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Constructive Consumer Choice Processes
Abstract
Consumer choices concerning the selection, consumption, and disposal of products and services can often be difficult and are important to the consumer, to marketers, and to policy makers. As a result, the study of consumer decision processes has been a focal interest in consumer behavior for over 30 years (e.g., Bettman, 1979; Hansen, 1972; Howard & Sheth, 1969; Nicosia, 1966). One can infer from recent trends in the nature and structure of the marketplace that the importance of understanding consumer decision making is likely to continue. Rapid technological change, for instance, has led to multitudes of new products and decreased product lifetimes. In addition, new communications media, such as the World Wide Web, have made enormous amounts of information on options potentially available (Alba et al., 1997). Further, consumers are often asked to make difficult value tradeoffs, such as price versus safety in purchasing an automobile, environmental protection versus convenience in a variety of goods, and quality of life versus longevity in complex health care decisions.
How do consumers cope with the decisions they must make, some of which involve difficult tradeoffs and uncertainties? One approach to studying consumer decisions has been to assume a rational decision maker with well-defined preferences that do not depend on particular descriptions of the options or on the specific methods used to elicit those preferences. Each option in a choice set is assumed to have a utility, or subjective value, that depends only on the option.
... To simulate these distinct patterns, they propose an ABM where agents have a set of four different DM heuristics to decide their choices, which represent consumers' purchases. These four DM heuristics differ in the degree of exploration in both the set of available brands and the set of attributes that drive consumers' decisions (i.e., drivers), ranging from pure optimal choices to faster, satisfying decisions [2,19]. Based on real-world data in several markets, they show that the most accurate parameterization of the ABM is achieved by a combination of these four heuristics, i.e., when agents in the population do not use a single DM heuristic, but a combination of the four. ...
... 1 Finally, at the agent level, each individual agent has a distinct behavioral pattern, and thus 2 × K have to be learned at this level, where K >> |S| is the number of agents in the ABM. 2 Thereby, increasing the number of parameters (i.e., defining the ML task at each level) also increases the complexity and dimensionality of the problem, where multi-modal and interpretable solutions are also desired. Therefore, the use of advanced EAs becomes convenient for learning behavioral patterns and consequently improving the global accuracy of the system. ...
... With this aim, we propose the use of different EAs to learn agents' behavioral patterns in the marketing ABM presented 1 The number of segments in real-world markets is in the order of tens. 2 The number of agents in real-world markets is in the order of thousands. ...
... First, empirical studies have demonstrated that intrinsic review characteristics (e.g., review length, review extremity) are the primary factors that influence review helpfulness scores [10,12]. However, even though there is scant evidence suggesting that intrinsic review characteristics (e.g., lack of information discussed in Connors, Mudambi and Schuff [13]) drive unhelpfulness scores, the Meta Goal-Based Choice Model [14] suggests otherwise. To resolve this tension, we propose our first research question: RQ1: Is a review unhelpfulness score influenced by intrinsic review characteristics that drive a review helpfulness score? ...
... In this section, we draw on established theories to develop a theoretical background that guides our empirical analyses. To this end, we combine a meta goal-based choice model [14] with balance theory [17] in a two-step theorization. The meta goal-based choice model summarizes a set of choice heuristics that humans apply due to limited mental processing capacity [13]. ...
... Presented with hundreds of reviews for a focal restaurant, should reviewers give helpful votes to all reviews that are rich in helpful cues and give all other reviews unhelpful votes? The meta goal-based choice model [14] suggests that in such situations, individuals resolve this problem by applying a choice heuristic guided by four principles: (1) maximizing choice accuracy, (2) minimizing cognitive effort required to make a choice, (3) minimizing negative emotion when making a choice, and (4) maximizing ease of justification for the choice. Bettman et al. [14] note that the relative weight of these principles for making decisions depends on the characteristics of the decision problem; that is, the four principles are not equally important to all decisions. ...
Evaluating the helpfulness of online reviews supports consumers who must sift through large volumes of online reviews. Online review platforms have increasingly adopted review evaluating systems, which let users evaluate whether reviews are helpful or not; in turn, these evaluations assist review readers and encourage review contributors. Although review helpfulness scores have been studied extensively in the literature, our knowledge regarding their counterpart, review unhelpfulness scores, is lacking. Addressing this gap in the literature is important because researchers and practitioners have assumed that unhelpfulness scores are driven by intrinsic review characteristics and that such scores are associated with low-quality reviews. This study validates this conventional wisdom by examining factors that influence unhelpfulness scores. We find that, unlike review helpfulness scores, unhelpfulness scores are generally not driven by intrinsic review characteristics, as almost none of them are statistically significant predictors of an unhelpfulness score. We also find that users who receive review unhelpfulness votes are more likely to cast unhelpfulness votes for other reviews. Finally, unhelpfulness voters engage much less with the platform than helpfulness voters do. In summary, our findings suggest that review unhelpfulness scores are not driven by intrinsic review characteristics. Therefore, helpfulness and unhelpfulness scores should not be considered as two sides of the same coin.
... it results in a subsequent search cost reduction (Lynch Jr. & Ariely, 2000) providing opportunities for optimal decision-making Atkin and Thach, 2012). Nevertheless, this access to information and reduction of information asymmetry does not allow optimal situations because consumers are limited, especially in their cognitive capacity for processing information (Bettman et al., 1998). This abundance of information and choices, far from being perceived as an opportunity, is stress-provoking, especially for low-involved wine consumers (Barber et al., 2007). ...
... Consumers can decide to purchase wine beforehand but will leave the decision about the precise wine they will select until they are in the store (Parsons and Thompson, 2009). They may have no well-defined preference before entering the store or restaurant and will construct it when faced with the need to make a decision (Bettman et al., 1998). They would then face knowledge and choice uncertainty based on some certainties they may have acquired about specific quality cues, considered as sub-decision (Mitchell, 1992). ...
... The use of risk reduction strategies increases with the complexity of the product (Johnson & Bruwer, 2004a). Decision heuristics is the habit to focus on only a few characteristics of a product to make the decision when facing too complex a choice or information availability (Bettman et al., 1998). Chaney (2000) studied the importance of decision heuristics for wine buyers and realized that extrinsic cues had a direct influence on purchasing decision. ...
In this conceptual article, we propose to investigate the intrinsic motivations of wine appreciation platform user communities, such as Vivino. By helping to reduce the stress linked to the complexity of the purchasing and tasting experience, which we call wine stress, these technologies increase the pleasure of participating in the community and gamify the sharing of knowledge via the platform. At the same time, exposing the user both to social exposure within the community of wine enthusiasts, and thus to peer judgment, but also to cognitive dissonance in the tasting experience.
... An increasing number of products require warning labels due to public safety concerns, liability lawsuits, and evolving government regulations (Argo & Main, 2004) [4] . Consequently, public policymakers and marketers have focused on the effectiveness of product warnings. ...
... Conversely, nonaliterate consumers should demonstrate different levels of comprehension of written product warnings when a time constraint is imposed because their reading behavior should have impeded. [4,34] . Under time constraints, consumers are more likely to use heuristics to aid their decision-making (Kaplan, Wanshula, & Zanna 1993) [22] . ...
... If our goal is to help people make better choices, we should have some idea of when people feel that they have chosen well. A number of researchers have investigated this question (see, e.g., [5,10,47,111]). Although the specific answers and terminology vary, the criteria listed in Table 2 are widely accepted among the relevant researchers (for a more detailed discussion, see [53, sect. ...
... The goal is essentially to base the recommendation of options on predictions of the choices that the group would arrive at if the members did interact, taking into account general knowledge and/or collected data about typical phenomena of group dynamics or group decision making. 10 One variant of this approach has been explained by Tkalčič et al. [105,Section 9.2]. Referring to Quijano-Sanchez et al. [90] and other works, these authors show how a computational method for predicting the choice of a group can take into account not only the (estimated) evaluations of options by individual group members but also: ...
... Although women have paved their way through the glass ceiling of economic discrimination through higher profile jobs in corporate sectors over the past decades, studies showcase that women perceive financial decision-making as a traumatic and stressful process due to their lower financial knowledge, fewer informal networks, lower self-efficacy levels and risk-averse behaviours (Furrebøe & Nyhus, 2022;Gudjonsson et al., 2022;Kaur & Vohra, 2012;Sotiropoulos & d'Astous, 2013). Loibl et al. (2007) and Bettman et al. (1998) stated two strategies that women mostly adopt when making financial-product purchase decisions: emotion-focused coping and problem-focused coping. Emotion-focused coping describes an individual's tendency to Behav. ...
