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Cited by 409

The DOI matches its OpenAlex record; 26 of the 26 references it cites were found in a registry or an index.

Reasons for Substantial Delay in Consumer Decision Making

Eric A. Greenleaf, Donald R. Lehmann·1995·Springer eBooks
DOI 10.1007/978-3-031-88067-4_10
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Abstract

This study proposes a typology of reasons why people substantially delay important consumer decisions. The delay reasons we study are drawn from delay typologies identified in other contexts as well as from the product diffusion literature. Two studies reported here examine why subjects delay consumer decisions. These support most of the reasons in the proposed typology, while some unanticipated delay reasons also emerge. We find that the delay reasons are related to the reasons consumers stop delaying, a process that we call delay closure, and are also related to the amount of time that consumers spend in different stages of the decision-making process. A final study supports a conceptual framework to classify these delay reasons based on the two dimensions of internal versus external locus of causation, and whether the purpose of delay is related to the decision or to unrelated activities.

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OpenAlex · 10.1007/978-3-031-88067-4_10

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Metadata

Authors
Greenleaf, E. A., & Lehmann, D. R.
Venue
Springer eBooks
Publisher
Springer Nature
Published
1995-09-01
Volume
22
Issue
2
Pages
177-186
DOI
10.1007/978-3-031-88067-4_10
OpenAlex
W2146282314
Cited by
409
References
26
FWCI
17.88
Type
book chapter
Language
en
Open access
closed

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CoChat. (2026). Citation check: Reasons for Substantial Delay in Consumer Decision Making. https://app.cochat.ai/papers/10.1007/978-3-031-88067-4_10
The paper
Greenleaf, E. A., & Lehmann, D. R. (1995). Reasons for Substantial Delay in Consumer Decision Making. Springer eBooks. https://doi.org/10.1007/978-3-031-88067-4_10

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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.

Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).

Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.