Decision delegation: A conceptualization and empirical investigation

Abstract

This paper examines a purchase context in which consumers, instead of deciding on their own, delegate either a part of or the entire purchase decision to a surrogate. A path model linking the antecedent variables and delegation is tested in the context of personal computer purchases. It was found that the factors that ensure decision quality emanating from the surrogate's expertise differentials, trustworthiness, accountability, and willingness to customize increase the likelihood of decision delegation. In addition to its direct positive effect on delegation, trustworthiness mediates the effect of expertise difference, surrogate accountability, and customization on delegation. Perceived loss of control inhibits delegation, but only at the stage when the final choice decision is made. Also, if a decision task is repeatable, the high return on effort has a negative effect on delegation, but only at attribute set and choice set delegations. Contributions of the study and directions for future research are discussed.

The Buck Stops There: The Impact of Perceived Accountability and Control on the Intention to Delegate to Software Agents

“…Following the management literature we proposed that as perceived accountability increased individuals would have less intention to delegate (Aggarwal and Mazumdar, 2008;Jenks and Kelly, 1985). However, the results indicated the opposite: as perceived accountability increased, individuals had more intention to delegate.…”

“…Extra effort is made in an attempt to develop excuses to protect the image of the individual should negative results occur (Lerner and Tetlock, 1999). Consequently, individuals will be less likely to delegate to an agent when held accountable for decision outcomes because they forego the opportunity to prepare justification in the event of failure, which could lessen negative consequences (Aggarwal and Mazumdar, 2008).…”

“…This ability to complete the decision task and the integrity of the agent to do what the principal wants are key components of trust (Mayer et al, 1995). Trust has been shown to influence the delegation to human agents (Aggarwal and Mazumdar, 2008;Brower et al, 2000;Whitener et al, 1998). When individuals feel that an agent warrants trust, they become willing to depend upon the agent in situations where risk is involved (Mayer et al, 1995), thus increasing the likelihood that they will delegate to that agent.…”

An empirical investigation of consumers' procurement of pharmaceutical products via online retail channels

“…Of particular interest may be consumers' delegation of health care responsibility to others. Recently, Aggarwal and Mazumdar (2008) identified several factors that may be antecedent to delegate purchasing decisions to others, including expertise differentials, trustworthiness, and accountability. Future research may empirically investigate the extent to which these factors impact powerful others health locus of control in pharmaceutical purchasing.…”

An Exploratory Study on the Adaptive Word-of-Mouth Communication in Seeker-initiated Context

“…Especially when individuals experience a high degree of uncertainty about a particular buying situation, they usually ask their friends for product opinions or even delegate the entire purchase decision to their friends (Aggarwal & Mazumdar, 2008). According to Mangold, Miller, and Brockway's (1999) study, the seeker initiated over 50% of the WOM incidents.…”