ABSTRACT
Studies of the impact of product attractiveness on research participants’ preferences provide invaluable insights. However, preferences, purchase intentions, and other evaluations may not always be equivalent to consumers’ actual purchasing behavior (Eagly & Chaiken, 1993; Ji & Wood, 2007). That is, although an individual may express a preference for a product or an intention to purchase the product, this doesn’t necessarily ensure that the individual will complete the behavior of purchasing the product. Failure to behave according to reported intentions may occur for a variety of reasons (e.g., intentions change before the opportunity for purchase arises; cost or other constraints prevent purchase despite intentions). Thus, it is important to demonstrate a relationship between attractiveness and actual product sales to bolster findings from research focusing on product preferences. This is the objective of the present research.
