The Quantity Integration Effect: Integrating Purchase and Quantity Decisions Increases Sales By Providing Closure

Customers making online purchases must decide not only whether to purchase, but also what quantity to purchase, often sequentially. In 22 studies with over 13,000 observations, we find that guiding customers to reach both decisions simultaneously increases purchase likelihood substantially (40%), an effect driven by cognitive closure.



Citation:

Kristen Duke and On Amir (2018) ,"The Quantity Integration Effect: Integrating Purchase and Quantity Decisions Increases Sales By Providing Closure", in NA - Advances in Consumer Research Volume 46, eds. Andrew Gershoff, Robert Kozinets, and Tiffany White, Duluth, MN : Association for Consumer Research, Pages: 242-246.

Authors

Kristen Duke, University of California San Diego, USA
On Amir, University of California San Diego, USA



Volume

NA - Advances in Consumer Research Volume 46 | 2018



Share Proceeding

Featured papers

See More

Featured

Unintended Customer Consequences of Corporate Lobbying

Gautham Vadakkepatt, George Mason University
Kelly Martin, Colorado State University
Neeru Paharia, Georgetown University, USA
Sandeep Arora, University of Manitoba, Canada

Read More

Featured

A Beautiful MIN(D): The Multiple-Identity Network as a Framework for Integrating Identity-Based Consumer Behavior

Julian K Saint Clair, Loyola Marymount University, USA

Read More

Featured

Gossip: How The Relationship With the Source Shapes the Retransmission of Personal Content

Gaia Giambastiani, Bocconi University, Italy
Andrea Ordanini, Bocconi University, Italy
Joseph Nunes, University of Southern California, USA

Read More

Engage with Us

Becoming an Association for Consumer Research member is simple. Membership in ACR is relatively inexpensive, but brings significant benefits to its members.