... 2025, 15, 58 5 of 26 avoid further discussion regarding financial decisions (Kaur & Vohra, 2012;Loibl et al., 2007), and problem-focused coping is based on an individual's desire to determine the best decision among all the alternatives (Kaur & Vohra, 2012;Loibl et al., 2007). The findings gathered from these studies conducted by Loibl et al. (2007) and Bettman et al. (1998) revealed that women who employ problem-focused coping tend to have a lexicographic decision style in which they prefer to make a judgement on the past performance of portfolios. However, in some cases, due to increases in the magnitude and frequency of negative emotions, women displayed strong avoidance behaviour, which greatly hindered their decision-making process. ...
The paper aims to examine the relationships between behavioural biases (such as overconfidence and herding) and the rational behaviour of Australian female consumers when making financial decisions. In doing so, the paper showcases the financial illiteracy of Australian female consumers when confronted with irregularities within the Australian financial markets. From a theoretical standpoint, the study adopts the notions of the adaptive market hypothesis (AMH) to understand the reasoning behind the relationships between behavioural biases (such as overconfidence and herding) and the rational behaviour of Australian female consumers when making decisions rationally. Using a quantitative approach, a structural equation modelling (SEM) was conducted on the proposed theoretical framework with a cleaned dataset of 357 Australian female consumers, which revealed that behavioural biases significantly influence each stage of rational decision-making when making financial decisions. More precisely, the structural equation modelling (SEM) showcases that herding behaviour has a significant positive relationship with the information search and evaluation of alternative stages when making financial decisions. However, overconfidence behaviour has a significant negative relationship with demand identification and evaluation of alternative stages when making financial decisions. Moreover, the findings also showcase that the proposed theoretical model closely fits with the data utilised, indicating that Australian female consumers do follow rational decision-making when making financial decisions. Additionally, the findings revealed that the education and income levels of Australian female consumers positively influence the stages of rational decision-making. The findings also contend that Australian female consumers have a risk-averse attitude (i.e., within three key hypothetical scenarios) towards financial decisions due to the presence of financial illiteracy. Hence, it is strongly suggested that financial institutions highlight the calculative benefits and returns from financial product purchases in advertising and promotions in a way that appeals to female consumer segments.
... The primary citing article is by Botti in 2022, [15] which looks at the nuances of choice freedom. Leading cited articles include works by Bettman et al., [16] Iyengar et al., [17] and Simonson, [18] addressing issues related to consumer choice and psychological aspects. ...
... Through the lens of literature over the decades, one can trace a compelling trajectory of thought paradigms that have enriched this discourse. [32] 10.2307/1914185 5 0.14 JR Bettman et al. [16] 10.1086/209535 1 0.12 JW Payne et al. [28] 4 0.09 ME Ben-Akiva & SR Lerman [21] 2 0.09 KE Train [20] 10.1017/CBO9780511805271 2 0.09 I Ajzen [25] 10.1016/0749-5978(91)90020-T 3 0.08 KJ Lancaster [24] 10.1086/259131 3 0.07 R Dhar & K Wertenbroch [12] 10.1509/jmkr.37.1.60.18718 0 0.07 HA Simon [36] 10.2307/1884852 6 0.07 D McFadden & KE Train [22] 10.1108/EB028592 6 The late 1990s marked a pivotal juncture in antitrust reflections. ...
... A elicitação de preferências via pesos nos atributos se origina daárea de análise de decisão, onde a utilidade de multi-atributosé utilizada como um padrão para a tomada de decisão [Bettman et al. 1998]. Esses atributos normalmente são um conjunto de palavras que descrevem os itens associados a um contexto numa escala indicando do melhor valor para o pior valor, como por exemplo, para o contexto de preço os atributos seriam "muito bom, bom, ruim, o pior, muito ruim" [Bettman et al. 1998]. ...
... A elicitação de preferências via pesos nos atributos se origina daárea de análise de decisão, onde a utilidade de multi-atributosé utilizada como um padrão para a tomada de decisão [Bettman et al. 1998]. Esses atributos normalmente são um conjunto de palavras que descrevem os itens associados a um contexto numa escala indicando do melhor valor para o pior valor, como por exemplo, para o contexto de preço os atributos seriam "muito bom, bom, ruim, o pior, muito ruim" [Bettman et al. 1998]. Desta forma, cada atributo que o usuário interage possui um peso se baseando em gostos maiores que outros. ...
Um problema bastante conhecido em Sistemas de Recomendação é o chamado Cold Start User que refere-se ao fato de que, quando um usuário começa a utilizar um sistema não existem informações que permitam gerar boas recomendações para este usuário. Alguns Sistemas de Recomendação procuram resolver isto apresentando itens e pedindo que os usuários realizem a avaliação destes itens. Aqui algumas questões envolvidas são: (1)quais itens selecionar para serem apresentados, (2)qual a quantidade de itens e a (3)qual a forma de apresentar estes itens. O presente artigo, discute um pouco estas questões e no caso da última apresenta um experimento e avaliação feitas com usuários.
... In educational attainment, a significant proportion of the respondents held a Master's or Ph.D., and it was noted that this could lead to a more critical evaluation of online health information. Studies by Bettman et al. [49] and Case [50] support this finding, stating that individuals with higher educational qualifications are more discerning in their health information-seeking behavior and prefer detailed, credible, and evidence-based information. For marital status, the influence of marital status on health information-seeking behavior, with married individuals showing a higher tendency to seek health information online, aligns with findings from studies like Dutta-Bergman [51], who noted that married individuals often seek health information for both personal and family reasons. ...
... Bettman et al. [49] Institutions should consider providing shared facilities or support programs to ensure that all academic staff, regardless of personal resources, can access reliable health information, thereby promoting equitable health outcomes across the workforce. Table 3 illustrates the preferred websites for internet searches, revealing that a substantial portion of respondents (44.1%) rely on Google as their primary source of information. ...
BACKGROUND
The increasing reliance on the internet for health information necessitates understanding various factors influencing health information-seeking behaviors and satisfaction levels among users. These insights can inform strategies to improve the quality and accessibility of health information.
OBJECTIVE
This study aimed to investigate the socio-demographic factors affecting internet health information-seeking behaviors, the types of health information sought, the timeliness and trust associated with information sources, and user satisfaction regarding online health information.
METHODS
A quantitative cross-sectional survey was conducted among 376 participants, utilizing structured questionnaires to collect data on various aspects of health information-seeking behavior. Statistical analyses, including Chi-square tests and frequency distributions, were performed to evaluate the relationships between socio-demographic factors and health information-seeking behaviors.
RESULTS
The findings revealed significant associations between the duration of teaching, health insurance status, estimated income, and the duration of employment with health information-seeking behaviors (p < 0.05). The most sought-after health information types included specific medical conditions and treatment methods. Satisfaction levels varied across categories, with a majority of respondents expressing positive sentiments toward online searches, website information sources, and the usefulness of the information received.
CONCLUSIONS
The study underscores the importance of socio-demographic factors in shaping health information-seeking behaviors and highlights the need for improved credibility and trust in online health information sources. Stakeholders in health communication should prioritize the development of reliable online health information platforms and enhance user education on navigating these resources effectively. This study contributes valuable insights into the dynamics of health information-seeking behaviors, emphasizing the critical role of socio-demographic factors and the need for high-quality, trustworthy health information in promoting informed health decisions.
... Preference elicitation tools and techniques [38] are used to assist human decision-makers in overcoming some of their inherent memory or knowledge limitations, extracting information from the user's mental representation of that preference and translating it into a representation through which the system can reason. However, the constructive nature of human preferences implies that the interaction between the system and a user can greatly influence the quality of the preference information [26,47,73] and the user's acceptance of the results provided by the system [12,20]. Prior work has shown that such preference elicitation systems need to be (1) collaborative to facilitate seamless information exchange between the user and the system [72], (2) contextualized to the decision-making process [20,70,75,87], and (3) incremental to account for evolving preferences [6,73,75]. ...
... Similar effects have been observed in negotiation settings [30]. These findings align with the goal of maximizing the ease of justifying a decision, as identified by Bettman et al. [12]. ...
A critical factor in the success of many decision support systems is the accurate modeling of user preferences. Psychology research has demonstrated that users often develop their preferences during the elicitation process, highlighting the pivotal role of system-user interaction in developing personalized systems. This paper introduces a novel approach, combining Large Language Models (LLMs) with Constraint Programming to facilitate interactive decision support. We study this hybrid framework through the lens of meeting scheduling, a time-consuming daily activity faced by a multitude of information workers. We conduct three studies to evaluate the novel framework, including a diary study to characterize contextual scheduling preferences, a quantitative evaluation of the system’s performance, and a user study to elicit insights with a technology probe that encapsulates our framework. Our work highlights the potential for a hybrid LLM and optimization approach for iterative preference elicitation, and suggests design considerations for building systems that support humansystem collaborative decision-making processes.
