How buyers forecast: Buyer–seller relationship as a boundary condition of the impact bias
Abstract
People frequently overestimate the impact of an event when they imagine it, relative to when they actually experience it. This phenomenon, known as the impact bias, has been well established as an intrapersonal phenomenon. We extend it to the inherently interpersonal marketing setting involving buyer–seller dyads in which the two entities are bound by a relationship, and propose a moderating effect based on the strength of the buyer–seller...
Paper Details
Title
How buyers forecast: Buyer–seller relationship as a boundary condition of the impact bias
Published Date
Jan 5, 2011
Journal
Volume
23
Issue
1
Pages
31 - 45
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Notes
History