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