... Key findings on the interface of the topic and the adopted theory are commonly formalized in a set of theoretical propositions (e.g., Dootson et al., 2018;Sheth & Parvatlyar, 1995), which may also be depicted visually in a conceptual framework (Hollebeek et al., 2019;Srivastava et al., 1998). For example, drawing on rational choice theory, Bettman et al. (1998) Third, though conceptual articles contain a literature review, "a more or less systematic way of collecting and synthesizing previous research" (Snyder, 2019, p. 333), these articles extend beyond the former's scope (Palmatier et al., 2018). Specifically, conceptual articles chart into new territory (e.g., by proposing a new concept or by integrating existing theoretical entities in new ways), reflecting an important forward-looking aspect (Yadav, 2010) that has the potential to steer future scholarship in new directions (Lee & Kim, 2023). ...
... Though conceptual proposition-based research accounts for a significant portion of published conceptual work in P&M (e.g., Bettman et al., 1998), relatively few guidelines for its development exist (Denyer et al., 2008;MacInnis, 2017). Propositions, "novel statements specifying relationships between concepts" (Ulaga et al., 2021, p. 396 to make predictions about cross-cultural customer engagement. ...
The declining number of conceptual articles, particularly in psychology and marketing (P&M), represents a key concern for the continued advancement of the body of knowledge. Proposition-based works, a key conceptual article subtype, offer theoretical propositions that introduce new concepts and theorize regarding their specific theoretical associations. However, relatively few guidelines for the preparation of these articles exist, leaving scholars in the dark regarding their development. Addressing this gap, we propose a framework summarizing the development of proposition-based research, offering a step-by-step guide to craft these contributions. The framework identifies the (1) key role of topic (e.g., a focal P&M concept) problematization and motivation, which may be an existing but under-explored or a new-to-P&M topic, and (2) application of a broader (e.g., meso-or macro-foundational) theory to frame the topic, which should exhibit a level of fit with one another. The framework also suggests that the chosen topic and theory co-infuse the development of the model and propositions, for which we provide relevant guidelines. We link this theoretical co-infusion process to prior intra-proposition recommendations (i.e., propositional clarity, consistency, conciseness, and contribution), which are supplemented with the proposed inter-proposition guidelines of propositional conceptual distinctiveness, comprehensiveness, and coherence.
... Key findings on the interface of the topic and the adopted theory are commonly formalized in a set of theoretical propositions (e.g., Dootson et al., 2018;Sheth & Parvatlyar, 1995), which may also be depicted visually in a conceptual framework (Hollebeek et al., 2019;Srivastava et al., 1998). For example, drawing on rational choice theory, Bettman et al. (1998) Third, though conceptual articles contain a literature review, "a more or less systematic way of collecting and synthesizing previous research" (Snyder, 2019, p. 333), these articles extend beyond the former's scope (Palmatier et al., 2018). Specifically, conceptual articles chart into new territory (e.g., by proposing a new concept or by integrating existing theoretical entities in new ways), reflecting an important forward-looking aspect (Yadav, 2010) that has the potential to steer future scholarship in new directions (Lee & Kim, 2023). ...
... Though conceptual proposition-based research accounts for a significant portion of published conceptual work in P&M (e.g., Bettman et al., 1998), relatively few guidelines for its development exist (Denyer et al., 2008;MacInnis, 2017). Propositions, "novel statements specifying relationships between concepts" (Ulaga et al., 2021, p. 396 to make predictions about cross-cultural customer engagement. ...
The declining number of conceptual articles, particularly in psychology and marketing (P&M), represents a key concern for the continued advancement of the body of knowledge. Proposition‐based works, a key conceptual article subtype, offer theoretical propositions that introduce new concepts and theorize regarding their specific theoretical associations. However, relatively few guidelines for the preparation of these articles exist, leaving scholars in the dark regarding their development. Addressing this gap, we propose a framework summarizing the development of proposition‐based research, offering a step‐by‐step guide to craft these contributions. The framework identifies the (1) key role of topic (e.g., a focal P&M concept) problematization and motivation, which may be an existing but under‐explored or a new‐to‐P&M topic, and (2) application of a broader (e.g., meso‐ or macro‐foundational) theory to frame the topic, which should exhibit a level of fit with one another. The framework also suggests that the chosen topic and theory co‐infuse the development of the model and propositions, for which we provide relevant guidelines. We link this theoretical co‐infusion process to prior intra‐proposition recommendations (i.e., propositional clarity, consistency, conciseness, and contribution), which are supplemented with the proposed inter‐proposition guidelines of propositional conceptual distinctiveness, comprehensiveness, and coherence.
... Individuals employ diverse strategies for acquiring information, and these approaches can be influenced by the specific task at hand (Capon & Burke, 1980). Furthermore, the nature of decision-making environments (Bettman et al., 1998) suggests that the manner in which stimuli are presented can significantly impact the judgment process. Likewise, the patterns of information acquisition by consumers are strongly influenced by the format of the information (Bettman & Kakkar, 1977). ...
... Individuals have preferred information acquisition strategies, and these strategies may be modified by the task (Capon & Burke, 1980). The constructive nature of decision environments (Bettman et al., 1998) also suggests that the presentation of the stimulus influences how a judgment is made. Similarly, consumers' acquisition patterns are strongly affected by the format of the information (Bettman & Kakkar, 1977). ...
This article details the theoretical foundation of haptics in consumer research. We structure the review using a continuum from proximal touch‐based interactions to increasingly distal interactions through devices, imagery, or language use. We begin with a focus on product/object touch in marketing highlighting touch for haptic information, touch for haptic pleasure, and touch for nonhaptic functional reasons. We then elaborate on research considering work compensating for actual touch through various mechanisms including device‐mediated touch and imagery processing. Next, we examine interpersonal touch followed by a discussion on touch in sensory words and textual paralanguage. The authors note various avenues for future research in haptics with the aim to encourage research in consumer psychology and marketing.
... Advertisements can inform and educate consumers about products, services, and ideas. Advertisement also provides information about a product or service, increases consumer knowledge and leads to more informed purchasing decisions (Bettman et al., 1998). It helps to promote social issues, such as public health campaigns, increase awareness and understanding of important issues among the public (Waters et al., 2015). ...
This paper examines the use of visual communication in advertising, specifically focusing on the social semiotics analysis of selected billboards in Awka metropolis. The research explores how billboards use visual signs and symbols to convey meaning, and how these meanings are interpreted by the target audience. The study adopts a qualitative research design, using content analysis and social semiotics and multimodality as frameworks for data analysis. The finding of the research contributes to our understanding of the role of visual communication in advertising and provides insights into the effectiveness of billboards as a medium of advertising in the Awka metropolis. The study also has practical implications for advertisers on how to use visual communication effectively on billboards to reach the target audience.
... Second, the literature on constructive consumer choice suggests that, in response to contextual effects, preferences could also be constructed (rather than revealed) in the elicitation process (Gregory et al. 1993). Since constructive process generally implies contingent choices (Bettman et al. 1998), location choices may reveal individuals' reaction to situational factors and context effects (Zubcsek et al. 2017). In this regard, the individual's mobility is likely to capture additional information that is otherwise unobserved to organizations or researchers. ...
... Preference refers to choosing one option over another based on the degree of desirability or usefulness (Bettman et al. 1998;Tversky and Thaler 1990). The concept of preferences has been studied across various academic disciplines, with each offering unique perspectives: economics focuses on value creation, psychology examines individual expectations and experiences, and sociology considers cultural and social contexts (Simonson and Tversky 1992;Slovic 1995). ...
This study investigates how standardization and customization influence AI service quality and their subsequent effects on user satisfaction and continuous intention to use, with a focus on AI service preference as a moderating factor. Analysis of 1032 survey responses using PLS-SEM revealed that while standardization positively affects AI service quality dimensions, customization shows a stronger positive impact. AI service satisfaction significantly influences continuous intention to use. Additionally, AI service preference demonstrates dual moderating effects: positive between AI system quality and satisfaction and negative between AI recommendation quality and satisfaction. These findings provide valuable insights for service providers seeking to enhance their market competitiveness through AI-based services.
... Research on competitive choice scenarios often represents choosing as a process of accessing and combining attribute information about different alternatives, where the overall evaluation of each alternative is the product of some attribute-based computation 29,30 . Notably, prior research suggests that individuals adapt their evaluation strategies depending on the nature and complexity of the choice task, and may shift between different strategies based on context 31,32 . ...
