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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.
19 kwi 2011 · The consumer psychology of mail‐in rebates. John T. Gourville, D. Soman. Published 19 April 2011. Psychology, Business. Journal of Product & Brand Management. Purpose – Mail‐in rebates are an oft used, but poorly understood mechanism to promote the purchase of a product.
10 gru 2005 · 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.
14 mar 2024 · However, another vital consideration often overlooked are the psychological factors influencing customers' reactions to rebate programs. This article delves into the intriguing psychology of rebates to shed light on why businesses utilize them.
10 gru 2008 · We chose to examine the factors that influence mail-in rebate effectiveness. We found rebate amount, perceived price of item with the rebate offer, and the wait time for rebate checks have strong impact on the effectiveness of a rebate campaign.
Manufacturers and retailers have long sought to discriminate between consumers who vary in their price sensitivity. Two such pricing mechanisms are coupons and mail-in-rebates ([3] Blattberg and Neslin, 1990).
