The DOI matches its Crossref record; 7 of the 7 references it cites were found in a registry or an index.
The Effects of Trial and Incentives on Repeat Purchase Behavior
Abstract
Although relatively under-researched, behavioral influence strategies commonly are used by marketers to modify consumer demand. Reported here are the results of a field experiment which tested the effectiveness of trial and incentive behavioral influence strategies. The efficacy of using self-perception theory to explain and predict behavior is assessed.
Overview
The claims and statistics of this paper haven’t been checked yet.
Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.
Integrity signals
Registry
Cites
Statistics
Verification
Claims the paper makes
The claims and statistics of this paper haven’t been checked yet.
Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.
Self-check
Percentages, sums and reported differences re-computed from the paper’s own numbers.
The self-check needs the paper’s full text.
Citations
Cites
Bem, D. J. (1972) · Advances in Experimental Social Psychology · doi:10.1016/s0065-2601(08)60024-6 · Cited by 5,241
Effects of externally mediated rewards on intrinsic motivation.
Deci, E. L. (1971) · Journal of Personality and Social Psychology · doi:10.1037/h0030644 · Cited by 4,170
Lepper, M. R., Greene, D., & Nisbett, R. E. (1973) · Journal of Personality and Social Psychology · doi:10.1037/h0035519 · Cited by 2,559
Compliance without pressure: The foot-in-the-door technique.
Freedman, J. L., & Fraser, S. C. (1966) · Journal of Personality and Social Psychology · doi:10.1037/h0023552 · Cited by 1,637 · cited 2×
“In a seminal investigation of the foot-in-the-door strategy, Freedman and Fraser [20] found that sub-”
BackgroundSelf-perception of intrinsic and extrinsic motivation.
Calder, B. J., & Staw, B. M. (1975) · Journal of Personality and Social Psychology · doi:10.1037/h0077100 · Cited by 446
Attribution versus persuasion as a means for modifying behavior.
Miller, R. L., Brickman, P., & Bolen, D. (1975) · Journal of Personality and Social Psychology · doi:10.1037/h0076539 · Cited by 348
Can money enhance intrinsic motivation? A test of the content-consequence hypothesis.
Kruglanski, A. W., Riter, A., Amitai, A., Margolin, B.-S., Shabtai, L., & Zaksh, D. (1975) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.31.4.744 · Cited by 104
Cited by
The Foot-in-the-Door Compliance Procedure: A Multiple-Process Analysis and Review
Burger, J. M. (1999) · Personality and Social Psychology Review · doi:10.1207/s15327957pspr0304_2 · Cited by 415
SEQUENTIAL-REQUEST PERSUASIVE STRATEGIES.: Meta-Analysis of Foot-in-the-Door and Door-in-the-Face
DILLARD, J. P., HUNTER, J. E., & BURGOON, M. (1984) · Human Communication Research · doi:10.1111/j.1468-2958.1984.tb00028.x · Cited by 246
The challenge of retaining customers acquired with free trials
Datta, H., Foubert, B., & Van Heerde, H. J. (2015) · Journal of Marketing Research · doi:10.1509/jmr.12.0160 · Cited by 22
Freemium Pricing: Evidence from a Large-scale Field Experiment
Runge, J., Wagner, S., & Claussen, J. (2016) · SSRN Electronic Journal · doi:10.2139/ssrn.2888471 · Cited by 9
Metadata
- Authors
- Scott, C. A.
- Venue
- Journal of Marketing Research
- Publisher
- SAGE Publications
- Published
- 1976-08
- Volume
- 13
- Issue
- 3
- Pages
- 263-269
- ISSN
- 0022-2437 (ISSN-L)
- 1547-7193
- OpenAlex
- W2329265048
- Cited by
- 166
- References
- 7
- FWCI
- 26.28
- Type
- journal article
- Language
- en
- Open access
- closed
About these checks
Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.
Statistics and arithmetic are recomputed, not judged.
Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.
What counts as a claim ›How we measure confidence ›How we check this ›
Are you an author, or do you see a problem with this page? Request a review
How to cite
Cite CoChat for the checks on this page, and the paper for its own findings.
- This page
- CoChat. (2026). Citation check: The Effects of Trial and Incentives on Repeat Purchase Behavior. https://app.cochat.ai/papers/10.1177/002224377601300307
- The paper
- Scott, C. A. (1976). The Effects of Trial and Incentives on Repeat Purchase Behavior. Journal of Marketing Research. https://doi.org/10.1177/002224377601300307
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.
