Working Paper

The Trajectory of Confidence: Experience, Certainty, and Consumer Choice

Matthew D. Rocklage, Jonah Berger and Reihane Boghrati

Jul 24, 2024

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Uses lab experiments and analyzes 3.7 million online reviews from almost 100,000 consumers spanning nearly 30 years to determine how consumer confidence changes in the course of experience with product categories and brands and the effect this has on subsequent consumer choice and brand loyalty.

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