Affective feelings exert a powerful influence on decision making, even when the source of those feelings is incidental, i.e., unrelated to the decision at hand. Research on the role of affect in decision making has typically focused on how incidental affect shapes evaluations of an individual target, and thus decisions about how to engage with that target. It is less clear, however, if and how individuals use their incidental affective feelings when evaluating and comparing multiple competing targets and deciding which one to choose. To investigate this, we modified the Affect Misattribution Procedure (AMP) to include two competing targets, presented sequentially, that individuals needed to choose between. In two pre-registered studies (N = 196 and N = 214), participants were presented with pairs of landscape images (e.g., beaches, lakes) and asked to choose which image in the pair they liked more. Each landscape was preceded by an affective prime: a briefly flashed image of a face that was either smiling (a positive prime), scowling (a negative prime), or neutral (a neutral prime). We found that participants were significantly more likely to choose landscapes preceded by primes of more positive valence, and this effect was driven by trials on which the positive prime came second. Our studies demonstrate that decision makers use their incidental affective feelings when making choices among competing alternatives, and introduce a novel methodology for understanding the constructive role of affect in preference formation.
... According to Reference [82], choice and store variety, convenience, amenities, social aspects, and service quality have a significant impact on customer behavior. Reference [83] defined consumer choice as the process of choosing, consumption, and discarding goods and services. They discovered that a variety of elements, including time, context, pressure, the quantity of options available, and even the environment, can influence consumer choice. ...
The study examined the factors influencing market place quality from shoppers’ and shop owners’ perceptions using Alasinloye market place as a case study, with a view to analyzing what shoppers and shop owners value, the environmental situation of the markets, and the quality of management. The study identified the socio-economic and social characteristics of shoppers and shop owners and identified the physical and design characteristics of the market area. Assess the environmental quality; examine the factors that drive or inhibit patronage in the market. Data for this research were acquired from both secondary and primary sources. The questionnaire was administered using a systematic random sampling technique to shoppers and shop owners inside the market area. From two thousand shops (2,000) shops owners in the study areas, four hundred and eighty (480) shops owners were selected for questionnaire administration, signifying 24%. The average population of shoppers that patronized the Alasinloye market in a day, amount to fifteen thousand and six hundred shoppers (15600). Seven hundred and eighty (780) shoppers were selected as the sample size representing 5%. ANOVAL, regression, and descriptive statistics tools were employed to analyze the data. The results obtained show that a Physical Characteristics Index (PCI) of 3.42 was obtained from shoppers, whereas shop owners had 4.21. The perception of Social Characteristics Indices (SCI) of 3.66 was obtained from shoppers, whereas shop owners had 3.55. The results of experts’ perception of the Design Characteristics Index (DCI) show that Alasinloye Market had 3.16. The result of the Market Quality Index (MQI) for the Alesinloye market is 3.44. The results on the relationships between the shoppers’ and shop owners’ socio-economic characteristics and market quality in Alesinloye market show that gender, age, level of education, occupation, among others with Beta -0.165, 0.217, 0.361, 0.235 and p value<0.032, 0.003, 0.004, and 0.001 were significant. The results of the regression analysis displaying the correlation between socioeconomic characteristics, design characteristics, physical characteristics, social characteristics, and market quality shows F-value of 5.232E3 and p-value of 0.000. It was obvious that the relationship was significant. The study concluded that the influencing factors for shoppers and shop owners to market place patronage and quality are directly related to the socioeconomic characteristics of shoppers and shop owners, design characteristics and physical characteristics, and social characteristics of the market place.
... Hu et al. (2014) posit that numerical and textual ratings exert differential influences on search and purchase decisions: ratings primarily guide the initial search, while textual reviews gain prominence once a narrower set of reviews has been selected. Given that review readers typically encounter both choice and information overload-faced with numerous restaurants and potentially hundreds of reviews for each (Jones et al., 2004) -and possess limited time and cognitive capacity, they frequently employ simplifying processes or heuristics for decision-making (Bettman et al., 1998;Le Mens et al., 2019). One such straightforward and easily digestible piece of information is the numerical rating, along with its average, which often serves as an initial filter to narrow down the consideration set (Hu et al., 2014). ...
This study investigates the antecedents and consequences of internal evaluative consistency between verbal and numerical evaluations in online reviews. As an antecedent, we argue that the review's construal level affects its consistency, with abstract reviews being more internally consistent than concrete ones. As for consequences, we argue that internally consistent reviews are perceived as more helpful and useful. Empirically, we examine reviews from two major online review websites, Amazon and Yelp. To assess the internal evaluative consistency of reviews, we build a deep learning framework that analyzes review texts and predicts the "correct" rating and compares this predicted rating to the actual rating. We find confirmation for our predictions. Finally, we consider the implications of our findings for both theory and practice in the context of online reviews.
... Bettman et al. further propose the normative influence of the reference group, which is when the reference group allows consumers to express their values, i.e., they are motivated to improve themselves. Thus, when the reference group offers consumers some significant rewards or penalties, consumers obey the positive expectations of the reference group in their consumption decisions to gain appreciation or avoid punishment [26] This reveals that the reference group has a multifaceted effect when influencing consumption behavior. ...
Green consumption represents the fundamental driving force behind the development of an ecologically sustainable society. Consequently, the analysis of green consumption behavior patterns has attracted significant attention from scholars. Nevertheless, there is a paucity of research addressing the impact of reference group type on consumers' intentions to consume in an environmentally responsible way. Building on previous reports, this study presents the concept of individual perceived efficacy and examines distinctions among the impacts of three reference groups on consumers' intentions to consume green products: member, secondary, and aspirational groups. Findings from our experimental analysis demonstrate that the reference group type has a notable effect on consumers' green consumption intentions. Additionally, the green consumption behaviors of different reference groups positively influence consumers' green product consumption intentions by affecting individual perceived efficacy. Moreover, the size of the reference group exerts a moderating influence on the effect of reference group type on green consumption intentions. Specifically, a larger group size exerts a greater positive effect on green consumption intentions. This study advances the theoretical research framework of green consumption and offers insights for manufacturers to refine their marketing strategies for green products. Furthermore, it provides recommendations for environmental organizations and governmental bodies to enhance the promotion of green consumption.
... These strategies, intricately intertwined with contextual nuances, resist easy transferability. Thus, the formation of preferences emerges as a dynamic interplay between enduring and constructed elements (Bettman et al., 2008). The two perspectives on preference formation, far from being mutually exclusive, harmoniously coexist, mutually reinforcing one another's insights (Duarte & Raposo, 2010;Russell & Kamakura, 1997). ...
Strategic Human Resource Management practice (SHRMP) is a dual managerial concept that ensures optimal employee engagement in both creative and innovative dimensions to sustain organizational competitive advantage. However, this has been undermined by the previous studies. In this study, we applied signal theory to assess the effect of dual managerial-rated High Performance Work System
(HPWS) on employees’ engagement using multilevel data collected from 102 department heads and 360 lecturers of three selected Ethiopian public HEIs (Wachemo, Worabe, and Wolaita Sodo). R software output revealed that positive managerial-rated HPWS predicted engagement significantly (β =.349, SE=.125, β* =.293, p =.005 at confidence intervals of 95% [.104, .593]) while the total amount of
variance in engagement accounted for by positive managerial HPWS was 8.6%, R2 =.086. We conclude that dual HPWS have a positive impact on
employee engagement. Further researchers could expand managerial-rated dual HPWS to enhance employee engagement
... Still, the impact of these attributes on consumers' decision-making is not evident. While research suggests altruistic attributes are welcomed by consumers (Chernev & Blair, 2015;Romani et al., 2013), consumers often do not have stable preferences and rely on context to determine their decision (Amir & Levav, 2008;Bettman et al., 1998;Huber et al., 1982;Tversky & Simonson, 1993). However, whether and how the presence of altruistic attributes influences how consumers make trade-offs is unclear. ...
Brand managers increasingly add altruistic product attributes, such as fair trade or charitable donations, to their products to account for consumers’ increasing expectations of altruistic brand behavior. Despite the extensive amount of altruistic product attributes in today’s markets, it is unclear how these attributes affect consumer decision-making in different contexts. This paper particularly examines the influence of altruistic product attributes on the compromise effect. Through five experimental studies, we provide pioneering evidence that consumers face general difficulty in accepting trade-offs involving altruistic attributes and that altruistic attributes change the compromise effect substantially. While the well-established compromise effect, predicting a preference for middle options (compromises) over extreme options, holds for trade-offs between utilitarian attributes, it diminishes for altruistic trade-offs. Moreover, the trade-offs between utilitarian and altruistic attributes reverse the compromise effect, i.e., leading to a preference for extreme options. We also demonstrate that impression management moderates this effect.
... For instance, Inbar et al. (2011) have contended that the negative impact of a larger assortment gets exacerbated when consumers experience time pressure. In such a situation, consumers tend to employ a non-systematic process of evaluating the available options (Bettman et al., 1998), resulting in lower confidence and satisfaction with their choice (Haynes, 2009). Additionally, when choosing a tourist product, consumers seek novelty (Cohen, 1979), making the preference and familiarity of the available alternatives low (Jang & Feng, 2007). ...
