Searching for experience on the web: An empirical examination of consumer behavior for search and experience goods

Journal of Marketing

Volumn 73, Issue 2, 2009, Pages 55-69

  Huang, Peng ^a   Lurie, Nicholas H ^a   Mitra, Sabyasachi ^a  

^a GEORGIA INSTITUTE OF TECHNOLOGY   (United States)

Author keywords

Browsing behavior; Experience goods; Information search; Internet; Multimedia

Indexed keywords

EID: 62649092010     PISSN: 00222429     EISSN: None     Source Type: Journal    
DOI: 10.1509/jmkg.73.2.55     Document Type: Article

References (70)

1. Alba, Joseph, John Lynch, Barton Weitz, Chris Janiszewski, Richard Lutz, Alan Sawyer, and Stacy Wood (1997), "Interactive Home Shopping: Consumer, Retailer, and Manufacturer Incentives to Participate in Electronic Marketplaces," Journal of Marketing, 61 (July), 38-53.
2. Bettman, James R., Eric J. Johnson, Mary Frances Luce, and John W. Payne (1993), "Correlation, Conflict and Choice," Journal of Experimental Psychology: Learning, Memory, and Cognition, 19 (July), 931-51.
3. -, and John W. Payne (1990), "A Componential Analysis of Cognitive Effort in Choice," Organizational Behavior and Human Decision Processes, 45 (February), 111-39.
4. Bloom, Paul N. and James E. Pailin Jr. (1995), "Using Information Situations to Guide Marketing Strategy," Journal of Consumer Marketing, 12 (2), 19-27.
5. Brynjolfsson, Erik and Michael D. Smith (2000), "Frictionless Commerce? A Comparison of Internet and Conventional Retailers," Management Science, 46 (April), 563-85.
6. Bucklin, Randolph E. and Catalina Sismeiro (2003), "A Model of Web Site Browsing Behavior Estimated on Clickstream Data," Journal of Marketing Research, 40 (August), 249-67.
7. Cameron, A. Colin and Pravin K. Trivedi (2005), Microeconometrics: Methods and Applications. New York: Cambridge.
8. Carlton, Dennis W. and Judith A. Chevalier (2001), "Free-Riding and Sales Strategies for the Internet," Journal of Industrial Economics, 49 (December), 441-61.
9. Chevalier, Judith A. and Dina Mayzlin (2006), "The Effect of Word of Mouth on Sales: Online Book Reviews," Journal of Marketing Research, 43 (August), 345-54.
10. Coupey, Eloise (1994), "Restructuring: Constructive Processing of Information Displays in Consumer Choice," Journal of Consumer Research, 21 (June), 83-99.
11. Daft, Richard L. and Robert H. Lengel (1984), "Information Richness: A New Approach to Manager Information Processing and Organization Design," in Research in Organization Behavior, Vol. 6, Barry Staw and L.L. Cummings, eds. Greenwich, CT: JAI Press, 191-233.
12. Darby, Michael R. and Edi Karni (1973), "Free Competition and the Optimal Amount of Fraud," Journal of Law and Economics, 16 (April), 67-88.
13. Diehl, Kristin (2005), "When Two Rights Make a Wrong: Searching Too Much in Ordered Environments," Journal of Marketing Research, 42 (August), 313-22.
14. Ford, Gary T., Darlene B. Smith, and John L. Swasy (1988), "An Empirical Test of the Search, Experience and Credence Attributes Framework," in Advances in Consumer Research, Vol. 15, Michael J. Houston, ed. Provo, UT: Association for Consumer Research, 239-44.
15. -, (1990), "Consumer Skepticism of Advertising Claims: Testing Hypotheses from Economics of Information," Journal of Consumer Research, 16 (March), 433-41.
16. Franke, George R., Bruce A. Huhmann, and David L. Mothersbaugh (2004), "Information Content and Consumer Readership of Print Ads: A Comparison of Search and Experience Products," Journal of the Academy of Marketing Science, 32 (Winter), 20-31.
17. Friestad, Marian and Peter Wright (1994), "The Persuasion Knowledge Model: How People Cope with Persuasion Attempts," Journal of Consumer Research, 21 (June), 1-31.
18. Garner, Wendell R. (1962), Uncertainty and Structure as Psychological Concepts. New York: John Wiley & Sons.
19. Godes, David and Dina Mayzlin (2004), "Using Online Conversations to Study Word-of-Mouth Communication," Marketing Science, 23 (4), 545-60.
20. Greene, William H. (2003), Econometric Analysis, 5th ed. New York: McMillian.
