A Process Based Approach to Individual Level Durable Goods Replacement Intentions

Aruna Divya T. , Indian Institute of Management, Bangalore, India
Kanchan Mukherjee, Indian Institute of Management, Bangalore, India
A positive usage experience will lead to higher likelihood to accept a replacement offer for durable goods as the mental book value is high. We differ from this perspective and argue that when usage experiences are seen as a justification, the intention to replace reduces.
[ to cite ]:
Aruna Divya T. and Kanchan Mukherjee (2014) ,"A Process Based Approach to Individual Level Durable Goods Replacement Intentions", in NA - Advances in Consumer Research Volume 42, eds. June Cotte and Stacy Wood, Duluth, MN : Association for Consumer Research, Pages: 813-813.