Planned versus unplanned timing changes in payment and product receipt: Implications for sales promotion and services management strategy
✍ Scribed by Nancy Spears; John C. Mowen; Goutam Chakraborty
- Publisher
- John Wiley and Sons
- Year
- 2010
- Tongue
- English
- Weight
- 118 KB
- Volume
- 27
- Category
- Article
- ISSN
- 0742-6046
No coin nor oath required. For personal study only.
✦ Synopsis
Promotional tools and services management strategies are often intertwined with changes in the timing of payments for and receipt of products. A series of studies investigates how the timing of payments and the receipt of products impacts purchase intentions and consumer dollar valuations-e.g., how much extra customers would pay to receive a product more quickly. Using the "time and outcome valuation model" as a theoretical basis, the studies assess the impact of timing changes across four classes of phenomena: delaying the receipt of a good (DR), delaying the payment for a good (DP), advancing the receipt of a good (AR), and advancing the payment for a good (AP). Findings reveal that in unplanned timing changes, the hypothesized sequence for dollar valuations, DR Ͼ AP Ͼ DP Ͼ AR, is supported. However, in the planned timing changes, the sequence for purchase intentions reverses for AR and DR. Additionally, the study