Information overload, choice deferral, and moderating role of need for cognition: Empirical evidence

Pilli, Luis Eduardo; Mazzon, José Afonso

doi:10.5700/rausp1222

Cited by 26 publications

(18 citation statements)

References 75 publications

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“…Prior studies mainly regard the cognition theory as a theoretical base in human cognition [47], however there lacks of studies of customer switching behavior building on cognition theory. The context of e-commerce includes many choices [48], so cognition plays a significant role in individual behavior. In this study, it is affirmed that brand image recognition and brand value recognition play a significant role in brand emotion and brand-switching intention.…”

Section: Theoretical Implicationsmentioning

confidence: 99%

Identifying Factors Preventing Sustainable Brand Loyalty among Consumers: A Mixed Methods Approach

Zhang

Ding

et al. 2018

Sustainability

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Consumers' brand-switching behavior, or the non-sustainability of consumer loyalty to a brand, brings huge losses to affected companies. Thus, the investigation of factors behind consumers' brand-switching is very important. The study analyzes the mechanism and configuration of brand-switching intention in order to provide guidelines for increasing brand competitiveness. Using empirical analysis (SEM) and qualitative comparative analysis (fsQCA), this study elucidates the motives and mechanisms in operation when customers decide whether to stay with a particular brand or switch to an alternative. The data was collected in August 2017. The results of SEM showed that the attractiveness of an alternate brand had a negative influence on current brand image recognition and brand value recognition, which could produce negative emotions that then lead to a brand-switching intention. The fsQCA uncovered six combinations or configurations of variables that could lead to brand-switching. This study has both theoretical and practical outcomes for competitive branding.Sustainability 2018, 10, 4685 2 of 13 for brand conversion intentions; however, most research has directly addressed the factors influencing brand-switching [4][5][6] rather than systematically analyzing the internal influencing mechanism and effective formation path of brand conversion intentions. To fill these gaps, our study utilized cognition theory in order to explore the mechanisms and configurations of brand-switching intention. Alternative attractiveness, negative brand image recognition, negative brand value recognition, negative brand emotion and website anxiety were included in this study in order to determine their mutual effects on the decision to stay with a particular brand or to switch to a new one.This paper is organized into specific sections. Following the introduction in Section 1, the theoretical background is discussed and a literature review is presented in Section 2; the research model and hypotheses are also considered. In Section 3, the research methodology, including measurement and data collection, is described, and in Section 4 the data is analyzed. Section 5 includes discussion and interpretation of the results, and the conclusions are summarized, offering some theoretical and practical implications. Lastly, this study considers the limitations and raises the prospect of future studies in Section 6.

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Section: Theoretical Implicationsmentioning

confidence: 99%

Identifying Factors Preventing Sustainable Brand Loyalty among Consumers: A Mixed Methods Approach

Zhang

Ding

et al. 2018

Sustainability

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“…Processing power would be "wasted" if every subject had to process the entire initial set of generated ideas at once; rather, idea lists are processed by a limited number of subjects, depending on the number of rounds. Research on decision making shows that individuals make optimal decisions when exposed to six to ten options [78]. Limiting the number of ideas per list ensures that all ideas are considered when a subject processes his or her assigned list.…”

