The impact of firm introductory strategies on consumers' perceptions of future product introductions and purchase decisions


Journal Article

A model of the consumer's decision to immediately purchase a technologically advanced product or to delay such a purchase until a future generation of the product is released was developed and tested. It is proposed that for technologically advancing products, consumers consider both performance lag and expected performance gain in their purchase decisions. Furthermore, it is hypothesized that a firm's past product introductory strategy can significantly influence consumer perceptions of performance lag, performance gain, and the rate at which a product is advancing technologically.

Full Text

Duke Authors

Cited Authors

  • Boone, DS; Lemon, KN; Staelin, R

Published Date

  • March 1, 2001

Published In

Volume / Issue

  • 18 / 2

Start / End Page

  • 96 - 109

International Standard Serial Number (ISSN)

  • 0737-6782

Digital Object Identifier (DOI)

  • 10.1016/S0737-6782(00)00071-0

Citation Source

  • Scopus