My Experience Or My Expectations: the Effect of Expectations As Reference Points on Willingness to Recommend Experiential Purchases
Across a variety of lab studies, field studies, and millions of online reviews, we demonstrate that expectations as reference points decrease recommendation likelihood. This effect is specific to experiences (vs. material goods) and occurs by shifting consumers’ focus away from their subjective experience (e.g., their emotional reactions).
Stephanie Tully, Amar Cheema, On Amir, and Davide Proserpio (2018) ,"My Experience Or My Expectations: the Effect of Expectations As Reference Points on Willingness to Recommend Experiential Purchases", in NA - Advances in Consumer Research Volume 46, eds. Andrew Gershoff, Robert Kozinets, and Tiffany White, Duluth, MN : Association for Consumer Research, Pages: 220-225.
Stephanie Tully, University of Southern California, USA
Amar Cheema, University of Virginia, USA
On Amir, University of California San Diego, USA
Davide Proserpio, University of Southern California, USA
NA - Advances in Consumer Research Volume 46 | 2018
The Victory Effect: Is First-Place Seeking Stronger than Last-Place Aversion?
David Hardisty, University of British Columbia, Canada
Steven Shechter, University of British Columbia, Canada
When Buffers Backfire: Corporate Social Responsibility Reputation and Consumer Response to Corporate Ethical Transgressions
Marlene Vock, Amsterdam Business School, University of Amsterdam
Adrian Ward, University of Texas at Austin, USA
Margaret C. Campbell, University of Colorado, USA
The Asymmetry between Time and Money Compensation effect when feeling Scarcity: Time helps the Money Poor, but Money doesn’t help the Time Poor
Jane So, University of Washington, USA
Nidhi Agrawal, University of Washington, USA