Preditores da correspondência intenção-compra: Experimento natural com reforço das marcas

Abstract

Some consumers go into stores willing to buy brands that lead to different utilitarian and informational reinforcement. They may or may not buy them depending on their learning histories and marketing stimuli in the purchase environment. The aim of this study was to investigate the prediction of both variables on the correspondence between intention-purchase, comparing informational and utilitarian reinforcement groups of brands. A natural between-subjects experiment with 1,016 consumers was realized. The results indicated that when brands offer more reinforcements a higher correspondence between intention and purchase was observed and that the learning history was a predictor in all experimental groups. These results contribute to the empirical validation of the behavioral model in consumption.