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Is it worth focusing on product details? How consumers use abstract product information in direct response to product alternatives
(2021-04-08)
This paper proposes a model showing how response self-relevance shapes the use of abstract product
attributes in the consumer response (i.e., evaluation and choice) to a set of product alternatives perceived directly ...
Self-relevance diminishes the effectiveness of importance and trustworthiness cues in consumer response to online product-related messages
(2022)
The existing literature suggests that people rely less on norms and
conventions when the context is more relevant to them. On that account, the paper
proposes that the self-relevance of response to an online product ...