publication . Article . 1999

The Role of Internal Reference Points in the Category Purchase Decision.

David R. Bell; Randolph E. Bucklin;
Open Access
  • Published: 01 Jan 1999 Journal: Journal of Consumer Research, volume 26, issue 2 September, pages 128-43
Abstract
The authors study the role that reference effects play in the category purchase decision for consumer nondurable products. Category purchase behavior is represented by a nested logit model that is estimated on purchase records of shoppers in two Universal Product Code (UPC) scanner panels. A series of hypotheses are developed, modeled, and tested regarding the effects that internal reference points for product category attractiveness are likely to have on the decision to buy in a product category on a store visit. The authors hypothesize that the difference between a shopper's reference point for category attractiveness and the current level of category attracti...
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Subjects
free text keywords: Attractiveness, Liquid laundry detergent, Product (category theory), Nested logit, Product category, Marketing, Postponement, Advertising, Mathematics
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