Cooling Off and Backing Out: Understanding Consumer Decisions to Rescind a Product Purchase

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Title Cooling Off and Backing Out: Understanding Consumer Decisions to Rescind a Product Purchase
Author Sparks, Beverley; Bradley, Graham Leslie; Jennings, Gayle Ruth; Johnston, Nicole Renae
Journal Name Journal of Business Research
Year Published 2012
Place of publication United States
Publisher Elsevier
Abstract Consumers sometimes have the right to exit a sales contract during what is known as a cooling-off period. Sales process research generally does not address cases when consumers withdraw from sales contracts during this period. Since securing product sales involves substantialmarketing and sales costs, a need exists to better understand not only consumer rescission decisions and their legal context but also the managerial implications of the cooling-off period. This exploratory qualitative study examines purchase rescinding and develops a conceptual model using timeshare as the context. Results suggest that rescission relates to a mismatch between product features and personal circumstances, post-purchase concerns about product value, reassessment of financial capability, reflections on sales presentations, and cautionary influences of reference groups.
Peer Reviewed Yes
Published Yes
Alternative URI http://dx.doi.org/10.1016/j.jbusres.2012.06.003
Volume n/a
Page from 1
Page to 8
ISSN 0148-2963
Date Accessioned 2012-08-22
Date Available 2013-06-13T05:21:40Z
Language en_US
Research Centre Behavioural Basis of Health; Griffith Institute For Tourism; Griffith Health Institute
Faculty Griffith Business School
Subject Tourism Marketing
URI http://hdl.handle.net/10072/47301
Publication Type Journal Articles (Refereed Article)
Publication Type Code c1

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