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Cited by 1,110

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

Hoch, Stephen J., Deighton, John·1989·Journal of Marketing
DOI 10.1177/002224298905300201
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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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Registry

Crossref · 10.1177/002224298905300201

Cites

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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
DOI
10.1177/002224298905300201
OpenAlex
W2314333710
Cited by
1,110
References
14
FWCI
51.34
Type
journal article
Language
en
Open access
closed

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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.