Influencing In-Flight Purchasing

May 6, 2015  | Written by Terri Potratz

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In The Culture Issue of APEX Experience magazine, author Jason Kessler hones in on the recent findings of Pedro Gardete, assistant professor of Marketing at Stanford Graduate School of Business, who discovered that airline passengers are 30 percent more likely to make a purchase in-flight if their seatmate does so first.

Gardete published a report in 2014 that outlined his findings from data collected during a two-month period in 2012. More than 65,000 in-flight purchases made by 257,000 passengers were analyzed across 2,000 flights – and the results have serious implications to airlines’ ancillary revenue. Read more about Gardete’s findings in our “Influential Neighbors” story within the magazine, or read the full report online.