The influence of trade-off difficulty caused by preference elicitation methods on user acceptance of recommendation agents across loss and gain conditions

Information Systems Research

Volumn 22, Issue 4, 2011, Pages 867-884

  Lee, Young Eun ^a   Benbasat, Izak ^b  

^a FORDHAM UNIVERSITY   (United States)

^b UNIVERSITY OF BRITISH COLUMBIA   (Canada)

Author keywords

Decision context; Effort accuracy framework; Product recommendation agent

Indexed keywords

EID: 84865064719     PISSN: 10477047     EISSN: 15265536     Source Type: Journal    
DOI: 10.1287/isre.1100.0334     Document Type: Article

References (84)

1. Aggarwal, P., R. Vaidyanathan. 2003. Eliciting online customers' preferences: Conjoint vs. self-explicated attribute-level measurements. J. Marketing Management 19(1/2) 157-177.
2. Ajzen, I., T. J. Madden. 1986. Prediction of goal-directed behavior: Attitudes, intentions, and perceived behavioral control. J. Experiment. Soc. Psych. 22(5) 453-474.
3. Aloysius, J., F. Davis, D. Wilson, R. Taylor, J. Kottemann. 2006. User acceptance of multicriteria decision support systems: The impact of preference elicitation techniques. Eur. J. Oper. Res. 169(1) 273-285.
4. Averill, J. R. 1973. Personal control over aversive stimuli and its relationship to stress. Psych. Bull. 80(4) 286-303.
5. Bagozzi, R. P. 1992. The self-regulation of attitudes, intentions, and behavior. Soc. Psych. Quart. 55(2) 178-204.
6. Bagozzi, R. P., U. M. Dholakia, S. Basuroy. 2003. How effortful decisions get enacted: The motivating role of decision processes, desires, and anticipated emotions. J. Behavioral Decision Making 16(4) 273-295.
7. Barclay, D., R. Thompson, C. Higgins. 1995. The partial least squares (PLS) approach to causal modeling: Personal computer adoption and use as an illustration. Tech. Stud. 2(2) 285-309.
8. Baron, R. M., D. A. Kenny. 1986. The moderator-mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations. J. Personality Soc. Psych. 51(6) 1173-1182.
9. Bechwati, N. N., L. Xia. 2003. Do computers sweat? The impact of perceived effort of online decision aids on consumers' satisfaction with the decision process. J. Consumer Psych. 13(1/2) 139-148.
10. Bettman, J. R., M. F. Luce, J. W. Payne. 1998. Constructive consumer choice processes. J. Consumer Res. 25(3) 187-217.
11. Bettman, J. R., E. J. Johnson, M. F. Luce, J. W. Payne. 1993. Correlation, conflict, and choice. J. Experiment. Psych.: Learning, Memory, Cognition 19(4) 931-951.
12. Brown, D. L., D. R. Jones. 1998. Factors that influence reliance on decision aids: A model and an experiment. J. Inform. Systems 12(2) 75-94.
13. Bulgurcu, B., H. Cavusoglu, I. Benbasat. 2010. Information security policy compliance: An empirical study of rationality-based beliefs and information security awareness. MIS Quart. 34(3) 523-548.
14. Carver, C. S., M. F. Scheier. 1982. Outcome expectancy, locus of attribution for expectancy, and self-directed attention as determinants of evaluations and performance. J. Experiment. Soc. Psych. 18(2) 184-200.
15. Cohen, J. 1992. A power primer. Psych. Bull. 112(1) 155-159.
16. Cosley, D., S. K. Lam, I. Albert, J. A. Konstan, J. Riedl. 2003. Is seeing believing? How recommender systems influence users' opinions. CHI 2003 Conf. Human Factors Comput. Systems, Fort Lauderdale, FL.
17. Diehl, K. 2005. When two rights make a wrong: Searching too much in ordered environments. J. Marketing Res. 42(3) 313-322.
18. Drolet, A., M. F. Luce. 2004. The rationalizing effects of cognitive load on emotion-based tradeoff avoidance. J. Consumer Res. 31(1) 63-77.
