Demonstrations and money-back guarantees: market mechanisms to reduce uncertainty

By Amir Heiman, B. McWilliams, David Zilberman. 2001

138 citations recorded by the source corpus.

Subfields: General Decision Sciences, Marketing

View Paper: https://www.semanticscholar.org/paper/1d38ddab31fa79869e76000207410b17864db31e

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In General Decision Sciences

1. David Zilberman
2. Amir Heiman
3. Catherine L. Kling
4. Jinhuan Zhao

In Marketing

1. David Zilberman
2. Amir Heiman
3. Catherine L. Kling
4. Jinhuan Zhao

Citations in the corpus

• Willingness-To-Pay, Compensating Variation, and the Cost of Commitment (2004, background): “In fact, firms may provide information about the new product themselves: New product promotion quite often is accompanied by heavy advertising and sometimes by demonstrations in stores (Heiman et al. 2001).”
• Adoption Versus Adaptation, with Emphasis on Climate Change (2012, background): “Marketers have developed a wide variety of tools (Heiman et al. 2001c)—including product demonstration [both in store and at trade shows (Heiman & Muller 1996)], sampling (Heiman et al. 2001a), money-back guarantees (Heiman et al. 2001b, 2002), warranties, 32 Zilberman Zhao Heiman A nn u.”