Online sharing platforms offer countless choices and detailed product descriptions to consumers. In this study, we demonstrate the effect of choice and information overload on booking decisions using large-scale field data from Airbnb and observe an inverse U-shaped association. Furthermore, our results show that providing quality assurance of the product exacerbates the choice and information overload relationship. As a post-hoc analysis, we perform topic modeling to gain better insights into how product information influences booking decisions. Specifically, the post-hoc analyses show that the number of topics in the description has a positive association with the number of bookings. Furthermore, topic count moderates the information overload effect by intensifying the influence of product description on the number of bookings. Our findings have important implications for online sharing platforms, service providers, and travelers as they shed light on the detrimental effects of excessive variety and information on booking decisions.
... 6 Thus, if firms make changes based on areas highlighted in the feedback received from a vocal minority, they could leave the majority dissatisfied, leading to reduced sales. Further, a strand of literature suggests consumer-stated preferences are unclear and, consequently, lead to misinformation (Simonson 1989, Bettman et al. 1998. Firms making changes in their business based on such feedback might therefore inadvertently hurt their overall financial performance. ...
When small business owners in Rwanda start seeking feedback from some of their customers, we find that customers from whom feedback is not sought also respond to changes made by the businesses by increasing their sales at these stores.
... Literatur yang signifikan telah menunjukkan bahwa seringkali konsumen tidak memiliki preferensi yang telah ditentukan sebelumnya dan hanya mengambil dari memori kapan pun mereka perlu membuat penilaian atau pilihan (Bettman et al 1998). Sebaliknya, konsumen dipengaruhi oleh unsurunsur konteks, seperti pilihan yang ditetapkan. ...
Penelitian ini merekayasa seorang wakif pada wakaf saham terhadap transisi minset pada saat Zero Comaprison Effect. Tujuan penelitian ini adalah Penelitian ini bertujuan untuk mengetahui strategi pengembangan metode minat membayar zakat melalui wakaf saham di Indonesia yang dilihat tipikal persfektif minset seorang wakif. Metode analisis data dalam penelitian menggunakan metode Anova One Way dengan mmetofe experiemtnal Design 2 x 2. Hasil penelitian menunjukan bahwa Pada kondisi Wakif Deliberative Mindset cenderung lebih tinggi Kontrol saat ditawarkan pilihan produk wakaf terbaru yaitu wakaf saham dapat ditunjukan dari nilai rerata kelompok kontrol lebih tinggi dari pada rerata kelompok Deliberative Mindset. Kesimpulan selanjutnya yaitu Khusus untuk kelompok Pada kondisi Wakif Implemntal Mindset cenderung lebih rendah Kontrol saat ditawarkan pilihan produk wakaf terbaru yaitu wakaf saham. Dari uraian tersebut dapat ditunjukan bahwa minset dapat distimulus melalui kontrol Zero Comparison Effect dapat menjadi dasar dalam kegiatan edukasi wakaf saham.
... In particular, prior research suggests that complex stimuli inherently provide multiple aspects of engagement, enabling consumers to focus on different components across repeated interactions (e.g., Berlyne, 1955Berlyne, , 1970. It is thus not surprising that consumers often deploy diverse cognitive processes when evaluating complex products (Bettman et al., 1998;Lussier & Olshavsky, 1979;Payne et al., 1992) and that complex products and the exploration of cognitive flexibility are often associated (Isen, 2001;Jhang et al., 2012;Rodas et al., 2021). Building on these findings, we posit that when faced with a complex product, consumers naturally adapt their thinking to examine various facets of the product during repeat consumption. ...
Repeat consumption, a common aspect of consumers' daily lives, often results in hedonic adaptation such as satiation or boredom. In line with a growing body of research exploring methods to alleviate hedonic adaptation, this research proposes and finds that creative thinking can effectively reduce hedonic adaptation. Through five experiments conducted across various consumption contexts (music listening, video watching, photograph viewing, snack eating), we show that creative thinking reduces hedonic adaptation by fostering cognitive flexibility during repeat consumption (e.g., enjoying the same photograph from different aspects across repetitions). Supporting this underlying mechanism, the mitigating effect of creative thinking on hedonic adaptation attenuates when consumers' cognitive flexibility is constrained, or when the product itself possesses sufficient complexity that naturally encourages cognitive flexibility over repetitions. Overall, this research sheds light on how creative thinking helps alleviate hedonic adaptation in repeat consumption, with implications for marketing managers and practitioners.
... In identifying consumer coping strategies and heuristics in this context, we contribute to research on consumer decision-making (Hoyer, 1984;Kivetz & Simonson, 2000;Thøgersen et al., 2012). In keeping with the constructive model of consumer decision making (Bettman et al., 1998), our informants seemed to use these coping mechanisms to avoid negative emotions and/or to make their decision easier to justify to themselves or others. Future research could investigate the relative prevalence of the coping strategies identified in this research and attempt to identify patterns between the strategy used, the focal product, and the particular consumption goals in conflict. ...
Research on ethical consumption suggests consumers are motivated to consume products consistent with their moral identity. We use interpretive methods and identity theory as our lens to explore how consumers evaluate the ethicality of products during the purchase process. Our findings suggest the possibility that when informants shop, they try to determine the ethical biographies of products in order to purchase products that are consistent with their own moral identities. Ethical biographies of products consist of associations about the processes, resources, people, and places involved with a product’s provenance. However, our informants report that ethical biographies can create tensions among competing consumer values and identities, thereby necessitating the use of coping strategies and heuristics. This exploratory research contributes to research on ethical consumption by introducing the concept of ethical product biographies, by indicating a possible role of ethical product biographies in consumers’ ethical consumption decisions, and by suggesting a partial explanation for the oft-noted “attitude-behavior gap” in ethical consumption. Our findings can help guide future research that seeks to better understand how consumers attempt to make ethical consumption choices, thereby aiding marketers and policy makers interested in promoting ethical consumption.
... These strategies, intricately intertwined with contextual nuances, resist easy transferability. Thus, the formation of preferences emerges as a dynamic interplay between enduring and constructed elements (Bettman et al., 2008). The two perspectives on preference formation, far from being mutually exclusive, harmoniously coexist, mutually reinforcing one another's insights (Duarte & Raposo, 2010;Russell & Kamakura, 1997). ...
... The second points out that the item value varies according to its availability or scarcity. Understanding this strategy involves an analysis of consumer behavior from various perspectives, such as the economic school (Angelo et al., 2010;Bettman et al., 1998;Engel et al., 2005). ...
Dilemma: This teaching case raises a fundamental question:
Are the current company’s marketing strategies able to
sustain its growth, or should it consider focusing on digital
transformation?
Educational objective: To empower students in debating
complex issues, proposing alternatives for the company’s
future and considering business strategy, digital
transformation, and consumer behavior.
Background: The data collection for the case comprised
an in-depth interview with the group’s vice president and
documentary analysis based on news and information
about the retail group on the Internet and social networks.
The results indicated that the usage of heuristics, such as
anchoring, significantly impacts consumer choices.
Main topic: The marketing strategies of a food retail
company, Grupo Supernosso, in Belo Horizonte (MG), Brazil,
from the perspective of Consumer Behavior. It uses the
Theory of Planned Behavior and the Theory of Heuristics as its
theoretical bases. The case investigates how the company’s
actions can influence consumers’ purchasing decisions,
such as the organization of products on the shelves and the
architecture of the stores.
Audience: Undergraduate and postgraduate marketing
students and training programs for marketing and
management executives.
Originality/value: This study offers opportunities for
learning and debate about the future impacts on businesses,
considering that the competitive edge is based on the
emotional components of the consumer experience. The
case stimulates critical reflection on innovative alternatives
for sustaining the company in the face of emerging digital
disruptions.
Keywords: Consumer behavior. Teaching case. Food retail.
... When browsing, consumers construct an overall assessment of the merchandise available for later use, while in the shopping task, consumers are motivated to use the information immediately for a specific decision to be made (Johnson and Russo, 1984). They construct their consideration set based on the information available and choose the best alternative based on the given set (Bettman et al., 1998). For this task, the available information is processed in detail for immediate utilization. ...
... These strategies, intricately intertwined with contextual nuances, resist easy transferability. Thus, the formation of preferences emerges as a dynamic interplay between enduring and constructed elements (Bettman et al., 2008). The two perspectives on preference formation, far from being mutually exclusive, harmoniously coexist, mutually reinforcing one another's insights (Duarte & Raposo, 2010;Russell & Kamakura, 1997). ...
