Building-Up versus Paring-Down: Consumer Responses to Recommendations When Customizing

Coker, Brent; Nagpal, Anish

doi:10.1016/j.jretai.2012.11.002

Cited by 18 publications

(17 citation statements)

References 61 publications

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“…A recent study finds that 78% of British consumers state that online reviews influence their purchase decisions (RightNow, 2010). While consumers question the value of recommendations made by firms (e.g., Coker & Nagpal, 2013), the increasing popularity of online consumer reviews may be because consumers find fellow consumers' comments (e.g., word of mouth) more credible than information from other sources (Bansal & Voyer, 2000;Senecal & Nantel, 2004).…”

Section: Introductionmentioning

confidence: 99%

Avoiding the dark side of positive online consumer reviews: Enhancing reviews' usefulness for high risk-averse travelers

Casaló

Flavián

Guinalíu

et al. 2015

Journal of Business Research

172

122

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Section: Introductionmentioning

confidence: 99%

Avoiding the dark side of positive online consumer reviews: Enhancing reviews' usefulness for high risk-averse travelers

Casaló

Flavián

Guinalíu

et al. 2015

Journal of Business Research

172

122

View full text Add to dashboard Cite

“…Few studies have been conducted into the intersection of customer behavior and its evolution while using recommendations and customizable products (Coker and Nagpal 2013). In their study of customization, Franke et al (2009) acknowledge that processes that do not require much information from the customer (e.g., personalization) need further study.…”

Section: Introductionmentioning

confidence: 99%

Shiny happy people buying: the role of emotions on personalized e-shopping

et al. 2014

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Personalized services are diffusing rapidly in online shopping communities. However, the current understanding of the influence of personalization is limited. This study extends personalization literature into the area of emotions related to intention to purchase and into the context of online shopping. Responses from 182 online shoppers were used to examine the impact of personalization on customer emotions and intention to purchase. The results show that there is a direct positive association between personalization and purchase intentions. In addition, provision of personalization features in e-shops may evoke positive emotions to online shoppers but does not evoke nor mitigate negative ones. Finally, our study reports that emotions influence online shopping behavior either positively, through the formulation of positive emotions, or negatively, through negative emotions. These findings indicate that positive emotions mediate the relationship between personalization and purchase intentions. Our study concludes with a critical appraisal of our findings and a discussion of prospective theoretical and managerial implications for e-shop practitioners.

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“…While prior research has focused on how consumers respond to product recommendations (e.g., acceptance/rejection and evaluations of the recommender; Coker & Nagpal, ), we know less about how salespeople and other consumers form product recommendations in the first place. Our research addresses this theoretical gap by establishing the role of shape‐ and trait‐congruency.…”

mentioning

confidence: 99%

Shape‐ and Trait‐Congruency: Using Appearance‐based Cues as a Basis for Product Recommendations

Vallen

Sridhar

Rubin³

et al. 2018

J Consum Psychol

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This research demonstrates that a consumer's physical appearance—and, more specifically, his or her body size—predictably influences the product(s) that the consumer is recommended. Four studies conducted in both field and lab settings show that agents more frequently recommend round (vs. angular) shaped products to heavier targets, notably for products and categories in which body size is irrelevant (e.g., lamps and perfume). We attribute this to a combination of shape‐congruency and trait‐congruency, whereby individuals choose products for others based on shared dimensions of the person and product.

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Building-Up versus Paring-Down: Consumer Responses to Recommendations When Customizing

Cited by 18 publications

References 61 publications

Avoiding the dark side of positive online consumer reviews: Enhancing reviews' usefulness for high risk-averse travelers

Avoiding the dark side of positive online consumer reviews: Enhancing reviews' usefulness for high risk-averse travelers

Shiny happy people buying: the role of emotions on personalized e-shopping

Shape‐ and Trait‐Congruency: Using Appearance‐based Cues as a Basis for Product Recommendations

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