Deciding Now and Later: the Benefit of Delay in Staged Decision-Making

In offline retailing, the waiting time between viewing an assortment and “trying-on” a selected consideration set is trivial. However, in online retailing there is a delay between viewing an assortment and the home try-on. Whereas consumers believe this delay is negative, lab studies demonstrate the delay can improve purchase likelihood.



Citation:

Evan Weingarten and Barbara Kahn (2014) ,"Deciding Now and Later: the Benefit of Delay in Staged Decision-Making", in NA - Advances in Consumer Research Volume 42, eds. June Cotte, Stacy Wood, and , Duluth, MN : Association for Consumer Research, Pages: 76-80.

Authors

Evan Weingarten, Wharton School of Business, USA
Barbara Kahn, Wharton School of Business, USA



Volume

NA - Advances in Consumer Research Volume 42 | 2014



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