Product Retention (Vs. Acquisition) Choices and Preference For Person-Related Features

Consumers regularly make choices about owned products (e.g., which of the sneakers bought through Zappos.com to retain). Prior research focused on cases of pre-ownership choice (acquisition), leaving post-ownership choice (retention) understudied. Across four studies, product features that people can identify with (e.g., “smartness”) were more important in retention (vs. acquisition).



Citation:

Liad Weiss (2018) ,"Product Retention (Vs. Acquisition) Choices and Preference For Person-Related Features", in NA - Advances in Consumer Research Volume 46, eds. Andrew Gershoff, Robert Kozinets, and Tiffany White, Duluth, MN : Association for Consumer Research, Pages: 847-848.

Authors

Liad Weiss, University of Wisconsin - Madison, USA



Volume

NA - Advances in Consumer Research Volume 46 | 2018



Share Proceeding

Featured papers

See More

Featured

E7. Pronouns in Fundraising Appeals – The Impact of I vs. S/He on Donations

Amir Sepehri, Western University, Canada
Rod Duclos, Western University, Canada
Hamid Elahi, Western University, Canada

Read More

Featured

Sizes are Gendered: Impact of Size Cues in Brand Names on Brand Stereotyping

Kuangjie Zhang, Nanyang Technological University, Singapore
Shaobo (Kevin) Li, Nanyang Technological University, Singapore
Sharon Ng, Nanyang Technological University, Singapore

Read More

Featured

Brand Fan(atic)s: When Excessive Brand Loyalty Sends the Wrong Signal

Isabelle Engeler, IESE Business School
Kate Barasz, IESE Business School

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.