Spillover effects: How consumers respond to unexpected changes in price and quality

Narayan Janakiraman, Robert J. Meyer, Andrea Ketcham

Research output: Contribution to journalArticlepeer-review

47 Scopus citations

Abstract

This article examines how unexpected changes in the marketing mix of one product in a retail setting can influence demand for other, unrelated, items. Results from two laboratory studies show that spillover effects can occur in response to both positive and negative changes in either the price or quality of a product, such that positive changes increase total spending on other items and negative changes reduce it. The results also demonstrate that an attributional process underlies these effects, indicating that consumers experience specific affective responses directed at the retailer that lead them either to reward or punish the retailer accordingly.

Original languageEnglish (US)
Pages (from-to)361-369
Number of pages9
JournalJournal of Consumer Research
Volume33
Issue number3
DOIs
StatePublished - Dec 1 2006

ASJC Scopus subject areas

  • Business and International Management
  • Anthropology
  • Arts and Humanities (miscellaneous)
  • Economics and Econometrics
  • Marketing

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