Spillover effects from unintended trials on attitude and behavior: Promoting new products through access-based services

• Main Authors: LEHR, Adrian, BUETTGEN, Marion, BENOIT, Sabine, MERFELD, Katrin
• Format: text
• Language: English
• Published: Institutional Knowledge at Singapore Management University 2020
• Subjects: access-based services; attitudinal change; e-mobility; field study; information integration theory; involvement; trial effects; unintended trial; word of mouth (WOM); Marketing; Sales and Merchandising
• Online Access: https://ink.library.smu.edu.sg/lkcsb_research/7588; https://ink.library.smu.edu.sg/context/lkcsb_research/article/8587/viewcontent/Positive_Spillover_Effects_sv.pdf
• Institution: Singapore Management University

Access-based services (ABS) provide an opportunity for brands to promote their new products by enabling (unintended) trials. However, the mechanisms and impact of consumer exposure to products in ABS and the subsequent potential spillover effects on both the brand and the product perception are largely unknown. Our hypotheses are derived from the information integration theory (IIT) and subsequently tested. Study 1 is a field study investigating an unintended trial moderated by involvement and positive experience. The results indicate the positive effects of the unintended trial on product and brand attitudes, brand purchase intention, and word of mouth. In line with IIT, these effects are more pronounced for positive trial experience, although in contrast to IIT, they are less pronounced for high-involvement consumers. While the results of Study 2, an online experiment, show substantial effects of both trials compared with nontrials, they also reveal that intended and unintended trials have a similar impact on attitude, but ABS experiences have a stronger positive impact on brand purchase intention. We thus recommend that brand managers promote not only new products but also their brands in unintended trials. This study fills a gap in current discussions about the trial effect(s) of ABS.