1989/04/01 by Stephen J. Hoch, John Deighton · 10 citations
Business, Management and Accounting · Social Sciences · Psychology · #Consumer Behavior in Brand Consumption and Identification #Psychology of Social Influence #Cognitive and psychological constructs research
paper · doi:10.1177/002224298905300201
The authors argue that what consumers learn from the experience of using products is not a simple matter of discovering objective truth. They frame the problem of learning from experience as a four-stage process (hypothesizing—exposure—encoding—integration) with three moderating factors (familiarity with the domain, motivation to learn, and the ambiguity of the information environment). The framework is used to identify where learning from product consumption experience is most open to managerial influence. The authors discuss strategic tools for managing experiential learning and consider applications to the simulation of learning in concept and pre-test-market product testing.