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How buyers forecast: Buyer–seller relationship as a boundary condition of the impact bias


  • Ashwani Monga


  • Haipeng (Allan) Chen


  • Michael Tsiros


  • Mona Srivastava



No abstract is available for this item.

Suggested Citation

  • Ashwani Monga & Haipeng (Allan) Chen & Michael Tsiros & Mona Srivastava, 2012. "How buyers forecast: Buyer–seller relationship as a boundary condition of the impact bias," Marketing Letters, Springer, vol. 23(1), pages 31-45, March.
  • Handle: RePEc:kap:mktlet:v:23:y:2012:i:1:p:31-45
    DOI: 10.1007/s11002-010-9133-y

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    References listed on IDEAS

    1. George Loewenstein & Ted O'Donoghue & Matthew Rabin, 2003. "Projection Bias in Predicting Future Utility," The Quarterly Journal of Economics, Oxford University Press, vol. 118(4), pages 1209-1248.
    2. Fournier, Susan, 1998. " Consumers and Their Brands: Developing Relationship Theory in Consumer Research," Journal of Consumer Research, Oxford University Press, vol. 24(4), pages 343-373, March.
    3. Vanessa M. Patrick & Deborah J. MacInnis & C. Whan Park, 2007. "Not as Happy as I Thought I'd Be? Affective Misforecasting and Product Evaluations," Journal of Consumer Research, Oxford University Press, vol. 33(4), pages 479-489, December.
    4. Ebert, Jane E. J. & Gilbert, Daniel Todd & Wilson, Timothy D., 2009. "Forecasting and Backcasting: Predicting the Impact of Events on the Future," Scholarly Articles 3549374, Harvard University Department of Economics.
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    Cited by:

    1. Hongmin Ahn & Yongjun Sung & Minette E. Drumwright, 2016. "Consumer emotional intelligence and its effects on responses to transgressions," Marketing Letters, Springer, vol. 27(2), pages 223-233, June.


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