19. Eierman, M. A., F. Niederman, C. Adams. 1995. DSS theory: A model of constructs and relationships. Decision Support Systems 14(1) 1-26.
20. Einhorn, H., R. Hogarth. 1978. Confidence in judgment: Persistence of the illusion of validity. Psych. Rev. 85 395-416.
21. Engel, J. F., R. D. Blackwell, P. W. Miniard. 1995. Consumer Behavior, 8th ed. Dryden Press, New York.
22. Erev, I., E. Ert, E. Yechiam. 2008. Loss aversion, diminishing sensitivity, and the effect of experience on repeated decisions. J. Behavioral Decision Making 21(5) 575-597.
23. Ericsson, K. A., H. A. Simon. 1993. Protocol Analysis: Verbal Reports as Data. MIT Press, Cambridge, MA.
24. Fasolo, B., G. H. McClelland, K. A. Lange, C. P. Haugtvedt, K. A. Machleit, R. F. Yalch. 2005. The effects of site design and interattribute correlations on interactive Web-based decisions. C. P. Haugtvedt, K. A. Machleit, R. F. Yalch, eds. Online Consumer Psychology: Understanding and Influencing Consumer Behavior in the Virtual World. Lawrence Erlbaum Associates, Mahwah, NJ, 325-342.
25. Försterling, F. 1985. Attributional retraining: A review. Psych. Bull. 98(3) 495-512.
26. Frese, M. 1987. A theory of control and complexity: Implications for software design and integration of computer systems into the work place. M. Frese, ed. Psychological Issues of Human- Computer Interaction in the Work Place. Elsevier Science, New York, 313-337.
27. Gefen, D., D. W. Straub. 1997. Gender differences in the perception and use of e-mail: An extension to the technology acceptance model. MIS Quart. 21(4) 389-400.
28. Gershoff, A. D., A. Mukherjee, A. Mukhopadhyay. 2003. Consumer acceptance of online agent advice: Extremity and positivity effects. J. Consumer Psych. 13(1/2) 161-170.
29. Harman, H. H. 1967. Modern Factor Analysis. University of Chicago Press, Chicago.
30. Haubl, G., K. B. Murray. 2003. Preference construction and persistence in digital marketplaces: The role of electronic recommendation agents. J. Consumer Psych. 13(1/2) 75-91.
31. Haubl, G., V. Trifts. 2000. Consumer decision making in online shopping environments: The effects of interactive decision aids. Marketing Sci. 19(1) 189-200.
32. Hausman, A. 2000. A multi-method investigation of consumer motivations in impulse buying behavior. J. Consumer Marketing 17(5) 403-426.
33. Hogarth, R. M. 1987. Judgment and Choice: The Psychology of Decision. Wiley, New York.
34. Hung, S., Y. Ku, T. Liang, C. Lee. 2007. Regret avoidance as a measure of DSS success: An exploratory study. Decision Support Systems 42(4) 2093-2106.
35. Kahai, S. S., S. A. Solieri, A. J. Felo. 1998. Active involvement, familiarity, framing, and the illusion of control during decision support system use. Decision Support Systems 23(2) 133-148.
36. Kamis, A., M. J. Davern. 2005. An exploratory model of decision quality and its antecedents for category novices using multiplestage shopping engines. E-Service J. 4(1) 3-27.
37. Kamis, A., M. Koufaris, T. Stern. 2008. Using an attribute-based decision support system for user-customized products online: An experimental investigation. MIS Quart. 32(1) 159-177.
38. Keil, M., B. C. Y. Tan, K.-K. Wei, T. Saarinen, V. Tuunainen, A. Wassenaar. 2000. A cross-cultural study on escalation of commitment behavior in software projects. MIS Quart. 24(2) 299-325.
39. Komiak, S. Y. X., I. Benbasat. 2006. The effects of personalization and familiarity on trust in and adoption of recommendation agents. MIS Quart. 30(4) 941-960.
40. Komiak, S. Y. X., W. Wang, I. Benbasat. 2005. Trust building in virtual salespersons versus in human salespersons: Similarities and differences. E-Service J. 3(3) 49-63.