Section: Insights On Attention Guidancementioning

confidence: 99%

Beyond Brainstorming: Exploring Convergence in Teams

Seeber¹,

Vreede²,

Maier³

et al. 2017

Journal of Management Information Systems

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Collaborative brainstorming is often followed by a convergence activity where teams extract the most promising ideas on a useful level of detail from the brainstorming results. Contrary to the wealth of research on electronic brainstorming, there is a dearth of research on convergence. We used experimental methods for an in-depth exploration of two facilitation-based interventions in a convergence activity: attention guidance (focusing participants on procedures to execute a convergence task) and discussion encouragement (engaging participants in conversations to combine knowledge on ideas). Our findings show that both attention guidance and discussion encouragement are correlated with higher convergence quality. We argue that attention guidance's contribution is in its support of coordination, information processing, and goal specification. Similar, we argue that discussion encouragement's contribution is in its stimulation of idea clarification and idea combination. Contrary to past research, our findings further show that satisfaction was higher after convergence than after brainstorming.KEY WORDS AND PHRASES: attention guidance, brainstorming, collaboration, collaborative brainstorming, discussion encouragement, idea convergence, idea quality, idea selection, ideation, satisfaction, team, teamwork.Increased market competition, fast technological developments, and the dynamic environment in which organizations function set increasingly challenging requirements on an organization's ability to solve problems and make decisions. To address such challenges, organizations rely on the collaborative development of ideas, in both small teams and large crowds [39,45]. Since the 1950s, a vast body of literature has developed on brainstorming or ideation, spanning different disciplines such as psychology, information systems, and management [30,67,76]. This research shows that under a variety of conditions, teams using collaboration technologies and techniques may produce more ideas of higher quality than individuals who do not use such support [30,31,37,76].However, brainstorming by itself is insufficient for organizational value creation. It is an early step in a collaborative idea development process but does not produce a single final solution or decision [42,45]. In fact, most brainstorming techniques and technologies aim to generate high volumes of ideas to increase the likelihood that some promising ideas will be part of the results [15]. There are many examples of high brainstorming productivity: a team of end-user representatives working with information systems (IS) professionals can generate hundreds of user stories in a matter of hours [26]. A team of military decision makers can identify dozens of possible courses of action in response to an external event or threat [12]. Emergency 940 SEEBER, MAIER, DE VREEDE, AND WEBER response workers can easily collect hundreds of ideas to bring relief to areas that have been struck by natural disaster [84]. Brainstorming productivity gets even more pronounced...

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“…The limited capacity of information processing (Bettman, 1979) also supports the link between information overload and decision difficulty. Pilli and Mazzon (2016) Suggested that at present normative and empirical evidence favor an increase in the availability of information and choice (in the decision environment) and at the same time, dysfunctionality of information overload.…”

Section: Introductionmentioning

confidence: 99%

Decision Making in the Era of Infobesity: A Study on Interaction of Gender and Psychological Tendencies

Maidullah

Sharma

2019

HSSR

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Purpose: This study examines information processing during consumer decision making on online platforms as influenced by gender differences and psychological tendencies. Further exploration is 'how much information is too much information; leading to infobesity.' Methodology: The methodology to address the objective included the questionnaires for assessment of psychological tendencies and naturalistic experiments to measure decision making in online conditions. An online marketplace prototype was created for mobile purchase, named 'mobile bazaar,' and another for hotel booking, named 'backpackers.' The prototype was designed in such a way that the manipulation of information presented to the participant is possible. Participants were recruited with purposive and snowball sampling method depending upon their willingness and familiarity with online market platforms. Final data were collected from Three hundred sixty-eight participants during the period of October 2017-March 2018. The data from questionnaires and the computerized task was scored and analyzed with SPSS version 21 with t-test, chi-square and logistic regression analysis methods. Main findings:The present study shows the influence of psychological tendencies (i.e., need for closure, exploratory tendencies, and uncertainty avoidance) and gender difference in decision making. Female seems to follow 'process less to process better' strategy, whereas, men seem to follow 'process more to get better' strategy. The findings also provided input to the debate of information measurement in consumer research. Implications:Understanding decision making features of Indian consumers can not only contribute to the understanding of the naturalistic decision-making process itself but also can provide inputs to the market researchers, designers, and policymakers.Novelty /originality of the study: The study was novel in terms of its use of the online marketplace prototype as a naturalistic decision making study method. This method allowed the researchers to examine participants' behavior (of information processing and decision making) in real like scenarios and yet had the luxury of manipulation of presenting information as per research design. Therefore the findings of present study will have more generalizability. 584 |www.hssr.in © Maidullah and Sharma expanding the options field. The service product where uncertainties are higher, it is understandable that people prefer limited information, 'process less-process better' strategy. However, at the same time, males appear to avoid uncertainty by expanding the options field whereas women do not follow this strategy. This strategy seems to get even more strengthen if impulsivity is higher in male decision-makers.Similarly, more information was sought for consumables and less for service products, but men with certain psychological tendencies sought more information for all kinds of products. Probably it can be said that women work with 'process less to process better' strategy, whereas males with certain psychological te...

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Information overload, choice deferral, and moderating role of need for cognition: Empirical evidence

Cited by 26 publications

References 75 publications

Identifying Factors Preventing Sustainable Brand Loyalty among Consumers: A Mixed Methods Approach

Identifying Factors Preventing Sustainable Brand Loyalty among Consumers: A Mixed Methods Approach

Beyond Brainstorming: Exploring Convergence in Teams

Decision Making in the Era of Infobesity: A Study on Interaction of Gender and Psychological Tendencies

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