... Despite this, we assert that the selection of a hybrid product default policy will maintain influence on downstream purchase behavior, as the attribute acts as a carrier of meaning, transmitting product information (Briley et al., 2000). Consumers often prioritize visually prominent attributes during evaluation, a phenomenon known as selective processing (Bettman et al., 1998), and may use defaults to reduce uncertainty and infer relative value (Brown & Krishna, 2004). In the case of the opt-out hybrid product default policy, we posit that consumers may shift their reference point to include its information in their evaluation (Brown & Krishna, 2004), as the mode is automatically active during use. ...
In today's marketplace, products can feature both “green” and “non‐green” attributes and consumers, with the press of a button, can select their preferred operating mode (green vs. nongreen). In this research, we define such products as hybrid, arguing that their choice architecture design—specifically, the default operational mode—plays a pivotal role in influencing consumer evaluation and purchase behavior. In four experiments, we found that consumers view a hybrid product as more environmentally friendly when the green mode is the default setting and can be turned off (opt‐out), rather than when the green mode must be activated (opt‐in). Specifically, we show that, when efficiency (vs. effectiveness)—related attributes are valued, the opt‐out (vs. opt‐in) default policy enhances purchase behavior. Moreover, we find that this effect is mediated by green attribute centrality, in that consumers perceive the opt‐out (vs. opt‐in) default policy as more central. Finally, we find that the effect of default policy is stronger for consumers with an analytical, as opposed to a holistic, thinking style. This article contributes to both default policy and hybrid product literature and provides managerial implications for the design and promotion of hybrid products.
... Like, Snyder (1989) found that reducing message specificity decreases claim believability. This could be because specific advertising messages require less cognitive effort to process, whereas vague claims inhibit the ability to view the important characteristics of the concept being promoted (Bettman et al., 1998). In the context of health-related claims, Andrews et al. (2000) suggested the possible activation of persuasion-coping knowledge in consumers, while encountering generic claims like "healthier." ...
Purpose
This paper aims to examine the effect of three types of health-related claims (health, nutrition and ingredient) and product healthiness on situational skepticism toward the claims that appear on the front-of-package of food products. The effect of situational skepticism on the purchase intention of the product is further examined.
Design/methodology/approach
Two experimental studies were conducted with a 3 (health-related claims: health claim vs nutrition claim vs ingredient claim) × 2 (product healthiness: healthy vs unhealthy) between-subjects factorial design. Study 1 investigates the effects within a single product category (Biscuits) and Study 2 the effects across product categories (Salad and Pizza).
Findings
The results demonstrate that situational skepticism is the highest for health claims, followed by nutrition claims and the least for ingredient claims. In addition, situational skepticism is higher for claims appearing on unhealthy products vis-à-vis healthy ones. Finally, situational skepticism mediates the relationship between claim type, product healthiness and product purchase intention.
Research limitations/implications
This study contributes to the field of nutrition labeling by advancing research on information processing of nutrition labels through the lens of the persuasion knowledge model (Friestad and Wright, 1994). Specifically, this study contributes to a nuanced understanding of claim formats on how the language properties of the claim – its vagueness, specificity and verifiability – can affect consumer perception. This study finds that higher specificity, verifiability and lower vagueness of ingredient claims lead to lower skepticism and hence higher purchase intention.
Practical implications
Furthermore, this study incrementally contributes to the ongoing discussion about the claim–carrier combination by showing that health-related claims are better perceived on healthy compared to unhealthy products. Hence, managers should avoid health washing, as this can backfire and cause harm to the reputation of the firm.
Social implications
From a public policy point of view, this study makes a case for strong monitoring and regulations of ingredient claims, as consumers believe these claims easily and hence can be misled by false ingredient claims made by unethical marketers.
Originality/value
The scope of research on skepticism has largely been limited to examining a general individual tendency of being suspicious (i.e. dispositional skepticism) in health-related claims as well as other areas of marketing. In this research, the authors extend the scope by examining how specific types of claims (health vs nutrition vs ingredient) and product healthiness jointly impact consumer skepticism, i.e. situational skepticism.
... For example, branding research draws on associative network theories of memory (Anderson, 1983(Anderson, , 1993(Anderson, , 1996Anderson & Bower, 1973, 1974, 2014Anderson & Milson, 1989) to explain how consumers process brand information (Keller, 1993(Keller, , 2003, including in the context of decision-making (Bettman et al., 1998). ...
This research reveals the presence, in online survey data, of a key pattern documented in psychology lab research: the Mirror Effect. The Mirror Effect occurs when unfamiliar stimuli are unexpectedly recognized as accurately as familiar stimuli, or more accurately. Using a set of familiar and unfamiliar words (as determined by lexical frequency), we first report that we can robustly replicate psychology lab research in an online survey, detecting the Mirror Effect. We then apply the same analytical approach to surveying consumer recognition of everyday brands (supermarkets, banks and car brands). We find that unfamiliar brands can be recognized with the same level of accuracy as familiar brands, and this effect is stronger than age and gender memory biases present in the data. However, we detect a boundary condition for branded apps, which are extremely unfamiliar brands competing in highly fragmented marketplaces, so very few get downloaded or used. For these digital brands, we find a Concordant Effect, as most respondents find it difficult to recognize highly unfamiliar branded apps (i.e., those with fewer than 5000 downloads). The Mirror Effect re‐emerges for highly experienced app users. These results demonstrate the implications of a generalizable empirical pattern from cognitive psychology for branding and advertising theory. The outcomes of this research also translate into practical guidelines for brand performance measurement via online surveys, mitigating recognition memory bias for the development of marketing strategies based on more accurate interpretation of empirical evidence.
... This discrepancy in risk profiles should affect the extent to which consumers are willing to bear search costs. The expectation being that, in the case of high involvement goods, consumers are predisposed to an extensive problem-solving process, evaluating market signals rigorously when making a purchase (Bettman et al., 1998). Consequently, consumers' evaluative strategies and attention to market signals varies, contingent on the level of purchase involvement of the goods under consideration. ...
... The lens of decision effectiveness is based on the aftermath of a decision, spotlighting the achievements and consequences brought about by the choice made. Aligning with this, Bettman et al. (1998) propose that a decision can be deemed high quality if it resonates with organisational objectives, effectively guiding managerial actions. Consequently, evaluating decision quality necessitates that decision-makers delve into the potential implications of their choices, encompassing a holistic comprehension of both the immediate and long-term ramifications. ...
In recent times, there has been a heightened focus from both governments and societies towards evaluating Organisations’ Environmental Performance (OEP). Environmental Management Accounting (EMA) is pivotal in elevating OEP as it offers a holistic perspective to elucidate the environmental impacts and associated costs of diverse business activities. This research delves into the dynamic interplay between EMA information and the OEP. The study entails the administration of a questionnaire to Jordanian organisations listed on the Amman Stock Exchange. The research adopts the Resource-Based View Theory. The study establishes statistically significant positive connections between these variables by employing partial least square structural equation modelling (SEM) for data analysis. Central to this investigation is identifying Environmental Decision Quality (EDQ) as a mediating capability. This capability is the mechanism for translating the relationship between EMA information and OEP. This finding underscores the pivotal role of in-formed decision-making in converting such information into tangible improvements in environmental performance. The research makes a notable contribution by expanding the understanding of EMA, highlighting its informational value beyond merely the practice considerations. Moreover, findings provide invaluable guidance for policymakers and regulatory bodies striving to promote sustainable business practices, especially pertinent in the context of developing nations.
... According to the information perspective theory, consumers have limitations on their capacity for processing information. These limitations include limited working memory and limited computational capabilities (Bettman et al., 1998), making it impossible for consumers to process large amounts of cognitive information in relation to all choice situations. It is for this that the information perspective theory concludes that it is usually the highly-involved consumer who is more likely to process large amounts of cognitive information (Blackwell et al., 2001). ...
In times of modernity and with advancements in modern medicine, usage for traditional medicine (TM) was expected to have reduced. Instead, TM usage has increased and literature points to a number of predictors; among which is the promotions from the Traditional Health Practitioners (THPs). However, little is known of how the art of communication used by THPs in these promotions, is interpreted by the TM users, which in effect could influence their attitudes hence usage of TM. The objective of the study therefore was to examine the influence of the promotional strategies on the consumer attitudes of TM users in Central Uganda. A sample of 369 respondents was drawn using purposive and snowballing sampling techniques and data was analysed using both SPSS/20 and AMOS/23. Results show that promotions highly correlates with consumer attitude (r=.820, p≤.01) and that for every one unit change in promotions, there will be a 27.392 change in consumer attitude. The findings should enable THPs adjust their promotional strategies to be able to take advantage of the most perceived credible promotional strategies, which are highlighted in the study, in order to tap the increasing TM demand. The study was cross-sectional, so there is need for a longitudinal approach should be explored to examine the promotional influence on attitudes across time.
