The DOI matches its Crossref record; 14 of the 14 references it cites were found in a registry or an index.
Managing What Consumers Learn from Experience
Abstract
The authors argue that what consumers learn from the experience of using products is not a simple matter of discovering objective truth. They frame the problem of learning from experience as a four-stage process (hypothesizing—exposure—encoding—integration) with three moderating factors (familiarity with the domain, motivation to learn, and the ambiguity of the information environment). The framework is used to identify where learning from product consumption experience is most open to managerial influence. The authors discuss strategic tools for managing experiential learning and consider applications to the simulation of learning in concept and pre-test-market product testing.
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Citations
Cites
Judgment under Uncertainty: Heuristics and Biases
Tversky, A., & Kahneman, D. (1975) · Utility, Probability, and Human Decision Making · doi:10.1007/978-94-010-1834-0_8 · Cited by 22,650
Judgment under Uncertainty: Heuristics and Biases
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Lord, C. G., Ross, L., & Lepper, M. R. (1979) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.37.11.2098 · Cited by 4,583
Free competition and the optimal amount of fraud
Darby, M. R., & Karni, E. (1973) · The Journal of Law and Economics · doi:10.1086/466756 · Cited by 3,947
Elimination by aspects: A theory of choice
Tversky, A. (1972) · Psychological Review · doi:10.1037/h0032955 · Cited by 3,365
Belief in the law of small numbers.
Tversky, A., & Kahneman, D. (1971) · Psychological Bulletin · doi:10.1037/h0031322 · Cited by 3,246
Blind variation and selective retentions in creative thought as in other knowledge processes
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Confirmation, disconfirmation, and information in hypothesis testing
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The totalitarian ego: Fabrication and revision of personal history.
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Cited by
Herr, P. M., Kardes, F. R., & Kim, J. (1991) · Journal of Consumer Research · doi:10.1086/208570 · Cited by 2,142
Determinants of Chinese consumers' green purchase behavior
Chan, R. Y. K. (2001) · Psychology & Marketing · doi:10.1002/mar.1013 · Cited by 1,220
Ha, H.-Y., & Perks, H. (2005) · Journal of Consumer Behaviour · doi:10.1002/cb.29 · Cited by 750
Kim, J.-H. (2018) · Journal of Travel Research · doi:10.1177/0047287517721369 · Cited by 679
JIANG, Z., & BENBASAT, I. (2004) · Journal of Management Information Systems · doi:10.1080/07421222.2004.11045817 · Cited by 606
Metadata
- Authors
- Hoch, S. J., & Deighton, J.
- Venue
- Journal of Marketing
- Publisher
- SAGE Publications
- Published
- 1989-04
- Volume
- 53
- Issue
- 2
- Pages
- 1-20
- ISSN
- 0022-2429 (ISSN-L)
- 1547-7185
- OpenAlex
- W2314333710
- Cited by
- 1,110
- References
- 14
- FWCI
- 51.34
- Type
- journal article
- Language
- en
- Open access
- closed
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- Hoch, S. J., & Deighton, J. (1989). Managing What Consumers Learn from Experience. Journal of Marketing. https://doi.org/10.1177/002224298905300201
Data sources
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.
