Solutions-driven marketing

Grenci, Richard T.; Todd, Peter

doi:10.1145/504729.504730

Cited by 50 publications

(28 citation statements)

References 9 publications

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“…As a result, consumers are faced with the dilemma between the need for more information on the one hand and the frustration with too much information on the other. Electronic screening tools such as online product recommendation agents (RAs) emerge as a possible solution to this dilemma, aiming to improve consumers' information search as well as decision making processes (Grenci & Todd, 2002;Maes, Guttman, & Moukas, 1999).…”

Section: Introductionmentioning

confidence: 99%

Consumer participation in using online recommendation agents: effects on satisfaction, trust, and purchase intentions

Dabholkar

Sheng²

2012

The Service Industries Journal

193

105

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Online product recommendation agents (RAs) are gaining greater strategic importance as a critical touch-point between marketers and consumers. Yet, the role of consumer participation in using RAs has not been examined. This study shows that greater consumer participation in using an RA leads to more satisfaction, greater trust, and higher purchase intentions, related to the RA and its recommendations. In contrast, the financial risk (associated with the product under consideration) reduces satisfaction, trust, and purchase intentions, and it also moderates the effect of consumer participation on these same variables. The findings extend the literature and suggest actionable implications for marketing strategy.

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Section: Introductionmentioning

confidence: 99%

Consumer participation in using online recommendation agents: effects on satisfaction, trust, and purchase intentions

Dabholkar

Sheng²

2012

The Service Industries Journal

193

105

View full text Add to dashboard Cite

show abstract

“…Without proper support, in contrast, consumers may be limited in their abilities to evaluate products, inasmuch as they cannot consult with salespeople as they can in conventional shopping environments (Kim and Yoo, 2000). Thus, the challenge of choosing a product on the Web can be alleviated by an interface with a recommendation agent that guides and directs customer choices (Grenci and Todd, 2002).…”

Section: Introductionmentioning

confidence: 99%

Trust In and Adoption of Online Recommendation Agents

Benbasat

Wang

2005

JAIS

490

167

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Online product recommendation agents are becoming increasingly prevalent on a wide range of websites. These agents assist customers in reducing information overload, providing advice to find suitable products, and facilitating online decision-making. Consumer trust in recommendation agents is an integral factor influencing their successful adoption. However, the nature of trust in technological artifacts is still an under-investigated and not well understood topic. Online recommendation agents work on behalf of individual users (principals) by reflecting their specific needs and preferences. Trust issues associated with online recommendation agents are complicated. Users may be concerned about the competence of an agent to satisfy their needs as well as its integrity and benevolence in regard to acting on their behalf rather than on behalf of a web merchant or a manufacture. This study extends the interpersonal trust construct to trust in online recommendation agents and examines the nomological validity of trust in agents by testing an integrated Trust-TAM (Technology Acceptance Model

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“…[10] Configuration Reduces the complexity of configuring and selecting the customizable goods, and provide value in an interface that guides and directs customer choices. It facilitates the use of decision support tools that actually configure or define the product based upon individual customer needs [25]. Integrated user experience Allows e.g.…”

Section: Information Securitymentioning

confidence: 99%

A Purpose-Based Typology for Systemic Features Enabling Value Co-Creation in Consumer Information Systems

Mikkonen

Teixeira

Pynnönen

et al. 2016

2016 49th Hawaii International Conference on System Sciences (HICSS)

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Value co-creation enabled by consumers' use of information systems is a challenging topic which requires more explicit definitions for use of academics and managers. Systemic features are digital services enabling co-creation of value, not being products or services to be paid for, but assisting as consumersupporting capabilities between different contexts.In order to gain better insight for systemic features within information systems, we collected empirical data from 23 firms in the high-tech sector and analyzed the systemic features. Systemic features were classified and prioritized by a research group.The created purpose-based typology enhances the understanding on why and how value is co-created with customers. We contribute both to systems and business research by suggesting a purpose-based typology defining different purpose-based constructs for systemic features enabling co-creation of value. We also discuss implications for managing and organizing value within the firm and contribution to organization science and theory of the firm.

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Solutions-driven marketing

Abstract: Navigating the maze of options and providing a link between product customization and e-commerce.

Cited by 50 publications

References 9 publications

Consumer participation in using online recommendation agents: effects on satisfaction, trust, and purchase intentions

Consumer participation in using online recommendation agents: effects on satisfaction, trust, and purchase intentions

Trust In and Adoption of Online Recommendation Agents

A Purpose-Based Typology for Systemic Features Enabling Value Co-Creation in Consumer Information Systems

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