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GAETH GARY LEVIN IRWIN SOOD SHAILESH JUANG CHIFEI CASTELLUCCI JENNIFER 《Marketing Letters》1997,8(1):41-53
In two experiments we examine how consumers are affected by a sequence composed of an initial product-failure experience followed by a success experience. Our interest is to assess how consumers' evaluation of the product and of their own performance change after the second experience. A preliminary experiment used hypothetical scenarios describing consumers' experiences with different products. In the main experiment, participants received actual hands-on experience with a Smith-Corona Personal Typewriter/Word Processor. A major result was that product evaluations could be as high following a failure-success sequence of experiences as following success alone. This was especially true with hands-on experiences. However, the main experiment showed that negative affect (frustration) expressed following an actual product failure experience remained even after a subsequent success. Marketing implications of these dual results are discussed. 相似文献
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