Intermediate Choice Lists: How Product Attributes Influence Purchase Likelihood in a Self-Imposed Delay
Abstract
Many online retailers enable consumers to postpone a purchase decision by placing a desired item onto an intermediate choice list, such as a wish list or saved-for-later list. This research demonstrates that using a list in this way decreases purchase intent for the wait-listed products, relative to the same choice made without the option to delay the decision. The findings of five experiments show that purchase likelihood is affected by a shift...
Paper Details
Title
Intermediate Choice Lists: How Product Attributes Influence Purchase Likelihood in a Self-Imposed Delay
Published Date
Jun 1, 2021
Journal
Volume
97
Issue
2
Pages
251 - 266
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Notes
History