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catalog abstract "Consumers who buy a product intending to use an accompanying mail-in rebate often do not redeem the rebate. To explain this behavior, we argue that consumers use an anchoring and adjustment approach to predicting the likelihood of redeeming a rebate. In keeping with previous research on anchoring and adjustment, for instance, we show that when presented with a desirable product, consumers anchor on scenarios of successful redemption and adjust insufficiently for things that could go wrong in the redemption process.".
catalog contributor b13193797.
catalog contributor b13193798.
catalog contributor b13193799.
catalog created "c2004.".
catalog date "2004".
catalog date "c2004.".
catalog dateCopyrighted "c2004.".
catalog description "Consumers who buy a product intending to use an accompanying mail-in rebate often do not redeem the rebate. To explain this behavior, we argue that consumers use an anchoring and adjustment approach to predicting the likelihood of redeeming a rebate. In keeping with previous research on anchoring and adjustment, for instance, we show that when presented with a desirable product, consumers anchor on scenarios of successful redemption and adjust insufficiently for things that could go wrong in the redemption process.".
catalog description "Includes bibliographical references.".
catalog extent "34 p. :".
catalog isPartOf "Working paper (Harvard Business School. Division of Research) ; 04-043.".
catalog isPartOf "Working paper / Division of Research, Harvard Business School ; 04-043".
catalog issued "2004".
catalog issued "c2004.".
catalog language "eng".
catalog publisher "[Boston] : Division of Research, Harvard Business School,".
catalog subject "Rebates.".
catalog title "The consumer psychology of mail-in rebates : a model of anchoring and adjustment / John T. Gourville, Dilip Soman.".
catalog type "text".