The impact of media richness on consumer information search and choice

Maity, Moutusy; Dass, Mayukh; Kumar, Piyush

doi:10.1016/j.jbusres.2018.02.003

Cited by 102 publications

(94 citation statements)

References 30 publications

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“…On the other hand, email can overcome time and space constraints reducing costs for face‐to‐face meetings in the process of knowledge exchange, which, in turn, makes product development more efficient. This finding would explain the recent use of multiple media among organizational members (e.g., Stephens, Barrett, & Mahometa, ) and among consumers (e.g., Maity, Dass, & Kumar, )…”

Section: Empirical Studies In the Past Decadementioning

confidence: 98%

“…Maity et al () discovered media richness involved in perceived cost in information‐seeking behavior, which affected media use by consumers. Their results indicated that the richer the channel, the lower the cost of information‐seeking because richer channels could automatically carry a large volume of information about the product that helped consumers' decisions.…”

Section: Empirical Studies In the Past Decadementioning

confidence: 99%

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Revisiting media richness theory for today and future

Ishii

Lyons

Carr

2019

Human Behav and Emerg Tech

151

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Media richness theory was developed in the mid‐1980s in the field of business management and became very popular along with the diffusion of electronic communication media. Despite the popularity, inconsistent results from empirical studies have been the issues with this theory. In addition, the recent advanced communication technology has been raising more challenges towards the original concepts. Thus, we have reviewed the literature in the past decade to illustrate diverse applications and validity of the theory with more recent communication channels. Based on the findings we have also discussed a future of media richness theory.

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Section: Empirical Studies In the Past Decadementioning

confidence: 98%

Section: Empirical Studies In the Past Decadementioning

confidence: 99%

Revisiting media richness theory for today and future

Ishii

Lyons

Carr

2019

Human Behav and Emerg Tech

151

View full text Add to dashboard Cite

show abstract

“…Without specific knowledge of a product, imagining the nature of and interactions with that product is difficult (Spears and Yazdanparast, 2014); thus, in VR, retailers can increase knowledge through sensory cues to facilitate the imagination, especially when such cues are non-visual (Eelen et al, 2013;Madzharov et al, 2015). In support of this assertion, rich sensory environments can promote information processing and reduce the need to rely on memory (i.e., Maity et al, 2018).…”

Section: Building Imagination: Product Knowledge and Sensory Informationmentioning

confidence: 99%

A dual model of product involvement for effective virtual reality: The roles of imagination, co-creation, telepresence, and interactivity

Cowan

Ketron

2019

Journal of Business Research

192

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Virtual reality (VR) is a domain of increasing interest to marketers as this technology provides significant opportunities for engagement and consumer responses. However, to date, the field lacks a cohesive description of available VR technologies, especially in the marketing domain, and needs a guide for effective VR based on consumer product involvement. Therefore, we first outline a typology of VR based on different levels of product involvement delineating how brands might implement VR. Second, after conducting a comprehensive literature review, we propose a dual model of product involvement for VR strategies. High product involvement situations operate through the imagination, co-creation, and telepresence, directly influencing consumer responses. Meanwhile, low involvement contexts operate through the less cognitively taxing process of interactivity, leading to brand engagement and indirectly influencing consumer responses. This work includes nine propositions that outline elements of effective strategies in each route and offers several implications for theory and practice.

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“…The selection of the appropriate strategy also depends on the search costs: "Inferences from memory" (Gerd are more costly in terms of memory retrieval than inferences "from givens" and therefore they lead to more non-compensatory decision making (see Bröder & Schiffer, 2003). In a similar vein Maity, Dass and Kumar (2018) showed recently, how search cost influence information search of consumers. The distribution of attribute validities is another factor, which influences strategy use.…”

Section: Adaptive Decision Making In Multi-attribute Choicesmentioning

confidence: 89%

Retro-cueing in multi-attribute choices: The influence of memory availability on strategy selection and attribute weights

Krefeld-Schwalb¹,

Rosner²

2019

Preprint

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Decision making in multi-attribute choices is adapted to the structure of the task. The availability of information in memory was recently proposed as driving this adaptation. We studied this hypothesis in the context of purchase decisions by using eye tracking and computational modelling in controlled lab experiments. We particularly manipulated memory availability through a retro-cue, thereby highlighting one attribute in a multi-attribute choice task in which participants decided among products (movies, books) based on the recommendations of six reviewers. In three experiments, we observed that the retro-cue has a two-fold effect on subsequent choices. First, cueing the position of one recommendation increased the probability of choosing the recommended product. Second, cueing any recommendation led to an increase of choices in accordance with a compensatory decision strategy. Gaze analyses show that search behavior is indeed changed following the retro-cue. We further propose a computational model for describing and generalizing the effect.

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The impact of media richness on consumer information search and choice

Cited by 102 publications

References 30 publications

Revisiting media richness theory for today and future

Revisiting media richness theory for today and future

A dual model of product involvement for effective virtual reality: The roles of imagination, co-creation, telepresence, and interactivity

Retro-cueing in multi-attribute choices: The influence of memory availability on strategy selection and attribute weights

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