Anticipating Adaptation to Products
Many consumer products deliver their utility over time, and the decision to purchase such products often depends on predictions of future product enjoyment. The present research shows that consumers often fail to predict hedonic adaptation to products and explores the antecedents and consequences of this misprediction. We demonstrate that the failure to predict diminishing enjoyment with a product arises because of a failure to spontaneously consider adaptation and apply correct intuitive beliefs about adaptation. We further show that making prospective duration salient can cue beliefs about hedonic adaptation. Finally, we find that these beliefs, once cued, influence choices.
Entrepreneurial and Small Business Operations
Journal of Consumer Research
WANG, Jing (Jane); Novemsky, Nathan; and Dhar, Ravi.
Anticipating Adaptation to Products. (2008). Journal of Consumer Research. 36, (2), 149-159. Research Collection Lee Kong Chian School Of Business.
Available at: http://ink.library.smu.edu.sg/lkcsb_research/1294