... The academic body of knowledge is abounded with numerous studies that emphasize the importance of consumer preference in shaping the behavioral outcome and decision-making choices of individuals. For instance, Bettman et al. (1998) asserted that decision making is a multifaceted phenomenon, wherein the presence of well-defined preferences facilitates the decision making process. Novemsky et al. (2007) also highlighted the influential role of consumer preferences in shaping consumer behavior and choices. ...
Amid the escalating global water scarcity concerns, exacerbated by increasing demand characterized by unsustainable water consumption practices, this study addresses the imperative need to identify the factors that promotes the sustainable water consumption behavior among households. Our research builds upon the theoretical premises of the Theory of Planned Behavior (TPB), proposing a unique model that incorporates consumers’ water-saving preferences as a moderating factor to address the intention-behavior gap. In order to accomplish the proposed study objective, we approached 1552 households living in the residential premises of Lahore Division. We applied Partial Least Square – Structural Equational Modelling (PLS-SEM) to empirically analyze the results. Our research reveals that consumer’s sustainable water consumption intention and water saving preferences are important factors that promotes the sustainable water consumption behavior among the households. Moreover, the study unveils the moderating role of these preferences in reinforcing the relationship between intention and behavior, effectively bridging the intention-behavior gap. Additionally, our research identifies the indirect influence of consumers’ water-saving attitudes and perceived behavioral control on shaping sustainable water consumption behavior. Importantly, the study demonstrates a substantial improvement in the predictive accuracy of TPB with the inclusion of water-saving preferences as a moderating factor. These insights hold significant implications for devising interventions to promote sustainable water consumption behavior among households.
... Across both AE and CE, consumers' choice processes support past findings. Consumers often do not have well-defined preferences, and construct preferences when asked to make a choice by assessing option attractiveness (Bettman et al., 1998). As discussed above, across both AE and CE, option attractiveness is primarily judged by comparing attribute values across alternatives, as it is not possible to compare attribute values within alternatives, expressed as different functional units. ...
Consumers often face uncertainty in decision-making while assessing options presented as attribute-bundles as they are unable to assess their utility. This confusion is exacerbated by the presence of a “decoy,” or an inferior option, which leads to the phenomenon of attraction effect, while the presence of an equally attractive alternative leads to the compromise effect. In this study, we show that if functional attribute values are converted into ratings on a common scale, consumers do not depend on attribute-based processing but choose an option by considering appropriate attribute-bundles based on the attribute ratings. This shift in decision-making process attenuates both attraction and compromise effects.
... This, in turn, enhances the perceived pleasure associated with the online shopping experience and elevates purchase intention (Baack, Wilson, van Dessel, & Patti, 2016;Im, Lennon, & Stoel, 2010). Conversely, cognitive capacity models suggest that individuals possess limited cognitive resources for processing stimulus information (Bettman, Luce, & Payne, 1998;Corsaro, Ramos, Henneberg, & Naudé, 2011). In comparison to simpler stimuli, a high-complexity environment involves a surfeit of information that demands customers to exert greater effort in information extraction. ...
Livestreaming eCommerce companies invest a significant amount of time and resources in setting up their livestream studios. However, these companies struggle to determine how the studio environment impacts sales, leading to uncertainty regarding the return on investment in their livestream studios. To address this critical yet under-studied issue, we examine how the dual features of the B2B livestream studio environment, namely visual complexity and coherence, impact sales performance. We leveraged machine learning and deep learning algorithms to evaluate the visual complexity and coherence of the B2B livestream studio setting. We then developed the econometric model to determine how these factors affect sales during livestreaming events. Our analysis drew on a dataset of 954 B2B livestreaming events across 8 industry categories. Our study highlights the adverse effects of visual complexity and coherence on sales performance. Notably, high-involvement products are found to be more affected by visual complexity and coherence compared to low-involvement products.
Destaca la colaboración entre la academia y el sector empresarial, brindando a los estudiantes la oportunidad de aplicar sus conocimientos en entornos reales. El libro expone una diversidad de enfoques y metodologías, centrándose en el marketing en el contexto latinoamericano, con especial atención a los retos sociales y ecológicos. A través de esta sinergia, se impulsa la formación de profesionales comprometidos con la innovación y el bienestar social. Esta obra inspira tanto a estudiantes como a profesionales a generar nuevas perspectivas y soluciones en mercadotecnia, contribuyendo a un cambio positivo en organizaciones y sociedades.
The consumer decision-making process is undergoing significant transformations in today's dynamic marketplace. This article explores the emerging paradigms that are reshaping consumer behavior and decision-making. Traditional linear models no longer capture the complexity of consumer choices in the digital age. The rise of experiential consumption highlights the increasing importance of memorable experiences and emotional connections with brands. Social and environmental concerns have also become influential factors, as consumers prioritize sustainability and ethical responsibility in their decision-making. Technology, including online reviews, influencer marketing and e-commerce platforms, has fundamentally changed how consumers access information and engage with brands. This article provides insights into these emerging paradigms, bridging the gap between traditional models and the realities of the modern marketplace. By understanding these shifts, businesses can adapt their marketing strategies and effectively engage with consumers.
This report documents the program and the outcomes of Dagstuhl Seminar 24211, "Evaluation Perspectives of Recommender Systems: Driving Research and Education", which brought together 41 participants from 16 countries. The seminar brought together distinguished researchers and practitioners from the recom-mender systems community, representing a range of expertise and perspectives. The primary objective was to address current challenges and advance the ongoing discourse on the evaluation of recommender systems. The participants' diverse backgrounds and perspectives on evaluation significantly contributed to the discourse on this subject. The seminar featured eight presentations on current challenges in the evaluation of recom-mender systems. These presentations sparked the general discussion and facilitated the formation of groups around these topics. As a result, five working groups were established, each focusing on the following areas: theory of evaluation, fairness evaluation, best-practices for offline evaluations of recommender systems, multistakeholder and multimethod evaluation, and evaluating the long-term impact of recommender systems. Seminar May 20-24 2024-https://www.dagstuhl.de/24211 2012 ACM Subject Classification Information systems → Recommender systems; Information systems → Evaluation of retrieval results; Human-centered computing → HCI design and evaluation methods License Creative Commons BY 4.0 International license © Christine Bauer, Alan Said, and Eva Zangerle Recommender systems (RS) have become essential tools in everyday life, efficiently helping users discover relevant, useful, and interesting items such as music tracks, movies, or social matches. RS identify the interests and preferences of individual users through explicit input or implicit information inferred from their interactions with the systems and tailor content and recommendations accordingly [13, 16].
This study delves into the voting behaviour in the context of Indian electorate, shedding light on understanding it in the relatively new dimension, where the focus is primarily on psychological factors and social factors (demography) influencing the voting behaviour, which further sheds light on understanding the broader issues, like low voter turnout in India compared to other democracies worldwide, understanding of opinion polls and exit surveys and other evolving unethical Influences which are centred around mental process of voters cognition, which could create a new dimension of understanding the need for neuro rights of the voters, where the motive of free and fair elections can be achieved. This pioneering attempt to comprehend the psycho - social factors influencing voting behaviour in the Indian electoral system is groundbreaking as it has never been attempted before. In an election scenario, voters are exposed to a myriad of stimuli related to political candidates, parties, promises, and discussions, prompting selective exposure, perception, and integration processes to form the basis for their voting decisions. The study also draws on the voter turnout theory, highlighting the role of social reference groups and their impact on voter behaviour. Furthermore, it emphasizes the under explored domain of psychological and social factors in explaining political attitudes and voting behaviour among the mass public from relative unexplored dimensions, asserting that psychological traits directly influence the voting behaviour. With the Indian electoral system becoming increasingly dynamic due to diverse societal participation and steadily growing influential factors the need for study arises strongly, This research attempt is being carried forward by examining personality through the DISC personality assessment tool and quantifying the voting behaviour through the theory of planned behaviour questionnaire, the study seeks to discern the connections between demographic variables, personality traits and voting behaviour (intention). The components of voting behaviour were formed on the pivotals of theory of planned behaviour (TBH) such as behaviour beliefs, control beliefs and normative beliefs which more precisely create assessment area of voting behaviour intention. The study employs questionnaire with a five - point Likert scale to measure respondents' agreement with statements related to voting behaviour. The research's objectives include exploring the influence of a voter's personality and demographic variables on their voting behaviour and the influence of specific personality types on various facets of voting behaviour. The study's hypotheses posit that voting behaviour is influenced by psycho - social factors, particularly personality and demographic variables, and that different personality types may alternatively influence the voting behaviour intention. In conclusion, this study aims to elevate our comprehension of this context to a higher standard.
