Bias in purchase decisions: correlation between expectations and procrastination in high and low involvement products

Federico Gaudenzi ()
Additional contact information
Federico Gaudenzi: no affiliation

Working Papers from HAL

Abstract: This paper examines the presence and implications of expectations formation on purchase decisions for high and low involvement products. The survey highlights the presence of expectations characterized by the identification of an ideal prototype and a consequent phenomenon of procrastination of the purchase if the desired prototype is not present among the available alternatives. Procrastination is interpreted as a manifestation of consumer dissatisfaction. The results of the study show that the correlation between expectations and procrastination of purchase is present only for high involvement products and not for low involvement products. The difference in behaviour between high and low involvement products is interpreted as an inherent bias in the purchase decisions.

Keywords: Bias; purchase decisions; procrastination; expectations; involvement products (search for similar items in EconPapers)
Date: 2020-05-01
New Economics Papers: this item is included in nep-upt
Note: View the original document on HAL open archive server: https://hal.science/hal-02560384
References: View references in EconPapers View complete reference list from CitEc
Citations:

Downloads: (external link)
https://hal.science/hal-02560384/document (application/pdf)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:hal:wpaper:hal-02560384

Access Statistics for this paper

More papers in Working Papers from HAL
Bibliographic data for series maintained by CCSD ().