The impact of the amount of available information on decision delay: The role of common features

Marketing Letters

Volumn 22, Issue 4, 2011, Pages 405-421

  Nagpal, Anish ^a   Khare, Adwait ^b   Chowdhury, Tilottama ^c   Labrecque, Lauren I ^d   Pandit, Ameet ^e  

^a UNIVERSITY OF MELBOURNE   (Australia)

^b UNIVERSITY OF TEXAS AT ARLINGTON   (United States)

^c QUINNIPIAC UNIVERSITY   (United States)

^d NORTHERN ILLINOIS UNIVERSITY   (United States)

^e NORTHUMBRIA UNIVERSITY   (United Kingdom)

Author keywords

Approach approach; Avoidance avoidance; Common features; Decision conflict; Decision delay

Indexed keywords

EID: 82255164593     PISSN: 09230645     EISSN: None     Source Type: Journal    
DOI: 10.1007/s11002-010-9132-z     Document Type: Article

References (49)

1. Agarwal, M. K., & Chatterjee, S. (2003). Complexity, uniqueness, and similarity in between-bundle choice. Journal of Product and Brand Management, 12(6), 358-376.
2. Anderson, C. J. (2003). The psychology of doing nothing: Forms of decision avoidance result from reason and emotion. Psychological Bulletin, 129(1), 139-166.
3. Ariely, D. (2000). Controlling the information flow: Effects on consumers' decision making and preferences. Journal of Consumer Research, 27 (September), 233-47.
4. Baron, R. M., & Kenny, D. A. (1986). The moderator-mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations. Journal of Personality and Social Psychology, 51(6), 1173-1182.
5. Bettman, J., Johnson, E. J., & Payne, J. W. (1991). In T. S. Robertson & H. H. Kassarjian (Eds.), Consumer decision making. Handbook of Consumer Behaviour (pp. 50-84). Englewood Cliffs: Prentice-Hall.
6. Bruine De Bruin, W., & Keren, G. (2003). Order effects in sequentially judged options due to the direction of comparison. Organizational Behavior and Human Decision Processes, 92(1/2), 91-101.
7. Brunner, T. A., & Wanke, M. (2006). The reduced and enhanced impact of shared features on individual brand evaluations. Journal of Consumer Psychology, 16(2), 101-111.
8. Carpenter, G. S., Glazer, R., & Nakamoto, K. (1994). Meaningful brands from meaningless differentiation: The dependence on irrelevant attributes. Journal of Marketing Research (JMR), 31(3), 339-350.
9. Chatterjee, S., & Heath, T. B. (1996). Conflict and loss aversion in multiattribute choice: The effects of trade-off size and reference dependence on decision difficulty. Organizational Behavior and Human Decision Processes, 67(2), 144-155.
10. Chernev, A. (1997). The effect of common features on brand choice: Moderating role of attribute importance. Journal of Consumer Research, 23(4), 304-310.
11. Chernev, A. (2001). The impact of common features on consumer preferences: A case of confirmatory reasoning. Journal of Consumer Research, 27(4), 475-488.
12. Coupey, E. (1994). Restructuring: Constructive processing of information displays in consumer choice. Journal of Consumer Research, 21(1), 83-99.
13. De Dreu, C. K. W., Yzerbyt, V. Y., and Leyens, J.-P. (1995). Dilution of stereotype-based cooperation in mixed-motive interdependence. Journal of Experimental Social Psychology, 31(November), 575-593.
14. DeMaris, A. (2004). Regression with social data: Modelling continuous and limited response variables. Hoboken: Wiley.
15. Dhar, R., & Nowlis, S. M. (1999). The effect of time pressure on consumer choice deferral. Journal of Consumer Research, 25(4), 369-384.
16. Fein, S., and Hilton, J. L. (1992). Attitudes towards groups and behavioral intentions toward individual group members: The impact of nondiagnostic information. Journal of Experimental Social Psychology, 28 (March), 101-124.
17. Gaeth, G. J., Levin, I. P., Chakraborty, G., and Levin, A. M. (1991). Consumer evaluation of multi-product bundles: An information integration analysis. Marketing Letters, 2 (January), 47-57.
18. Greenleaf, E. A., & Lehman, D. R. (1995). Reasons for substantial delay in consumer decision making. Journal of Consumer Research, 22(2), 186-199.
19. Hilton, J. L., & Fein, S. (1989). The role of typical diagnosticity in stereotype-based judgments. Journal of Personality and Social Psychology, 57(2), 201-211.
20. Houston, D. A., & Sherman, S. J. (1995). Cancellation and focus: The role of shared and unique features in the choice process. Journal of Experimental Social Psychology, 31(4), 357-378.
21. Houston, D. A., Sherman, S. J., & Baker, S. M. (1989). The influence of unique features and direction of comparison on preferences. Journal of Experimental Social Psychology, 25(2), 121-141.
