When and how to infer heuristic consideration set rules of consumers

Bremer, Lucas; Heitmann, Mark; Schreiner, Thomas

doi:10.1016/j.ijresmar.2016.10.001

Cited by 16 publications

(14 citation statements)

References 40 publications

Supporting

Mentioning

Contrasting

Order By: Relevance

“…Brown, 2008) as well as work on social psychology and behavioural economics, such as mental shortcuts and heuristic decision rules (e.g. Bremer et al., 2017; Gigerenzer & Goldstein, 1996; Hauser, 2014; Kahneman, 2003).…”

Section: Methodsmentioning

confidence: 99%

“…In parallel, theory development on combatting information complexity in marketing and neighbouring disciplines is burgeoning (e.g. Bremer et al., 2017; Hanna, 2012; Lukas et al., 2013; Messner & Wänke, 2011; Swait & Adamowicz, 2001b; Wieseke et al., 2016). Broadly speaking, this theory development is aligned with work on consumer value creation through organizational efforts to reduce consumers’ non‐monetary sacrifices (including cognitive effort) (Sweeney et al., 2015; Woodall, 2003; Zeithaml, 1988).…”

Section: Introductionmentioning

confidence: 99%

See 1 more Smart Citation

Value‐facilitating simplification in marketing: A systematic review and research agenda

Gruner

Soutar

2021

Int J Management Reviews

View full text Add to dashboard Cite

Consumers’ pursuit of simplicity is gaining traction as a research topic. However, despite an extensive set of studies investigating various facets of simplicity in marketing and related disciplines, knowledge regarding cognitive simplicity remains fragmented. To address this issue, the authors synthesize research findings from diverse literature streams to provide an understanding of simplicity and its relationship with consumers’ cognitive effort as a non‐monetary but crucial cost in the customer journey. This study also introduces value‐facilitating simplification (VFS) as a marketing doctrine that provides firm‐wide guidance for simplifying consumers’ information environments. The authors provide practical VFS examples as well as critical future research avenues before concluding with a discussion of theoretical and practical contributions.

show abstract

Section: Methodsmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

Value‐facilitating simplification in marketing: A systematic review and research agenda

Gruner

Soutar

2021

Int J Management Reviews

View full text Add to dashboard Cite

show abstract

“…The act of inclusion by consumers is referred to as the consideration set, a concept that emerged from the initial proposition of the "evoked set" (see Jones & Chen, 2011). Consumers tend to develop smaller consideration sets because it facilitates decision making (Bremer et al, 2017).…”

Section: Consideration Set Size In the Luxury Service Contextmentioning

confidence: 99%

“…The proposed research model available brands (see Viglia et al, 2014). To facilitate decision making, consumers tend to develop smaller consideration sets (Bremer et al, 2017). It is well documented that positive anticipated emotions towards specific brands motivate consumers to engage in positive behaviours towards those brands.…”

Section: Moderation Role Of Perceived Brand Statusmentioning

confidence: 99%

Unlocking consumer consideration set size formation for luxury services: A study of self‐identification, brand status and anticipated emotions

Siahtiri

O’Cass

Nabi

2022

Int J Consumer Studies

View full text Add to dashboard Cite

With a wide array of services touting their luxury and status appeal, consumers must make choices in an increasingly contested marketspace. The choice of luxury services can be complex and entail uncertainty and risk. In an attempt to understand factors that influence consumers’ choices regarding luxury services, this study explores consumers’ consideration set size, the role of self‐identification with the service brand, positive anticipated emotions about using the service brand, and perception of the brand's status. We draw on data collected from 448 white‐collar professionals who had stayed at hotels. The findings reveal that the effect of self‐identification on consideration set size is mediated by the positive anticipated emotions consumers expect to experience when using the service. Furthermore, the path from self‐identification through positive anticipated emotions to consideration set size is moderated by the service brand's status. The findings contribute to the evolving luxury services literature and self‐congruity theory to explain the mechanisms by which self‐identification drives the development of consumers’ consideration sets in the context of luxury service brands. This study further contributes to the luxury literature by accounting for the role of positive anticipated emotions and perceived brand status. Our findings suggest managers should portray customers experiencing positive emotions when using their luxury services to ensure that the alignment of brand and self is correctly translated to their brand being placed in consumers consideration set. Furthermore, we recommend managers to maximise the power of their brand's status which can increase the likelihood of consumers considering their brand.

show abstract

“…Individuals are often unable to evaluate all options when making a choice, given limits on cognitive capacity [29]. Consumers find ways of coping with this limitation by employing compensatory or non-compensatory choice strategies to help them make a choice using less than all available information [30,31]. This often entails consumers engaging in a two-stage process, where the number of options is reduced, before choosing the best of the remaining alternatives [32,33].…”

Section: Consumer Decision-making Choice Overload and Decision Qualitymentioning

confidence: 99%

The Role of Consumer Autonomy in Developing Sustainable AI: A Conceptual Framework

2021

View full text Add to dashboard Cite

Artificial intelligence (AI)-based decision aids are increasingly employed by businesses to assist consumers’ decision-making. Personalized content based on consumers’ data brings benefits for both consumers and businesses, i.e., with regards to more relevant content. However, this practice simultaneously enables increased possibilities for exerting hidden interference and manipulation on consumers, reducing consumer autonomy. We argue that due to this, consumer autonomy represents a resource at the risk of depletion and requiring protection, due to its fundamental significance for a democratic society. By balancing advantages and disadvantages of increased influence by AI, this paper addresses an important research gap and explores the essential challenges related to the use of AI for consumers’ decision-making and autonomy, grounded in extant literature. We offer a constructive, rather than optimistic or pessimistic, outlook on AI. Hereunder, we present propositions suggesting how these problems may be alleviated, and how consumer autonomy may be protected. These propositions constitute the fundament for a framework regarding the development of sustainable AI, in the context of online decision-making. We argue that notions of transparency, complementarity, and privacy regulation are vital for increasing consumer autonomy and promoting sustainable AI. Lastly, the paper offers a definition of sustainable AI within the contextual boundaries of online decision-making. Altogether, we position this paper as a contribution to the discussion of development towards a more socially sustainable and ethical use of AI.

show abstract

When and how to infer heuristic consideration set rules of consumers

Cited by 16 publications

References 40 publications

Value‐facilitating simplification in marketing: A systematic review and research agenda

Value‐facilitating simplification in marketing: A systematic review and research agenda

Unlocking consumer consideration set size formation for luxury services: A study of self‐identification, brand status and anticipated emotions

The Role of Consumer Autonomy in Developing Sustainable AI: A Conceptual Framework

Contact Info

Product

Resources

About