Do search terms matter for online consumers? The interplay between search engine query specification and topical organization

Kumar, Nanda; Lang, Karl Reiner

doi:10.1016/j.dss.2007.03.010

Cited by 27 publications

(10 citation statements)

References 45 publications

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“…It will be messy to show all these effects in one figure. Hence, keeping in line with prior published papers (Gao et al 2012;Kumar et al 2007;Sun et al 2012), we decided to present the interaction effects in three separate figures (Figure 5a, b, c). It is seen that video format as compared with text format improves perceptions for all products, with the ratio of improvement ranging from 15% to almost 50%.…”

Section: Accepted Manuscriptmentioning

confidence: 90%

Will video be the next generation of e-commerce product reviews? Presentation format and the role of product type

Chen

Santhanam

2015

Decision Support Systems

148

122

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Section: Accepted Manuscriptmentioning

confidence: 90%

Will video be the next generation of e-commerce product reviews? Presentation format and the role of product type

Chen

Santhanam

2015

Decision Support Systems

148

122

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“…More specifically, there are distinctive features in information-seeking conversations, as opposed to casual conversations and domain-constrained conversations in professional settings, such as doctor-patient and teacherstudent interactions (Foster, 2009;Mandelbaum, 1996;Mokros & Aakhus, 2002;Mokros, Mullins, & Saracevic, 1995;Solomon, 1997). The intensive analysis of different aspects of elicitation and the notion of elicitation as microlevel information seeking in this thread of research (Wu, 2005;Wu & Liu, 2003) has received considerable attention in information-seeking behavior research (Foster, 2009;Kelder & Lueg, 2011;McKenzie, 2009;Urquhart &Yeoman, 2010;Westbrook, 2008;Wyatt, Henwood, Hart, & Smith, 2005), mediated searching (Wilson, 2005), virtual reference services (Radford, Connaway, Confer, Sabolcsi-Boros, & Kwon, 2011;Westbrook, 2009), and interactive information retrieval system design (Kumar & Lang, 2007;Lan, Ho, Luk, & Leong, 2008).…”

Section: Problem Statementmentioning

confidence: 99%

On intermediaries' inquiring minds, elicitation styles, and user satisfaction

Liu

2011

J. Am. Soc. Inf. Sci.

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Building upon previous research on the concepts of inquiring minds and elicitation styles (Wu, 2005;Wu & Liu, 2003), this study aims to identify the relationships between the theoretical constructs of elicitation behavior and user satisfaction in terms of the relevance, utility, and satisfaction of search results, search interaction processes, and overall search activities. Descriptive statistical analysis is applied to compare the user satisfaction ratings with respect to the concepts of inquiring minds and elicitation styles. The results suggest that the stereotyped elicitation style received the lowest user satisfaction ratings compared with functionally and situationally oriented styles. It is suggested that the intermediaries take into account the characteristics of search questions and, accordingly, adapt their professional mindsets to search interview situations; that is, using an inquiring mind in the query formulation process as default mode with functional and situational styles of elicitations would be helpful for enhancing the user's satisfaction ratings. Future research is suggested to better understand and to improve professional talk in information services.

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“…Sellers of main products, however, can use more general keywords as well as specific keywords (against irrelevant keywords) to improve indirect sales. These insights may also help search engines to better understand consumers' potential interests related to search terms, so as to improve the search design [27].…”

Section: Practical Implicationsmentioning

confidence: 99%

Differential Effects of Keyword Selection in Search Engine Advertising on Direct and Indirect Sales

Zhao

2014

Journal of Management Information Systems

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Abstract:Product sales via sponsored keyword advertising on search engines rely on an effective selection of keywords that describe the offerings. In this study, we consider both the direct sales of the advertised products and indirect sales (i.e., cross-selling) of other products, and examine how specific keywords and general keywords influence these two types of sales differently. We also examine how the cross-selling effects may vary across different types of products (main products and accessories). Our results suggest that the use of specific keywords leans toward improving the direct sales of advertised products, while the use of general keywords leans toward improving the indirect sales of other products. The contribution of keywords to indirect sales is influenced by product type. For main products, the use of specific keywords generates a higher marginal contribution to indirect sales than that of general keywords. For accessory products, the use of general keywords generates a higher marginal contribution to indirect sales than that of specific keywords. The key implication of this study is that sellers focusing on different types of sales (direct or indirect sales) or products (main or accessory products) should consider using different types of keywords in search engine advertising to drive sales.Keywords: cross-selling | keyword advertising | keywords selection | online advertising | search engines | sponsored search Article:In the current competitive e-commerce environment, search engine advertising (SEA) has been widely adopted by companies to target and acquire consumers online [2,41,43]. SEA is often considered as intent-related targeted advertising [18,25]; that is, when consumers search for products, the search terms (or keywords) they use often reflect their purchase desires or intents. Marketers can use such reflected purchase intents as the basis of keywords targeting advertising. In SEA, marketers or advertisers can bid for the targeted keywords used in sponsored lists of

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Do search terms matter for online consumers? The interplay between search engine query specification and topical organization

Cited by 27 publications

References 45 publications

Will video be the next generation of e-commerce product reviews? Presentation format and the role of product type

Will video be the next generation of e-commerce product reviews? Presentation format and the role of product type

On intermediaries' inquiring minds, elicitation styles, and user satisfaction

Differential Effects of Keyword Selection in Search Engine Advertising on Direct and Indirect Sales

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