The Timing of Repeat Purchases of Consumer Durable Goods: The Role of Functional Bases of Consumer Attitudes

By Rajdeep Grewal, Raj Mehta, Frank Kardes. 2004

237 citations recorded by the source corpus.

In an attempt to bring consumer psychology theories into research on the timing of repurchase of consumer durables, the authors suggest that attitude functions (knowledge, value expressive, social adjustive, and utilitarian) can help explain and predict interpurchase intervals. Adopting an interactionist perspective, the authors propose that the effect of the attitude functions is contingent on contextual factors, which they theorize as the nature of the product (along public-private and luxury-necessity dimensions) and the nature of the decision (forced or unforced purchase decision). Hypothesis testing is facilitated by survey data on actual purchase decisions and hazard models that incorporate individual heterogeneity. The results support the suggested role of attitude functions in explaining and predicting interpurchase intervals and suggest means by which managers can position their products to shorten interpurchase intervals.

Subfields: Management Science and Operations Research, Marketing, Organizational Behavior and Human Resource Management

View Paper: https://www.semanticscholar.org/paper/9e805b3b5f838770144785f3c373079acd8bedc4

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In Management Science and Operations Research

In Marketing

In Organizational Behavior and Human Resource Management

Citations in the corpus

The burdens of ownership: reasons for preferring renting (2010, background): “This allows for a precise selection of service offerings, communication and promotional instruments at the time the renting contract expires (Grewal et al., 2004).”
The role of aesthetic taste in consumer behavior (2012, background): “Utilitarian or functional product aspects (e.g., derived from functions performed by products) are generally seen as a mere extrinsic means to an end, while hedonic aspects of consumption relate to intrinsic factors such as product style and appearance ( Grewal et al. 2004 ).”
Authenticity as meaning validation: An empirical investigation of iconic and indexical cues in a context of "green" products (2012, background): “Durable goods tend to have more features and be larger purchases in terms of cost, both of which may incline consumers to desire more information and engage in a more extended search (e.g., Brucks, 1985; Grewal et al., 2004).”