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 MoreFeatured
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
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
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