A new way to guide consumer's choice: Retro-cueing alters the availability of product information in memory

Krefeld-Schwalb, Antonia; Rosner, Agnes

doi:10.1016/j.jbusres.2019.08.012

Cited by 4 publications

(5 citation statements)

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“…First, these results suggest that exhaustive training is not needed to observe LAN during JDM. This is in line with previous LAN studies that used encoding-retrieval paradigms without extensive learning phases (Johansson et al, 2012; Krefeld-Schwalb & Rosner, 2020; Kumcu & Thompson, 2020; Scholz et al, 2016). Second, the results suggest that if variance is large enough, the quality of the memory representation can matter.…”

Section: Discussionsupporting

confidence: 91%

“…LAN describes how people look back at empty spatial locations when retrieving information from memory that has been associated with those locations during encoding. Researchers have used this phenomenon to trace what information is retrieved from memory during a wide range of JDM tasks (Jahn & Braatz, 2014; Klichowicz et al, 2020; Krefeld-Schwalb & Rosner, 2020; Pärnamets et al, 2016; Platzer et al, 2014; Renkewitz & Jahn, 2012; Rosner & von Helversen, 2019; Scholz et al, 2017; Scholz et al, 2015). In the pioneering study by Renkewitz and Jahn (2012), participants first learned attribute information about decision options that were arranged within spatial frames at distinct spatial locations on a computer screen.…”

Section: Lan and Memory Retrievalmentioning

confidence: 99%

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When the eyes have it and when not: How multiple sources of activation combine to guide eye movements during multiattribute decision making.

Rosner¹,

Schaffner²,

Helversen³

2022

Journal of Experimental Psychology: General

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Memory plays a major but underexplored role in judgment and decision making (JDM). Studying eye movements-especially how people look at empty spatial locations when retrieving from memory information previously associated with those locations-provides useful information about how memory influences JDM. This so-called looking-at-nothing behavior is thought to reflect memory-driven allocation of attention. However, eye movements are also guided toward salient visual stimuli, such as test items presented on a screen. It is unclear how these multiple sources of activation combine to guide looking-at-nothing in JDM. We investigated this question in two experiments in which participants solved multiattribute categorization tasks using an exemplar-based decision strategy. In the first experiment, we tested how the occurrence and the strength of looking-at-nothing vary with the presentation format and the amount of training participants received. Looking-at-nothing occurred during categorizations when test-item information was presented auditorily and visually, but for the latter only after visual information was removed from the screen. It occurred both when training items were learned by heart and when they were presented 10 times on the screen. A second experiment revealed that an explicit instruction to imagine retrieval-relevant information during categorizations increased lookingat-nothing but did not change the decision-making process. The results shed light on the interaction between eye movements and attention to information in memory during JDM that can be explained in light of a shared priority map in memory. A detailed understanding of this interaction forms the basis for using eye movements to study memory processes in JDM.

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Section: Discussionsupporting

confidence: 91%

Section: Lan and Memory Retrievalmentioning

confidence: 99%

When the eyes have it and when not: How multiple sources of activation combine to guide eye movements during multiattribute decision making.

Rosner¹,

Schaffner²,

Helversen³

2022

Journal of Experimental Psychology: General

Self Cite

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“…Researchers have used this phenomenon to trace what information is retrieved from memory during a wide range of JDM tasks (Jahn & Braatz, 2014;Klichowicz et al, 2021;Krefeld-Schwalb & Rosner, 2020;Pärnamets et al, 2016;Renkewitz & Jahn, 2012;Rosner et al, 2022;Rosner & von Helversen, 2019;Scholz et al, 2015Scholz et al, , 2017. In the study by Renkewitz and Jahn (2012), participants first learned attribute information about decision options that were arranged within spatial frames at distinct spatial locations on a computer screen.…”

Section: Tracing Retrieval Processes Through Eye Movementsmentioning

confidence: 99%

“…In preferential judgments, in which the importance of attributes is unknown and likely varies between people, it becomes difficult to create these situations. Recent research has shown that eye movements can be studied to gain insights into how memory influences decision-making (Krefeld-Schwalb & Rosner, 2020;Pärnamets et al, 2016;Platzer et al, 2014;Renkewitz & Jahn, 2012) and the retrieval of past experiences during inferential judgments and categorizations (Rosner et al, 2022;Rosner & von Helversen, 2019;Scholz et al, 2015). In the study by Scholz et al (2015), participants first memorized multiple pieces of information about various job candidates (exemplars).…”

Section: Introductionmentioning

confidence: 99%

Eye movements as a tool to investigate exemplar retrieval in judgments

Rosner,

Brändli,

von Helversen

2024

Judgm. decis. mak.

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The retrieval of past instances stored in memory can guide inferential choices and judgments. Yet, little process-level evidence exists that would allow a similar conclusion for preferential judgments. Recent research suggests that eye movements can trace information search in memory. During retrieval, people gaze at spatial locations associated with relevant information, even if the information is no longer present (the so-called ‘looking-at-nothing’ behavior). We examined eye movements based on the looking-at-nothing behavior to explore memory retrieval in inferential and preferential judgments. In Experiment 1, participants assessed their preference for smoothies with different ingredients, while the other half gauged another person’s preference. In Experiment 2, all participants made preferential judgments with or without instructions to respond as consistently as possible. People looked at exemplar locations in both inferential and preferential judgments, and both with and without consistency instructions. Eye movements to similar training exemplars predicted test judgments but not eye movements to dissimilar exemplars. These results suggest that people retrieve exemplar information in preferential judgments but that retrieval processes are not the sole determinant of judgments.

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“…Product information refers to information broadly related to the product (Krefeld-Schwalb & Rosner, 2020;Saaksvuori & Immonen, 2008), which can have an impact on consumers' perception, cognition, consciousness, emotion, behavior and other activities. Nowadays, product information has always been an important focus of research in the field of e-commerce.…”

Section: Role Of Product Information In E-commercementioning

confidence: 99%

A Cross-Continent Analysis of the Invariance of Product Information in Cross-Border Electronic Commerce

Zhu

Mou

Cohen

2021

Journal of Global Information Management

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Cross-border electronic-commerce (CBEC) is growing. However, due to differences in culture, habits, history and language among other factors, consumers in different regions may have different perception towards the same product information on CBEC platforms, which may lead to differences in their cognition of the product with implications for purchase intentions. Presently, little research has attempted to understand whether there are such differences between global consumers through the examination of measurement invariance (MI) in CBEC environments. By using multiple-group confirmatory factor analysis (MG-CFA), this study explored the invariance of two product information cognitions on CBEC platforms, namely product description and product awareness, among consumers in North America, Europe, Latin America and Oceania. Data was collected from users of a popular CBEC platform in China. We find no significant differences in understandings and levels of awareness of product information across the four groups of consumers.

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A new way to guide consumer's choice: Retro-cueing alters the availability of product information in memory

Cited by 4 publications

References 58 publications

When the eyes have it and when not: How multiple sources of activation combine to guide eye movements during multiattribute decision making.

When the eyes have it and when not: How multiple sources of activation combine to guide eye movements during multiattribute decision making.

Eye movements as a tool to investigate exemplar retrieval in judgments

A Cross-Continent Analysis of the Invariance of Product Information in Cross-Border Electronic Commerce

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