conditioning in Longitudinal Social Science Surveys
When Busy Is Less Indulging
When Does the Past Repeat Itself? The Interplay of Behavior Prediction and Personal Norms
Bringing Us Together or Driving Us Apart
On the automatic activation of associated evaluations
On the self-erasing nature of errors of prediction
The Effect of Measuring Intent on Brand-Level Purchase Behavior
Do Polls Reflect Opinions or Do Opinions Reflect Polls? The Impact of Political Polling on Voters' Expectations, Preferences, and Behavior
The Scope and Persistence of Mere-Measurement Effects
Nonconscious and Contaminative Effects of Hypothetical Questions on Subsequent Decision Making
| Unique citing works | 17 |
|---|---|
| Citations per year | 0,81 |
| Citation span | 2005 - 2026 (22) |
| Citation velocity | current |
| Highly cited | No |
| Citation types | Neutral: 17 |