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Research Article

The Effect of Successful or Failed Purchase Experiences on Subsequent Purchase Decisions for Unrelated Products

Lee, Sena1 · Jung, Jiyun1 · Kim, Eunhye1 · Jeon, Seongyu1

1 Sungkyunkwan University

Published: January 2017 · Vol. 46, No. 4 · pp. 929-952

DOI: https://doi.org/10.17287/kmr.2017.46.4.929

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Abstract

While existing research on post-purchase consumer behavior has focused on the influence of past purchase experiences on subsequent purchase decision processes for the same brand or product, this study explored the effects of recalling successful or unsuccessful purchase experiences on subsequent purchase decision processes for unrelated products. This study proposed that successful or unsuccessful purchase experiences can produce spillover effects on subsequent purchase decision processes for unrelated products in terms of consumers' self-efficacy and willingness to pay for their chosen alternatives. In particular, we argued that the spillover effect from purchase experience recall occurs when future self, rather than past self, is activated and used as a reference point for information processing when consumers process information about their purchase experiences. The results of the first experiment showed that when the future self was activated (compared to when the past self was activated or when no temporal self was activated), participants who recalled successful purchase experiences formed higher self-efficacy in subsequent purchase decision processes for unrelated products than those who recalled unsuccessful purchase experiences. In the second experiment, when the future self was activated compared to the past self, participants who recalled successful purchase experiences were willing to pay higher prices for their chosen alternatives in subsequent unrelated purchase decisions than those who recalled unsuccessful purchase experiences.
Keywords: 자아 효능감지불용의가격구매경험시간적 자아전이효과