21. Ha, Hong-Youl (2002), "The Effects of Consumer Risk Perception on Pre-Purchase Information in Online Auctions: Brand, Word-of-Mouth, and Customized Information," Journal of Computer-Mediated Communication, 8 (October), (accessed February 15, 2007), [available at http://jcmc.indiana. edu/vol8/issue1/ha. html].
22. Ha, Young-Won and Stephen J. Hoch (1989), "Ambiguity, Processing Strategy, and Advertising-Evidence Interactions," Journal of Consumer Research, 16 (December), 354-60.
23. Häubl, Gerald and Valerie Trifts (2000), "Consumer Decision Making in Online Shopping Environments: The Effects of Interactive Decision Aids," Marketing Science, 19 (Winter), 4-21.
24. Hoch, Stephen J. and John Deighton (1989), "Managing What Consumers Learn from Experience," Journal of Marketing, 53 (April), 1-20.
25. -, and Young-Won Ha (1986), "Consumer Learning: Advertising and the Ambiguity of Product Experience," Journal of Consumer Research, 13 (September), 221-33.
26. Hoffman, Donna L. and Thomas P. Novak (1996), "Marketing in Hypermedia Computer-Mediated Environments: Conceptual Foundations," Journal of Marketing, 60 (July), 50-68.
27. Hsieh, Yi-Ching, Hung-Chang Chiu, and Mei-Yi Chiang (2005), "Maintaining a Committed Online Customer: A Study Across Search-Experience-Credence Products," Journal of Retailing, 81 (1), 75-82.
28. Jacoby, Jacob, James J. Jaccard, Imran Currim, Alfred Kuss, Asim Ansari, and Tracy Troutman (1994), "Tracing the Impact of Item-by-Item Information Accessing on Uncertainty Reduction," Journal of Consumer Research, 21 (September), 291-303.
29. Johnson, Eric J., Steven Bellman, and Gerald L. Lohse (2003), "Cognitive Lock-In and the Power Law of Practice," Journal of Marketing, 67 (April), 62-75.
30. -, Wendy W. Moe, Peter S. Fader, Steven Bellman, and Gerald L. Lohse (2004), "On the Depth and Dynamics of Online Search Behavior," Management Science, 50 (March), 299-308.
31. -, and John W. Payne (1985), "Effort and Accuracy in Choice," Management Science, 31 (April), 395-414.
32. -, and Edward J. Russo (1984), "Product Familiarity and Learning New Information," Journal of Consumer Research, 11 (June), 542-60.
33. Johnson, Michael D. (1984), "Consumer Choice Strategies for Comparing Noncomparable Alternatives," Journal of Consumer Research, 11 (December), 741-53.
34. -, (1988), "Comparability and Hierarchical Processing in Multialternative Choice," Journal of Consumer Research, 15 (December), 303-314.
35. Klein, Lisa R. (1998), "Evaluating the Potential of Interactive Media Through a New Lens: Search Versus Experience Goods," Journal of Business Research, 41 (March), 195-203.
36. -, and Gary T. Ford (2003), "Consumer Search for Information in the Digital Age: An Empirical Study of Prepurchase Search for Automobiles," Journal of Interactive Marketing, 17 (Summer), 29-49.
37. Koch, James V. and Richard J. Cebula (2002), "Price, Quality, and Service on the Internet: Sense and Nonsense," Contemporary Economic Policy, 20 (January), 25-37.
38. Krishnan, Balaji C. and Michael D. Hartline (2001), "Brand Equity: Is It More Important in Services?" Journal of Services Marketing, 15 (5), 328-42.
39. Lurie, Nicholas H. (2004), "Decision Making in Information-Rich Environments: The Role of Information Structure," Journal of Consumer Research, 30 (March), 473-86.
40. -, and Charlotte H. Mason (2007), "Visual Representation: Implications for Decision Making," Journal of Marketing, 71 (January), 160-77.
41. Lynch, John G. and Dan Ariely (2000), "Wine Online: Search Costs Affect Competition on Price, Quality, and Distribution," Marketing Science, 19 (Winter), 83-103.
42. Malhotra, Naresh K. (1982), "Information Load and Consumer Decision Making," Journal of Consumer Research, 8 (March), 419-30.
43. Mayzlin, Dina (2006), "Promotional Chat on the Internet," Marketing Science, 25 (March), 155-63.
44. Moe, Wendy W. (2003), "Buying, Searching, or Browsing: Differentiating Between Online Shoppers Using In-Store Navigational Clickstream," Journal of Consumer Psychology, 13 (1-2), 29-39.
45. -, and Peter S. Fader (2004), "Dynamic Conversion Behavior at E-Commerce Sites," Management Science, 50 (March), 326-35.
46. Montgomery, Alan L., Shibo Li, Kannan Srinivasan, and John C. Liechty (2004), "Modeling Online Browsing and Path Analysis Using Clickstream Data," Marketing Science, 23 (Fall), 579-95.
