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).
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.
Liad Weiss, University of Wisconsin - Madison, USA
NA - Advances in Consumer Research Volume 46 | 2018
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