22. Houston, D. A., Sherman, S. J., & Baker, S. M. (1991). Feature matching, unique features, and the dynamics of the choice process: Pre-decision conflict and post-decision satisfaction. Journal of Experimental Social Psychology, 27(5), 411-430.
23. Jacoby, J., Speller, D. E., & Berning, C. K. (1974). Brand choice behavior as a function of information load: Replication and extension. Journal of Consumer Research, 1(1), 33-42.
24. Jacoby, J., Speller, D. E., & Kohn, C. A. (1974). Brand choice behavior as a function of information load. Journal of Marketing Research (JMR), 11(1), 63-69.
25. Kahneman, D., & Tversky, A. (1979). Prospect theory: An analysis of decision under risk. Econometrica, 47, 263-291.
26. Kardes, F. R., & Sanbonmatsu, D. M. (1993). Direction of comparison, expected feature correlation, and the set-size effect in preference judgment. Journal of Consumer Psychology, 2(1), 39-54.
27. Keller, K. L. (1998). Strategic brand management. NJ: Prentice-Hall.
28. Keller, K. L., & Staelin, R. (1987). Effects of quality and quantity of information on decision effectiveness. Journal of Consumer Research, 14(2), 200-213.
29. Klayman, J. (1995). Varieties of confirmation bias. In J. R. Busemeyer, R. Hastie, & D. S. Medin (Eds.), Decision making from the perspective of cognitive psychology (pp. 385-418). New York: Academic.
30. Lord, C. G., Lepper, M. R., and Ross, L. (1979). Biased assimilation and attitude polarization: The effects of prior theories on subsequently considered choice. Journal of Personality and Social Psychology, 37 (November), 2098-2110.
31. Lurie, N. H. (2004). Decision making in information-rich environments: The role of information structure, Journal of Consumer Research, 30 (March), 473-86.
32. Malhotra, N. K. (1982). Information load and consumer decision making. Journal of Consumer Research, 8 (March), 419-29.
33. Malhotra, N. K., Jain, A. K., & Lagakos, S. W. (1982). The information overload controversy: An alternative viewpoint. Journal of Marketing, 46(2), 27-37.
34. Mantel, S. P., & Kardes, F. R. (1999). The role of direction of comparison, attribute-based processing, and attitude-based processing in consumer preference. Journal of Consumer Research, 25(4), 335-352.
35. Moorthy, S., Ratchford, B. T., and Talukdar, D. (1997). Consumer information search revisited: Theory and empirical analysis. Journal of Consumer Research, 23 (March), 263-77.
36. Muller, T. E. (1984). Buyer response to variations in product information load. The Journal of Applied Psychology, 69(2), 300-306.
37. Nagpal, A., & Krishnamurthy, P. (2008). Attribute conflict in consumer decision making: The role of task compatibility. Journal of Consumer Research, 34(5), 696-705.
38. Nisbett, R. E., Zukier, H., and Lemley, R. E. (1981). The dilution effect: Nondiagnostic information weakens the implications of diagnostic information. Cognitive Psychology, 13 (April), 248-277.
39. Russo, J. E., Medvec, V. H., & Meloy, M. G. (1996). The distortion of information during decisions. Organizational Behavior and Human Decision Processes, 66(1), 102-110.
40. Russo, J. E., Meloy, M. G., & Medvec, V. H. (1998). Predecisional distortion of product information. Journal of Marketing Research, 35(4), 438-452.
41. Scammon, D. L. (1977). "Information load" and consumers. Journal of Consumer Research, 4(3), 148-155.
42. Sobel, M. E. (1982). Asymptotic confidence intervals for indirect effects in structural equation models. In S. Leinhardt (Ed.), Sociological methodology (pp. 290-312). Washington, DC: American Sociological Association.
43. Troutman, M. C. and Shanteau, J. (1976). Do consumers evaluate products by adding or averaging attribute information? Journal of Consumer Research, 3 (September), 101-106.
44. Tversky, A. (1972). Elimination by aspects: A theory of choice. Psychological Review, 79 (July), 281-299.
45. Tversky, A. (1977). Features of similarity. Psychological Review, 84 (July), 327-352.
46. Tversky, A., & Shafir, E. (1992). Choice under conflict: The dynamics of deferred decision. Psychological Science, 3 (November), 358-361.
47. Wang, T., Venkatesh, R., and Chatterjee, R., (2007). Reservation price as a range: An incentive-compatible measurement approach. Journal of Marketing Research, 44 (May), 200-213.
48. Wang, J., & Wyer, R. S. (2002). Comparative judgment process: The effects of task objectives and time delay on product evaluations. Journal of Consumer Psychology, 12(4), 327-340.
49. Wanke, M. (1996). Comparative judgments as a function of the direction of comparison versus word order. Public Opinion Quarterly, 60(3), 400-409.