A Typology of Individual Search Strategies Among Purchasers of New Automobiles

Furse, David H.; Punj, Girish; Stewart, David W.

doi:10.1086/208980

Cited by 290 publications

(205 citation statements)

References 18 publications

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“…Alba and Hutchinson 1987). The amount of domainspecific knowledge determines product decisions (Alba and Hutchinson 1987) and negatively influences suscepti- bility to both informational and normative interpersonal influence (Furse et al 1984;Gilly et al 1998;Mangleburg et al 2004). Individuals with more knowledge tend to be more confident about making correct decisions and demonstrate less interest in others' information and opinions Clark and Goldsmith 2006;Kahle 1995;Locander and Hermann 1979).…”

Section: Hypothesesmentioning

confidence: 99%

“…Conversely, individuals with less knowledge are more susceptible to informational and normative interpersonal influences. On the one hand, those with less knowledge may doubt their ability to make good decisions and perceive higher risks (Alba and Hutchinson 1987), so to reduce this risk, they may feel more compelled to ask knowledgeable others for advice and rely more strongly on this advice compared with those consumers who know more and perceive less risk (Festinger 1954;Furse et al 1984;Gilly et al 1998;Mangleburg et al 2004;Mitchell and McGoldrick 1996). On the other hand, individuals with less knowledge lack a sense of personal adequacy and may suffer low self-confidence and self-esteem, which often makes them excessively fearful of social disapproval and strongly motivated to conform to others' demands or suggestions (Janis 1954;Cox and Bauer 1964).…”

Section: Hypothesesmentioning

confidence: 99%

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Susceptibility to and impact of interpersonal influence in an investment context

Hoffmann

Broekhuizen

2009

J. of the Acad. Mark. Sci.

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This paper demonstrates the relevance of consumers' susceptibility to interpersonal influence (CSII) in an investment context. In Study 1, a survey of individual investors, investment-related knowledge, psycho-social risks, and social needs emerge as antecedents that explain investors' susceptibility to informational and normative influence. In turn, susceptibility to normative influences increases transaction frequency, whereas susceptibility to informational influences decreases transaction frequency. The experiments in Studies 2 and 3 indicate the impact of interpersonal influences on consumers' investment decisions in a voluntary (free choice) and involuntary (confrontation) setting and check whether CSII moderates the impact of interpersonal influences. Consumers' investment choices are consistently influenced by the information and opinions of others, whereas CSII only strengthens the impact of interpersonal influence in a voluntary informational setting.

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Section: Hypothesesmentioning

confidence: 99%

Section: Hypothesesmentioning

confidence: 99%

Susceptibility to and impact of interpersonal influence in an investment context

Hoffmann

Broekhuizen

2009

J. of the Acad. Mark. Sci.

View full text Add to dashboard Cite

show abstract

“…Based on qualitative consumer interviews, manufacturer and dealer experience, and prior research (Furse, Punj andStewart 1984. Hauser, Urban, andWeinberg 1993;Kiel and Layton 1981.…”

Section: Full Infonnationmentioning

confidence: 99%

Premarket Forecasting of Really-New Products

Urban

Weinberg

Hauser

1996

Journal of Marketing

225

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“…The second stream aims at better understanding information-seeking behaviour, especially the circumstances under which consumers rely on WOM communications more than on other sources in the decision making process. Consumers are more likely to seek the opinions of others if they have no or little expertise in a product category (Fuse et al 1984), perceive a high risk in decision making (Bansal -Voyer 2000) or their involvement level is high (Beatty -Smith 1987). Studies in the third stream examine why certain personal sources of information exert more influence than others.…”

Section: Introductionmentioning

confidence: 99%

Are opinion leaders more satisfied? Results of a SEM model about the relationship between opinion leadership and online customer satisfaction

Nagy

Kemény

Szűcs

et al. 2017

Soc Ec

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More and more research is dedicated to address the phenomenon of online word-of-mouth (WOM).Concerning electronic WOM, three major underlying motives can be differentiated: opinion seeking, opinion giving and opinion passing (Flynn et al. 1996, Sun et al. 2006. The main aim of the research is to analyse the relationship between these three dimensions and the level of customer satisfaction.The research is based on a representative sample of 1000 respondents living in Hungary. According to the hypothesized Structural Equation Model (SEM), we can conclude that online opinion seeking behaviour has a significant positive impact on levels of customer satisfaction, as well as on opinion giving and opinion passing. This implies that opinion leaders not just share, but also collect enormous amounts of information about products and services and raise their expectations according to feedback. By doing so, their prior expectations are in relation to the true customer value of online stores and products. This means that customer satisfaction -measured using the disconfirmation paradigm -will reach a higher level, so it is advisory for online retailers to encourage customers to give feedback, write reviews, because it will affect the customer satisfaction level in a positive manner.

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A Typology of Individual Search Strategies Among Purchasers of New Automobiles

Cited by 290 publications

References 18 publications

Susceptibility to and impact of interpersonal influence in an investment context

Susceptibility to and impact of interpersonal influence in an investment context

Premarket Forecasting of Really-New Products

Are opinion leaders more satisfied? Results of a SEM model about the relationship between opinion leadership and online customer satisfaction

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