Household preference revisions and decision making: The role of disconfirmation

Jonathan D. Bohlmann, William J. Qualls

Research output: Contribution to journalArticlepeer-review

Abstract

In this paper, we examine the role of disconfirmation as an important determinant of household preference revisions and decision making. Although prior research has examined decision influence and information exchange in household decision making, the impact of disconfirmation on individual family member preferences and the joint household preference has not been explicitly studied. Analogous to the main types of social influence found within groups, we identify two types of disconfirmation that impact individual preferences arising from family interaction or discussion. These two types of disconfirmation are informational disconfirmation, related to new product information revealed in family discussion being different than one's prior beliefs, and preference disconfirmation, where a family member has incorrect expectations of the preferences of other influential household members. An empirical study involving a household vacation decision demonstrates significant disconfirmation effects in explaining individuals' post-discussion preferences, as well as the joint household preference and decision. Based on the empirical results, we discuss various implications and suggest future research to study the specific consequences of disconfirmation in household decisions.

Original languageEnglish (US)
Pages (from-to)319-339
Number of pages21
JournalInternational Journal of Research in Marketing
Volume18
Issue number4
DOIs
StatePublished - Dec 1 2001

Keywords

  • Disconfirmation
  • Family decision making
  • Group behavior

ASJC Scopus subject areas

  • Marketing

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