41. Kottemann, J. E., F. D. Davis. 1991. Decisional conflict and user acceptance of multicriteria decision-making aids. Decision Sci. 22(4) 918-926.
42. Kottemann, J. E., F. D. Davis, W. R. Remus. 1994. Computer-assisted decision making: Performance, beliefs, and the illusion of control. Organ. Behavioral Human Decision Processes 57(1) 26-37.
43. Kramer, T. 2007. The effect of measurement task transparency on preference construction and evaluations of personalized recommendations. J. Marketing Res. 44(2) 224-233.
44. Krippendorff, K. 1980. Content Analysis: An Introduction to Its Methodology. Sage Publications, Beverly Hills, CA.
45. Langer, E. J. 1975. The illusion of control. J. Personality Soc. Psych. 32(2) 311-328.
46. Leavitt, N. 2006. Recommendation technology: Will it boost e-commerce? Computer 39(5) 13-16.
47. Luce, M. F. 1998. Choosing to avoid: Coping with negatively emotion-laden consumer decisions. J. Consumer Res. 24(4) 409-433.
48. Luce, M. F., J. R. Bettman, J. W. Payne. 1997. Choice processing in emotionally difficult decisions. J. Experiment. Psych.: Learning, Memory, Cognition 23(2) 384-405.
49. Luce, M. F., J. R. Bettman, J. W. Payne. 1999. Emotional tradeoff difficulty and choice. J. Marketing Res. 36(2) 143-159.
50. Luce, M. F., J. R. Bettman, J. W. Payne. 2001. Emotional Decisions: Tradeoff Difficulty and Coping in Consumer Choice. University of Chicago Press, Chicago.
51. Miles, M. B., A. M. Huberman. 1994. Qualitative Data Analysis: An Expended Sourcebook. Sage Publications, Thousand Oaks, CA.
52. Morris, S. A., T. E. Marshall. 2004. Perceived control in information systems. J. Organ. End User Comput. 16(2) 38-56.
53. Norman, D. 2002. Emotion and design: Attractive things work better. Interactions 9(4) 36-42.
54. Pavlou, P. A., A. Dimoka. 2006. The nature and role of feedback text comments in online marketplaces: Implications for trust building, price premiums, and seller differentiation. Inform. Systems Res. 17(4) 392-414.
55. Payne, J. W., J. R. Bettman, E. J. Johnson. 1988. Adaptive strategy selection in decision making. J. Experiment. Psych.: Learning, Memory, Cognition 13(3) 534-552.
56. Payne, J. W., J. R. Bettman, E. J. Johnson. 1993. The Adaptive Decision-Maker. Cambridge University Press, New York.
57. Robertson, R. K., W. T. Powers. 1990. Introduction to Modern Psychology: The Control Theory View. The Control Systems Group, Gravel Switch, KY.
58. Rodgers, W. M., M. Conner, T. C. Murray. 2008. Distinguishing among perceived control, perceived difficulty, and self-efficacy as determinants of intentions and behaviours. British J. Soc. Psych. 47(4) 607-630.
59. Schmitz, B., E. Skinner. 1993. Perceived control, effort, and academic performance: Interindividual, intraindividual, and multivariate time-series analyses. J. Personality Soc. Psych. 64(6) 1010-1028.
60. Schwartz, N., E. T. Higgins, R. M. Sorrentino. 1986. Feelings as information: Informational and motivational functions of affective states. R. Sorrentino, E. Higgens, eds. Handbook of Motivation and Cognition: Foundations of Social Behavior, Vol. 2. Guilford Press, New York, 527-561.
61. Simonson, I. 1989. Choice based on reasons: The case of attraction and compromise effects. J. Consumer Res. 16(2) 158-174.
62. Singleton, R. A. J., B. C. Straits. 1999. Approaches to Social Research. Oxford University Press, New York.
63. Skinner, E. A., T. Greene. 2008. Perceived control: Engagement, coping, and development. T. L. Good, ed. 21st Century Education: A Reference Handbook. Sage Publications, Newbury Park, CA, 1010-1028.
