We explore some of the challenges in forecasting customer acceptance of products that revolutionize product categories or define new categories. Specifically we address future conditioning, full information, user experience, user control, and active search. We describe a new method based on...

Includes bibliographical references (p. 23-27).

When encountering novel products, people typically use analogies to familiar products to describe or “make sense” of new ones. When cell phones were first introduced, for example, they were compared to land-line phones and walkie-talkies. The areas of product knowledge from which people draw...

This study investigates how people's satisfaction judgments are modified after they interact with other group members. It integrates research on customer satisfaction and social influence to develop hypotheses about how an individual's satisfaction is influenced by discrepancies between her...