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How buyers forecast: Buyer–seller relationship as a boundary condition of the impact bias

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  • Ashwani Monga
  • Haipeng (Allan) Chen
  • Michael Tsiros
  • Mona Srivastava

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  • Ashwani Monga & Haipeng (Allan) Chen & Michael Tsiros & Mona Srivastava, 2012. "How buyers forecast: Buyer–seller relationship as a boundary condition of the impact bias," Marketing Letters, Springer, vol. 23(1), pages 31-45, March.
    • Handle: RePEc:kap:mktlet:v:23:y:2012:i:1:p:31-45
    DOI: 10.1007/s11002-010-9133-y
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    References listed on IDEAS

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    1. George Loewenstein & Ted O'Donoghue & Matthew Rabin, 2003. "Projection Bias in Predicting Future Utility," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 118(4), pages 1209-1248.
    2. Windschitl, Paul D. & Smith, Andrew R. & Rose, Jason P. & Krizan, Zlatan, 2010. "The desirability bias in predictions: Going optimistic without leaving realism," Organizational Behavior and Human Decision Processes, Elsevier, vol. 111(1), pages 33-47, January.
    3. Fournier, Susan, 1998. "Consumers and Their Brands: Developing Relationship Theory in Consumer Research," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 24(4), pages 343-373, March.
    4. Gilbert, Daniel T. & Gill, Michael J. & Wilson, Timothy D., 2002. "The Future Is Now: Temporal Correction in Affective Forecasting," Organizational Behavior and Human Decision Processes, Elsevier, vol. 88(1), pages 430-444, May.
    5. Monga, Ashwani & Rao, Akshay R., 2006. "Domain-based asymmetry in expectations of the future," Organizational Behavior and Human Decision Processes, Elsevier, vol. 100(1), pages 35-46, May.
    6. Jane E. J. Ebert & Daniel T. Gilbert & Timothy D. Wilson, 2009. "Forecasting and Backcasting: Predicting the Impact of Events on the Future," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 36(3), pages 353-366.
    7. Vanessa M. Patrick & Deborah J. MacInnis & C. Whan Park, 2007. "Not as Happy as I Thought I'd Be? Affective Misforecasting and Product Evaluations," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 33(4), pages 479-489, December.
    8. Ebert, Jane E. J. & Gilbert, Daniel Todd & Wilson, Timothy D., 2009. "Forecasting and Backcasting: Predicting the Impact of Events on the Future," Scholarly Articles 3549374, Harvard University Department of Economics.
    9. Rebecca Ratner & Dilip Soman & Gal Zauberman & Dan Ariely & Ziv Carmon & Punam Keller & B. Kim & Fern Lin & Selin Malkoc & Deborah Small & Klaus Wertenbroch, 2008. "How behavioral decision research can enhance consumer welfare: From freedom of choice to paternalistic intervention," Marketing Letters, Springer, vol. 19(3), pages 383-397, December.
    10. James C. Ward & Amy L. Ostrom, 2006. "Complaining to the Masses: The Role of Protest Framing in Customer-Created Complaint Web Sites," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 33(2), pages 220-230, July.
    11. Maria Pollai & Erik Hoelzl & Flavia Possas, 2010. "Consumption-related emotions over time: Fit between prediction and experience," Marketing Letters, Springer, vol. 21(4), pages 397-411, December.
    12. Frank R. Kardes & Bob M. Fennis & Edward R. Hirt & Zakary L. Tormala & Brian Bullington, 2007. "The Role of the Need for Cognitive Closure in the Effectiveness of the Disrupt-Then-Reframe Influence Technique," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 34(3), pages 377-385, May.
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    Cited by:

    1. Yu Zhang & Bingjia Shao, 2019. "The Effectiveness of Customer Participation and Affective Misforecasting in Online Post-Recovery Satisfaction," Sustainability, MDPI, vol. 11(24), pages 1-22, December.

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