47. Moore, William L. and Donald R. Lehmann (1980), "Individual Differences in Search Behavior for a Nondurable," Journal of Consumer Research, 7 (December), 296-307.
48. Moorthy, Sridhar, Brian T. Ratchford, and Debabrata Talukdar (1997), "Consumer Information Search Revisited: Theory and Empirical Analysis," Journal of Consumer Research, 23 (March), 263-77.
49. Morton, Fiona Scott, Florian Zettelmeyer, and Jorge Silva-Risso (2001), "Internet Car Retailing," Journal of Industrial Economics, 49 (December), 501-519.
50. Nelson, Phillip (1970), "Information and Consumer Behavior," Journal of Political Economy, 78 (March-April), 311-29.
51. -, (1974), "Advertising as Information," Journal of Political Economy, 82 (July-August), 729-54.
52. Payne, John W., James R. Bettman, and Eric J. Johnson (1988), "Adaptive Strategy Selection in Decision Making," Journal of Experimental Psychology: Learning, Memory, and Cognition, 14 (July), 534-52.
53. Peterson, Robert A., Sridhar Balasubramanian, and Bart J. Bronnenberg (1997), "Exploring the Implications of the Internet for Consumer Marketing," Journal of the Academy of Marketing Science, 25 (Fall), 329-46.
54. Ratchford, Brian T., Myung-Soo Lee, and Debabrata Talukdar (2003), "The Impact of the Internet on Information Search for Automobiles," Journal of Marketing Research, 40 (May), 193-209.
55. Schlosser, Ann E. (2003), "Experiencing Products in the Virtual World: The Role of Goal and Imagery in Influencing Attitudes Versus Purchase Intentions," Journal of Consumer Research, 30 (September), 184-98.
56. -, Tiffany Barnett White, and Susan M. Lloyd (2006), "Converting Web Site Visitors into Buyers: How Web Site Investment Increases Consumer Trusting Beliefs and Online Purchase Intentions," Journal of Marketing, 70 (April), 133-48.
57. Shannon, Claude Elwood and Warren Weaver (1949), The Mathematical Theory of Communication. Urbana: University of Illinois Press.
58. Shugan, Steven M. (1980), "The Cost of Thinking," Journal of Consumer Research, 7 (September), 99-111.
59. Steckel, Joel H., Russell S. Winer, Randolph E. Bucklin, Benedict G.C. Dellaert, Xavier Drèze, Gerald Häubl, et al. (2005), "Choice in Interactive Environments," Marketing Letters, 16 (3), 309-320.
60. Stigler, George J. (1961), "The Economics of Information," Journal of Political Economy, 69 (June), 213-25.
61. Van Baal, Sebastian and Christian Dach (2005), "Free-Riding and Customer Retention Across Retailers' Channels," Journal of Interactive Marketing, 19 (Spring), 75-85.
62. Weathers, Danny and Igor Makienko (2006), "Assessing the Relationships Between E-Tail Success and Product and Web Site Factors," Journal of Interactive Marketing, 20 (Spring), 41-54.
63. -, Subhash Sharma, and Stacy L. Wood (2007), "Effects of Online Communication Practices on Consumer Perceptions of Performance Uncertainty for Search and Experience Goods," Journal of Retailing, 83 (4), 393-401.
64. West, Patricia M. and Susan M. Broniarczyk (1998), "Integrating Multiple Opinions: The Role of Aspiration Level on Consumer Response to Critic Consensus," Journal of Consumer Research, 25 (June), 38-51.
65. Winer, Russell S. (1999), "Experimentation in the 21st Century: The Importance of External Validity," Journal of the Academy of Marketing Science, 27 (Summer), 349-58.
66. Wood, Stacey L. and John G. Lynch Jr. (2002), "Prior Knowledge and Complacency in New Product Learning," Journal of Consumer Research, 29 (3), 416-26.
67. Wooldridge, Jeffrey M. (2001), Econometric Analysis of Cross Section and Panel Data, 1st ed. Cambridge, MA: MIT Press.
68. Wright, Alice A. and John G. Lynch Jr. (1995), "Communication Effects of Advertising Versus Direct Experience," Journal of Consumer Research, 21 (March), 708-718.
69. Zauberman, Gal (2003), "The Intertemporal Dynamics of Consumer Lock-In," Journal of Consumer Research, 30 (December), 405-419.
70. Zettelmeyer, Florian, Fiona Scott Morton, and Jorge Silva-Risso (2006), "How the Internet Lowers Prices: Evidence from Matched Survey and Automobile Transaction Data," Journal of Marketing Research, 43 (May), 168-81.