Hate the Wait? Why Customers Who Wait Longer Buy More
We explore a counterintuitive effect of waiting time on subsequent purchase behavior: longer waits can lead to an increased number of purchases. We find that the effect of waiting time on purchase amount is greatest when wait time is thought to depend on others’ preferences, consistent with a signaling account.
Alan D. Cooke and Nira Munichor (2011) ,"Hate the Wait? Why Customers Who Wait Longer Buy More", in NA - Advances in Consumer Research Volume 38, eds. Darren W. Dahl, Gita V. Johar, and Stijn M.J. van Osselaer, Duluth, MN : Association for Consumer Research.
Alan D. Cooke, University of Florida, USA
Nira Munichor, The Hebrew University of Jerusalem, Israel
NA - Advances in Consumer Research Volume 38 | 2011
K10. The Acronym Effect: Acronym and Buzzword Use Lowers Consumer Persuasion
Sumitra Auschaitrakul, University of the Thai Chamber of Commerce
Dan King, University of Texas Rio Grande Valley, USA
Ashesh Mukherjee, McGill University, Canada
Unobserved Altruism: How Social- And Self-Signaling Motivations Shape Willingness to Donate
Jennifer Savary, University of Arizona, USA
Kelly Goldsmith, Vanderbilt University, USA
The Ritualistic Dimension of Microlending
Domen Bajde, University of Southern Denmark, Denmark
Pilar Silveira Rojas Gaviria, Pontificia Universidad Católica de Chile