This research delves into the intricate realm of consumer preferences regarding payment methods, casting a spotlight on the dynamic landscape of financial transactions in the contemporary era. With the proliferation of digital payment options, discerning the factors that sway consumers’ choices has become imperative for businesses, financial institutions, and policymakers alike. Employing a robust methodology that is based on comprehensive survey data this study seeks to unearththe pivotal determinants steering consumer preferences in the selection of payment methods. This research contributes to the ongoing dialogue on consumer-centric financial solutions, acting as a compass for businesses navigating the intricacies of thedigital payment landscape. As the financial ecosystem continues its transformation, this study serves as a beacon, illuminating the path towards the creation of more refined and responsive payment solutions that align with the diverse preferences ofmodern consumers. The findings contribute valuable insights to the financial industry,guiding the development of more consumer-centric payment solutions and fostering a deeper understanding of the factors shaping the future of payment preferences.
Since 1982, the decoy effect has been one of consumer behavior literature's most discussed and documented phenomena. It has several managerial implications in gaining strategic advantages, such as product management and profit maximization. Numerous attempts have been made to explain the decoy effect. However, there is no clear consensus in the literature regarding the underlying mechanism of the decoy effect. This paper presents a systematic literature review to integrate the four decades of decoy effect research. We analyze the contribution of literature, establish linkages between them, and provide a holistic view of understanding the decoy effect that is beneficial for academicians and practitioners. We discuss and differentiate four types of decoy alternatives that produce three types of decoy effects: attraction effect, compromise effect, and phantom decoy effect. We provide a comprehensive list of moderating factors of the decoy effect. Further, we critically review and integrate various explanatory models to better understand the underlying mechanism of the decoy effect. Finally, we discuss several promising avenues for future research.
Marketing research is inherently customer-centric and competitive-centric, making it well-suited to study how companies can better manage innovation to meet their revenue goals. Buzz and viral marketing, by contrast, are primarily focused on leveraging social interaction and word of mouth (WOM). Innovation is responsible for raising the quality and lowering the price of products and services that have dramatically improved the lives of consumers. Overall, since the primary goal of innovation is to create new or modified products to improve profitability, marketing is involved in understanding and managing innovation within companies and markets. Over the past decade, many trends similar to those outlined here have significantly impacted the way new products and services are brought to market, giving rise to "non-traditional" launch methods. A number of "traditional" decision-support tools and frameworks have been developed to help marketers optimize their marketing-related marketing decisions. Innovation research continues in many disciplines and the links between these disciplines are imperfect. Without innovation, incumbents slowly lose both revenue and profitability. Because competitors overtake innovation, innovation forms an important basis for the global economy's competition in global markets.
In the current digital landscape, humans take center stage. This has caused a paradigm shift in the realm of intelligent technologies, prompting researchers and (industry) practitioners to reflect on the challenges and complexities involved in understanding the (potential) users of the technologies they develop. In this chapter, we provide an overview of human factors in user modeling, a core component of human-centered intelligent solutions. We discuss critical concepts, dimensions, and theories that inform the design of user models that are more attuned to human characteristics. Additionally, we emphasize the need for a comprehensive user model that simultaneously considers multiple factors to represent the intricacies of individuals’ interests and behaviors. Such a holistic model can, in turn, shape the design of intelligent solutions that are better able to adapt and cater to a wide range of user groups.
The book mentions PhD doctoral study on determinants of consumer preference for life insurance products in Gujarat
An analysis of the underlying structure of simple stories is presented. It is claimed that this type of representation of stories is used to form schemata which guide encoding and retrieval. A type of tree structure containing basic units and their connections was found to be adequate to describe the structure of both single and multi-episode stories. The representation is outlined in the form of a grammar, consisting of rewrite rules defining the units and their relationships. Some transformational rules mapping underlying and surface structures are discussed. The adequacy of the analysis is first tested against Bartlett's protocols of “The War of the Ghosts.” Then a developmental study of recall is presented. It is concluded that both children and adults are sensitive to the structure of stories, although some differences were found. Finally, it is suggested that the schemata used to guide encoding and recall are related but not identical and that retrieval is dependent on the schemata operative at the time of recall.
Examined the nature of memory representations of visual patterns in 4 experiments with female undergraduates (n = 81). During an acquisition task, ss were exposed to a subset of the instances of a pattern that varied in their transformational distance from the prototype. Ss were then given a recognition test with confidence ratings. The recognition items consisted of the prototype and a set of instances of a pattern varying in their transformational distance from the prototype. Ss' recognition ratings were inversely related to a recognition item's transformational distance from the prototype, with the prototype getting the highest recognition rating. Findings support a characterization of the acquired memory representations in terms of a schema composed of a prototype and transformations. The prototype-plus-transformation model is contrasted with alternative feature-frequency models of what is learned in the present experiments.
Using the Newell, Shaw, and Simon postulates for an information processing theory of human problem solving, decision net models were constructed for two individual consumers' choices of grocery products. The models were tested against actual data, and the resulting predictions were highly accurate.
The present studies investigated the adequacy of an interpretive lin- guistic approach to the description of the knowledge communicated by sentences by asking whether sentence retention was primarily a function of memory for the semantically interpreted deep structural relations under- lying the input sentences or a function of memory for the overall semantic situations that such sentences described. Results were shown to be pri- marily a function of memory for the semantic situations. A constructive approach to sentence memory was outlined that dealt with memory for individual sentences as well as memory for sets of semantically related sentences contributing to the same overall idea.
A total of 490 subjects, in four experiments, saw films of complex, fast-moving events, such as automobile accidents or classroom disruptions. The purpose of these experiments was to investigate how the wording of questions asked immediately after an event may influence responses to questions asked considerably later. It is shown that when the initial question contains either true presuppositions (e.g., it postulates the existence of an object that did exist in the scene) or false presuppositions (e.g., postulates the existence of an object that did not exist), the likelihood is increased that subjects will later report having seen the presupposed object. The results suggest that questions asked immediately after an event can introduce new-not necessarily correct-information, which is then added to the memorial representation of the event, thereby causing its reconstruction or alteration.
Recognition for four types of sentences was assessed in 45 male and female kindergarteners, second, and fourth graders following story presentations, the recognition task consisting of true and false premise and inference sentences. The false recognition of the true inference type of sentence was thought to be indicative of active construction of meaning on the part of the child. The overall pattern of results revealed some interesting developmental trends: Apparently, the children in the second grade were as sensitive as those in the fourth grade to the overall meaning of a story, but they lacked the older youngsters' ability to distinguish between explicit and inferential information.
Reviews studies involving memory conducted since 1885. More recent data suggest that memory is constructive, with "storage" organized in terms of schemata. It is suggested that specific retrieval plans, as opposed to verbatim actual recall, may aid in eliminating unlikely alternatives. Findings indicate that the representation these schemata have in the brain is probably very difficult to describe, not at all coincident with innumerable fixed, lifeless traces related to words, etc., postulated earlier. Detailed review of recent research suggests that more information about the brain is needed before further speculation as to the generative structure of memory is further elucidated. (17 ref) (PsycINFO Database Record (c) 2012 APA, all rights reserved)
The effects of structure and content variables on memory and comprehension of prose passages were studied in two experiments. The experimental passages exemplify a class of simple narrative stories that is described by a generative grammar of plot structures. A comprehension model is proposed that assumes a hierarchical organizational framework of stories in memory, determined by the grammar, representing the abstract structural components of the plot. The quality and characteristics of subjects' memory for stories were tested on a variety of experimental tasks in which story organization was manipulated. Comprehensibility and recall were found to be a function of the amount of inherent plot structure in the story, independent of passage content. Recall probability of individual facts from passages depended on the structural centrality of the facts: Subjects tended to recall facts corresponding to high-level organizational story elements rather than lower-level details. In addition, story summarizations from memory tended to emphasize general structural characteristics rather than specific content. For successively presented stories, both structure and content manipulations influenced recall. Furthermore, repeating story structure across two passages produced facilitation in recall of the second passage, while repeating story content produced proactive interference. The implications for a model of memory for narrative discourse are discussed.
Spoken connected discourse was interrupted for testing immediate recall where the speech just presented contained an identical sequence of words in one of two syntactic configurations. The clause unit previous to the one interrupted either belonged to the immediate sentence, or was part of the previous sentence. The Ss listening to the speech either wrote down as much as they could remember from just before each test pause (Experiment I), or wrote only after the first word of the identical sequences given as prompts (Experiment II). Various verbatim measures of recall support only the immediate sentence and immediately heard clause as retrievable units in memory. A psycholinguistic model of listening incorporating these results is discussed.
Thesis (Ph. D. in Psychology)--University of California, June 1966. Bibliography: l. 59-61.
Data Collection and Analysis Approaches for Studying Consumer Information Processing Chicago: Association for Consumer ResearchPatterns of Processing in Consumer Information Acquisition
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An Effective Display of Unit Price InformationAn Eye Fixation Analysis of Multi-Alternative Choice
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