More Than a Mental Barrier? the Effect of Perceived Product Distance on Consumers’ In-Store Purchase Decision Processes

This paper finds that psychological distance at the point-of-sale negatively effects purchase abandonments and unplanned buying—variables with monetary importance to retailers. By including process measures obtained from point-of-sale observations we show that this is because consumers’ decision-making processes are more goal-oriented when perceiving a high distance to a product.



Citation:

Vanessa Gartmeier, Gunnar Mau, and Werner Reinartz (2014) ,"More Than a Mental Barrier? the Effect of Perceived Product Distance on Consumers’ In-Store Purchase Decision Processes", in NA - Advances in Consumer Research Volume 42, eds. June Cotte, Stacy Wood, and , Duluth, MN : Association for Consumer Research, Pages: 76-80.

Authors

Vanessa Gartmeier, University of Cologne, Germany
Gunnar Mau, University of Regensburg, Germany
Werner Reinartz, University of Cologne, Germany



Volume

NA - Advances in Consumer Research Volume 42 | 2014



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