64. Slovic, P. 1995. The construction of preference. Amer. Psychologist 50(5) 364-371.
65. Sobel, M. E., S. Leinhart. 1982. Asymptotic confidence intervals for indirect effects in structural equation models. S. Leinhart, ed. Sociological Methodology. Jossey-Bass, San Francisco, 290-312.
66. Song, J., D. Jones, N. Gudigantala. 2007. The effects of incorporating compensatory choice strategies in Web-based consumer decision support systems. Decision Support Systems 43(2) 359-374.
67. Stone, P. J., D. C. Dunphy, M. S. Smith, D. M. Ogilvie. 1966. The General Inquirer: A Computer Approach to Content Analysis. MIT Press, Cambridge, MA.
68. Swaminathan, V. 2002. The impact of recommendation agents on consumer evaluation and choice: The moderating role of category risk, product complexity, and consumer knowledge. J. Consumer Psych. 13(1/2) 93-101.
69. Taylor, S., P. Todd. 1995. Assessing IT usage: The role of prior experience. MIS Quart. 19(4) 561-670.
70. Tetlock, P. E., O. V. Kristel, B. Elson, M. C. Green. 2000. The psychology of the unthinkable: Taboo trade-offs, forbidden base rates, and heretical counterfactuals. J. Personality Soc. Psych. 78(5) 853-870.
71. Thaler, R. H., A. Tversky, D. Kahneman, A. Schwartz. 1997. The effect of myopia and loss aversion on risk taking: An experimental test. Quart. J. Econom. 112(2) 647-661.
72. Todd, P., I. Benbasat. 1991. An experimental investigation the impact of computer-based decision aids on the decision making process. MIS Quart. 2(2) 87-115.
73. Todd, P., I. Benbasat. 1994. The influence of DSS on choice strategies: An experimental analysis of the role of cognitive effort. Organ. Behavioral Human Decision Processes 60(1) 36-74.
74. Todd, P., I. Benbasat. 1999. Evaluating the impact of DSS, cognitive effort, and incentives on strategy selection. Inform. Systems Res. 10(4) 356-374.
75. Tversky, A., D. Kahneman. 1991. Loss aversion in riskless choice: A reference-dependent model. Quart. J. Econom. 106(4) 1039-1061.
76. Van der Heijden, H., J. B. Sorensen. 2002. The mobile decision maker: Mobile decision aids, task complexity, and decision effectiveness. Working paper, Copenhagen Business School, Frederiksberg, Denmark.
77. Venkatesh, V. 2000. Determinants of perceived ease of use: Integrating control, intrinsic motivation, and emotion into the technology acceptance model. Inform. Systems Res. 11(4) 342-365.
78. Venkatesh, V., F. Davis. 2000. A theoretical extension of the technology acceptance model: Four longitudinal field studies. Management Sci. 46(2) 186-204.
79. Vonk, E. M., T. Tripodi, I. Epstein. 2006. Content analysis. Research Techniques for Clinical Social Workers. Columbia University Press, New York, 108-109.
80. Wang, W., I. Benbasat. 2005. Trust in and adoption of online recommendation agents. J. Amer. Inform. Systems 6(3) 72-100.
81. Wang, W., I. Benbasat. 2007. Recommendation agents for electronic commerce: Effects of explanation facilities on trusting beliefs. J. Management Inform. Systems 23(4) 217-246.
82. Wang, W., I. Benbasat. 2009. Interactive decision aids for consumer decision making in e-commerce: The influence of perceived strategy restrictiveness. MIS Quart. 33(1) 1-29.
83. Widing, R. E., W. W. Talarzyk. 1993. Electronic information systems for consumers: An evaluation of computer-assisted formats in multiple decision environments. J. Marketing Res. 30(2) 125-141.
84. Xiao, B., I. Benbasat. 2007. E-commerce product recommendation agents: Use, characteristics, and impact. MIS Quart. 31(1) 137-209.