Planned But Not Purchased? a Field Study of Drivers and Consequences of Failed Purchases
Analyzing shopping trips of over 2000 shoppers, we find that nearly a fifth of planned purchases do not make it into the shopper's cart. We investigate what category, trip, and shopper characteristics predict these “failed” purchases. Moreover, we show that unfulfilled shopping plans impact the shopper’s satisfaction with the retailer.
Citation:
Verena Huettl, Aleksandra Kovacheva , and Jeffrey Inman (2014) ,"Planned But Not Purchased? a Field Study of Drivers and Consequences of Failed Purchases", in NA - Advances in Consumer Research Volume 42, eds. June Cotte, Stacy Wood, and , Duluth, MN : Association for Consumer Research, Pages: 36-40.
Authors
Verena Huettl, University of Hohenheim, Germany
Aleksandra Kovacheva , University of Pittsburgh, USA
Jeffrey Inman , University of Pittsburgh, USA
Volume
NA - Advances in Consumer Research Volume 42 | 2014
Share Proceeding
Featured papers
See MoreFeatured
The Victory Effect: Is First-Place Seeking Stronger than Last-Place Aversion?
David Hardisty, University of British Columbia, Canada
Steven Shechter, University of British Columbia, Canada
Featured
So-Bad-It’s-Good: When Consumers Prefer Bad Options
Evan Weingarten, University of California San Diego, USA
Amit Bhattacharjee, Erasmus University Rotterdam, The Netherlands
Patti Williams, University of Pennsylvania, USA
Featured
Why is 1 out of 20 Riskier than 5%? Effect of Representing Unlikely Events as Frequency versus Percentage on Risk Perceptions
Nevena T Koukova, Lehigh University
Joydeep Srivastava, Temple University, USA