Prepurchase Information Seeking Behavior of New Car Purchasers: The Learning Hypothesis

Bennett, Peter; Mandell, Robert M.

doi:10.2307/3150076

Cited by 45 publications

(21 citation statements)

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“…The above results can be used to explain the contradictory results of research into the effect of product knowledge on the search process reported in the literature [6,62]. In accordance with…”

Section: Hypothesis Testingsupporting

confidence: 54%

“…However, the findings in the literature are contradictory. Some studies have shown that knowledge of product influences online behaviour [44,76] whereas other studies do not show any significant relationship [6]. It has been suggested that these contradictory results are due to the impact of other individual characteristics [9,74].…”

Section: Introductionmentioning

confidence: 62%

“…However, previous research results on the effects of knowledge on search effort have been contradictory. Some researchers have suggested a negative relationship between amount of knowledge and amount of external search [76] but other findings do not support such a relationship [6,62]. Malhotra [74] explains this equivocal result by stating that consumers with high knowledge lack the motivation to search for information while those with low level of knowledge are not capable of searching and evaluating the information [9].…”

Section: Knowledge Of Productmentioning

confidence: 89%

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The effect of prior knowledge and decision-making style on the online purchase decision-making process: A typology of consumer shopping behaviour

Karimi

Papamichail

Holland

2015

Decision Support Systems

183

125

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Section: Hypothesis Testingsupporting

confidence: 54%

Section: Introductionmentioning

confidence: 62%

Section: Knowledge Of Productmentioning

confidence: 89%

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The effect of prior knowledge and decision-making style on the online purchase decision-making process: A typology of consumer shopping behaviour

Karimi

Papamichail

Holland

2015

Decision Support Systems

183

125

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“…Consumers rely on a variety of informal information sources to evaluate goods, manufacturers, and vendors, often soliciting advice in person from friends and family members [7,61,83,86]. They also rely on established information channels predating the Internet, such as television, books, magazines, newspapers, and radio.…”

Section: The Role Of Risk and Information Seeking In Consumer Behaviormentioning

confidence: 99%

Mitigating risk in ecommerce transactions: perceptions of information credibility and the role of user-generated ratings in product quality and purchase intention

Flanagin

Metzger

Pure

et al. 2014

Electron Commer Res

208

116

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Although extremely popular, electronic commerce environments often lack information that has traditionally served to ensure trust among exchange partners. Digital technologies, however, have created new forms of "electronic word-of-mouth," which offer new potential for gathering credible information that guides consumer behaviors. We conducted a nationally representative survey and a focused experiment to assess how individuals perceive the credibility of online commercial information, particularly as compared to information available through more traditional channels, and to evaluate the specific aspects of ratings information that affect people's attitudes toward ecommerce. Survey results show that consumers rely heavily on web-based information as compared to other channels, and that ratings information is critical in the evaluation of the credibility of online commercial information. Experimental results indicate that ratings are positively associated with perceptions of product quality and purchase intention, but that people attend to average product ratings, but not to the number of ratings or to the combination of the average and the number of ratings together. Thus suggests that in spite of valuing the web and ratings as sources of commercial information, people use ratings information suboptimally by potentially privileging small numbers of ratings that could be idiosyncratic. In addition, product quality is shown to mediate the relationship between user ratings and purchase intention. The practical and theoretical implications of these findings are considered for ecommerce scholars, consumers, and vendors.Keywords Ecommerce · Credibility · User-generated content · Amazon · Product ratings · Electronic word of mouth · Information credibility · Purchase intention · Product quality · User ratings People are increasingly relying on web-based commercial information for electronic commerce ("ecommerce") transactions that range from small personal items to home purchases [45]. Retail ecommerce sales in the U.S. currently constitute roughly 4 % of total retail sales, which translates to almost 40 billion dollars annually [10]. The number of Americans who have purchased a product online has steadily increased since 2000, and a majority (66 %) now report having made at least one online purchase [46]. An even larger percentage (93 %) has used the Internet for ecommerce-related activities, including researching information about a product they are thinking of buying, with more than a quarter of Americans reporting they do this on a daily basis [49]. In fact, over the last decade the number of people either researching or buying a product or service online has nearly doubled, a trend that holds true across a wide range of ecommerce-related activities [45].Despite its popularity, online commercial transactions often lack elements that have traditionally served to ensure trust and credibility among exchange parties. Indeed, varying "patronage modes" embody different levels of risk for the consumer, which incr...

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“…Variables like the number of alternatives (Cox & Rich, 1964); product differences (Claxton, Fry, & Portis, 1974); perceived risk, product knowledge (Brucks, 1985;Kiel & Layton, 1981); involvement (McColl-Kennedy & Fetter, 2001;Mitchell, 1979); education (Newman & Staelin, 1971); and self-confidence (Kiel & Layton, 1981) have been found to have positive relationships with external search effort. Age (Nasco & Hale, 2009); prior experience (Kiel & Layton, 1981); and satisfaction with last purchase (Bennett & Mandell, 1969), were found to have negative relationships with external search effort.…”

Section: Variables Influencing Information Searchmentioning

confidence: 94%

Information search behaviour of service consumers: Review and future directions

Medhavi¹

2015

Mark. Rev.

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Though a series of articles have appeared in journals investigating information search behaviour, there has been no systematic review of literature which draws attention to the variables studied and their relationship with information search in services. To fill this gap, this study aims to review the research that has investigated factors influencing the external information search behaviour in the domain of services and to accentuate the important yet less studied factors. The review also aims to draw attention to the contrary findings in literature and proffer future research propositions. A detailed search for literature was conducted using different databases with different keywords. The variables affecting information search were classified into four categories, namely, behavioural factors, personal factors, product/service factors and situational factors, and it was found that a few factors need more focus by researchers. A set of propositions for future research has been offered.

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Prepurchase Information Seeking Behavior of New Car Purchasers: The Learning Hypothesis

Cited by 45 publications

References 0 publications

The effect of prior knowledge and decision-making style on the online purchase decision-making process: A typology of consumer shopping behaviour

The effect of prior knowledge and decision-making style on the online purchase decision-making process: A typology of consumer shopping behaviour

Mitigating risk in ecommerce transactions: perceptions of information credibility and the role of user-generated ratings in product quality and purchase intention

Information search behaviour of service consumers: Review and future directions

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