Innovation Sequences over Iterated Offerings: A Relative Innovation, Comfort, and Stimulation Framework of Consumer Responses

Details

Serval ID
serval:BIB_16EA372A78E6
Type
Article: article from journal or magazin.
Collection
Publications
Institution
Title
Innovation Sequences over Iterated Offerings: A Relative Innovation, Comfort, and Stimulation Framework of Consumer Responses
Journal
Journal of Marketing
Author(s)
Heath T. B., Chatterjee S., Basuroy S., Hennig-Thurau T., Kocher B.
ISSN
0022-2429 (Print)
1547-7185 (Electronic)
Publication state
Published
Issued date
11/2015
Peer-reviewed
Oui
Volume
79
Number
6
Pages
71-93
Language
english
Abstract
Innovations commonly involve changes to iterated market offerings (e.g., new games, car models, film sequels). To better understand consumer iteration responses, the authors develop and test a theoretical framework grounded in (1) prior innovations serving as reference states (comparators) for later innovations and (2) consumer desires for both comfort and stimulation. In Study 1's online game, prior innovations and loss aversion (greater loss than gain impact) moderate evaluations of current innovations, whereby an introduction-weaker-stronger innovation sequence (Periods 1-3 of four periods) generates more entertainment than an introduction-stronger-weaker sequence because the former's weak-opening-then-rise does less harm than the latter's strong-opening-then-drop. Study 2 replicates Study 1 and shows that an introduction-weaker-weaker sequence produces enough habituation and diminishing negative returns to outperform an introduction-stronger-weaker sequence at Period 4. Study 3 offers marketplace corroboration with a film industry test in which minor (fewer) innovations perform better (e.g., sales, return on investment) earlier in franchises, whereas major (many) innovations perform better later, thereby reconciling prior research's opposing prescriptions for the use of major versus minor sequel innovations. The framework and results implicate carefully sequenced innovations for managing consumer iteration responses, including the possibility of interspersing weaker/minor innovations among stronger/major innovations.
Keywords
product iterations, innovation, new products, brand management, movies
Web of science
Create date
27/05/2016 15:09
Last modification date
21/08/2019 6:15
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