Differences in delivery times’ effects on purchase intentions by the purchase candidates’ sequencing in the Japanese automotive industry

Takumi Kato ()
Additional contact information
Takumi Kato: Saitama University

Journal of Marketing Analytics, 2020, vol. 8, issue 4, No 5, 234-244

Abstract: Abstract Long wait times lead to consumer dissatisfaction and adversely affect purchase intentions. Therefore, in some cases, delivery times can be shortened by exceeding a company’s manufacturing and sales ability. However, the excess inventory accumulated due to the constant shortening of delivery times decreases the willingness to consume, and the brand value may decline due to consequent price reductions. Therefore, it is important to build an appropriate supply system by understanding the conditions under which the length of the delivery time adversely affects purchase intentions. The focus of this study is on the fact that, for the first candidate car, delivery time may not adversely affect the purchase intention. The impact on purchase intentions is examined under a randomized controlled trial within the Japanese automobile industry by extending the delivery time from 3 to 10 weeks. The results reveal that extending the delivery date of the first candidate car had no effect, but extending it for the second and subsequent candidates decreased purchase intentions. Thus, the consumer’s psychological time changes depending on purchase intentions, even if the wait time is physically the same. Therefore, for products with the highest category share, it is not worthwhile to excessively decrease delivery times.

Keywords: Excess inventory; Delivery time; Psychological time; Automotive industry; Randomized controlled trial (search for similar items in EconPapers)
Date: 2020
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (1)

Downloads: (external link)
http://link.springer.com/10.1057/s41270-020-00090-8 Abstract (text/html)
Access to the full text of the articles in this series is restricted.

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:pal:jmarka:v:8:y:2020:i:4:d:10.1057_s41270-020-00090-8

Ordering information: This journal article can be ordered from
http://www.springer. ... gement/journal/41270

DOI: 10.1057/s41270-020-00090-8

Access Statistics for this article

Journal of Marketing Analytics is currently edited by Maria Petrescu and Anjala Krishnen

More articles in Journal of Marketing Analytics from Palgrave Macmillan
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().