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Strategic Role of Affect-Based Attitudes in the Acquisition, Development, and Retention of Customers

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  • Desai, Kalpesh Kaushik
  • Mahajan, Vijay
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    File URL: http://www.sciencedirect.com/science/article/B6V7S-3V7JCJB-C/2/c3c426a8b61082790c9bec1635e3c0c6
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    Bibliographic Info

    Article provided by Elsevier in its journal Journal of Business Research.

    Volume (Year): 42 (1998)
    Issue (Month): 3 (July)
    Pages: 309-324

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    Handle: RePEc:eee:jbrese:v:42:y:1998:i:3:p:309-324

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    Web page: http://www.elsevier.com/locate/jbusres

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    References

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    1. Edell, Julie A & Burke, Marian Chapman, 1987. " The Power of Feelings in Understanding Advertising Effects," Journal of Consumer Research, University of Chicago Press, vol. 14(3), pages 421-33, December.
    2. Richard Thaler, 1985. "Mental Accounting and Consumer Choice," Marketing Science, INFORMS, vol. 4(3), pages 199-214.
    3. Holbrook, Morris B & Batra, Rajeev, 1987. " Assessing the Role of Emotions as Mediators of Consumer Responses to Advertising," Journal of Consumer Research, University of Chicago Press, vol. 14(3), pages 404-20, December.
    4. Swinyard, William R, 1993. " The Effects of Mood, Involvement, and Quality of Store Experience on Shopping Intentions," Journal of Consumer Research, University of Chicago Press, vol. 20(2), pages 271-80, September.
    5. Claxton, John D & Fry, Joseph N & Portis, Bernard, 1974. " A Taxonomy of Prepurchase Information Gathering Patterns," Journal of Consumer Research, University of Chicago Press, vol. 1(3), pages 35-42, December.
    6. Batra, Rajeev & Stayman, Douglas M, 1990. " The Role of Mood in Advertising Effectiveness," Journal of Consumer Research, University of Chicago Press, vol. 17(2), pages 203-14, September.
    7. Meyers-Levy, Joan & Tybout, Alice M, 1989. " Schema Congruity as a Basis for Product Evaluation," Journal of Consumer Research, University of Chicago Press, vol. 16(1), pages 39-54, June.
    8. Rao, Akshay R & Monroe, Kent B, 1988. " The Moderating Effect of Prior Knowledge on Cue Utilization in Product Evaluations," Journal of Consumer Research, University of Chicago Press, vol. 15(2), pages 253-64, September.
    9. Kahn, Barbara E & Isen, Alice M, 1993. " The Influence of Positive Affect on Variety Seeking among Safe, Enjoyable Products," Journal of Consumer Research, University of Chicago Press, vol. 20(2), pages 257-70, September.
    10. Stayman, Douglas M & Alden, Dana L & Smith, Karen H, 1992. " Some Effects of Schematic Processing on Consumer Expectations and Disconfirmation Judgments," Journal of Consumer Research, University of Chicago Press, vol. 19(2), pages 240-55, September.
    11. Oliver, Richard L, 1993. " Cognitive, Affective, and Attribute BAses of the Satisfaction Response," Journal of Consumer Research, University of Chicago Press, vol. 20(3), pages 418-30, December.
    12. Alba, Joseph W & Hutchinson, J Wesley, 1987. " Dimensions of Consumer Expertise," Journal of Consumer Research, University of Chicago Press, vol. 13(4), pages 411-54, March.
    13. Allen, Chris T & Machleit, Karen A & Kleine, Susan Schultz, 1992. " A Comparison of Attitudes and Emotions as Predictors of Behavior at Diverse Levels of Behavioral Experience," Journal of Consumer Research, University of Chicago Press, vol. 18(4), pages 493-504, March.
    14. Westbrook, Robert A, 1980. " Intrapersonal Affective Influences on Consumer Satisfaction with Products," Journal of Consumer Research, University of Chicago Press, vol. 7(1), pages 49-54, June.
    15. Westbrook, Robert A & Oliver, Richard L, 1991. " The Dimensionality of Consumption Emotion Patterns and Consumer Satisfaction," Journal of Consumer Research, University of Chicago Press, vol. 18(1), pages 84-91, June.
    16. Darby, Michael R & Karni, Edi, 1973. "Free Competition and the Optimal Amount of Fraud," Journal of Law and Economics, University of Chicago Press, vol. 16(1), pages 67-88, April.
    17. Batra, Rajeev & Ray, Michael L, 1986. " Affective Responses Mediating Acceptance of Advertising," Journal of Consumer Research, University of Chicago Press, vol. 13(2), pages 234-49, September.
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    Cited by:
    1. Dong, Weimin & Swain, Scott D. & Berger, Paul D., 2007. "The role of channel quality in customer equity management," Journal of Business Research, Elsevier, vol. 60(12), pages 1243-1252, December.
    2. Allen, Chris T. & Machleit, Karen A. & Kleine, Susan Schultz & Notani, Arti Sahni, 2005. "A place for emotion in attitude models," Journal of Business Research, Elsevier, vol. 58(4), pages 494-499, April.

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