Involvement, Elaboration and the Sources of Online Trust

2011 ◽  
pp. 1-23
Author(s):  
Russell Williams ◽  
Philip J. Kitchen
Keyword(s):  
Information Search ◽  
Consumer Involvement ◽  
Research Interest ◽  
Marketing Literature ◽  
Online Trust ◽  
Knowledge Based ◽  
Processing Strategies ◽  
Informational Cues ◽  
Trusting Beliefs

Establishing trust in online encounters has attracted significant recent research interest. A large part of this work focuses on those factors that can be manipulated on a website to influence consumers’ trusting beliefs. A notable part of this research concerns the influence of website infrastructure attributes [design and interaction elements] on consumers’ assessment of vendor trustworthiness in the absence of knowledge-based transactional experience. Developing this work further, we introduce the established marketing concepts of ‘involvement’ and ‘elaboration’. Consumer involvement describes the relevance of a situation or decision for an individual. In the marketing literature, the importance of this concept lies in the fact that it influences an individual’s information search and processing strategies. Noting this, propositions are advanced suggesting that the infrastructure attributes that individuals use as informational cues may in fact influence assessments of trusting beliefs differently according to whether individuals face high or low involvement situations

Predicting readers’ domain knowledge based on eye-tracking measures

2018 ◽  
Vol 36 (6) ◽  
pp. 1027-1042 ◽  
Author(s):  
Quan Lu ◽  
Jiyue Zhang ◽  
Jing Chen ◽  
Ji Li
Keyword(s):  
Logistic Regression ◽  
Eye Tracking ◽  
Information Search ◽  
Domain Knowledge ◽  
Fixation Duration ◽  
Baseline Model ◽  
Content Type ◽  
Knowledge Based ◽  
Total Fixation ◽  
Negative Predictor

Purpose This paper aims to examine the effect of domain knowledge on eye-tracking measures and predict readers’ domain knowledge from these measures in a navigational table of contents (N-TOC) system. Design/methodology/approach A controlled experiment of three reading tasks was conducted in an N-TOC system for 24 postgraduates of Wuhan University. Data including fixation duration, fixation count and inter-scanning transitions were collected and calculated. Participants’ domain knowledge was measured by pre-experiment questionnaires. Logistic regression analysis was leveraged to build the prediction model and the model’s performance was evaluated based on baseline model. Findings The results showed that novices spent significantly more time in fixating on text area than experts, because of the difficulty of understanding the information of text area. Total fixation duration on text area (TFD_T) was a significantly negative predictor of domain knowledge. The prediction performance of logistic regression model using eye-tracking measures was better than baseline model, with the accuracy, precision and F(β = 1) scores to be 0.71, 0.86, 0.79. Originality/value Little research has been reported in literature on investigation of domain knowledge effect on eye-tracking measures during reading and prediction of domain knowledge based on eye-tracking measures. Most studies focus on multimedia learning. With respect to the prediction of domain knowledge, only some studies are found in the field of information search. This paper makes a good contribution to the literature on the effect of domain knowledge on eye-tracking measures during N-TOC reading and predicting domain knowledge.

Modeling Information Search Behavior for Design Purposes: An Example from Process Control

1988 ◽  
Vol 32 (19) ◽  
pp. 1376-1380 ◽  
Author(s):  
Gunilla A. Sundström
Keyword(s):  
Control Systems ◽  
Supervisory Control ◽  
Information Search ◽  
Search Behavior ◽  
Special Focus ◽  
Knowledge Based ◽  
Human Machine Interfaces ◽  
Information Search Behavior ◽  
Graphical Design ◽  
Operator Behavior

Current models on operator behavior in supervisory control systems are reviewed with special focus on their usefulness for graphical design of human-machine interfaces in dynamic technical systems. An alternative framework is described and used in a knowledge based approach to represent information search behavior of operators for graphical design purposes.

Incentives & Freebies as a Moderator for Opt-In E-Mail Acceptability

2012 ◽  
Vol 2 (4) ◽  
pp. 54-67 ◽  
Author(s):  
Rajesh Kumar Sinha ◽  
Subhojit Banerjee
Keyword(s):  
Information Search ◽  
Cost Benefit ◽  
Daily Basis ◽  
Consumer Involvement ◽  
External Information ◽  
Costs And Benefits ◽  
Mobile Handset ◽  
To Receive ◽  
The Relationship ◽  
E Mail

The inexpensive and extremely popular nature of e-mails with a large number of people using it on a daily basis has resulted in indiscriminate exploitation of the medium by spam senders. In order to control the menace of spam mails, governments of many countries have come up with strong preventive laws. This makes opt-in e-mail marketing a focus area as overcoming legal hurdles is necessary in running any e-mail marketing campaign successfully. Marketing e-mails can be seen as an interactive tool to get relevant external information. But consumers weigh costs and benefits arising out of adopting any particular method of information search. Positive perception towards cost-benefit arising out of marketing e-mails can result in permission opts-in from consumers. Extending the idea of cost-benefit perception, the study uses various incentive conditions to find the moderating impact on the relationship between willingness to receive commercial e-mails from mobile handset marketers and consumer involvement conditions for the same. The planned hypotheses were tested by conducting a questionnaire among 105 post-graduate students studying in two colleges. The results indicate limited ability of incentive conditions to function as a moderator between involvement and willingness. The paper contributes towards the advancement of research in this area and provides useful insights for campaign planners as well.

scholarly journals The Role of Knowledge-based Consumption in the Consumers’ Purchase Decisions of Heating Products

2018 ◽  
Vol 26 (2) ◽  
pp. 137-148 ◽  
Author(s):  
Noémi Munkácsi
Keyword(s):  
Information Search ◽  
Personal Experience ◽  
Early Stage ◽  
The Internet ◽  
Final Decision ◽  
Exploratory Research ◽  
Knowledge Based ◽  
Purchase Process ◽  
Credible Information

The increasing role of the Internet enables the spread of knowledge-based consumption; consumers are turning to their social environment to exchange information and experiences with products either through personal contacts or by contacting others on the Internet. Several former studies analyzed the influencing role of experience-based communication on a variety of products but in the case of heating appliances the scientific literature is lacking. The goal of the study is to reveal the influence of experience in the various stages of the purchase process and to identify the credible information sources that consumers consult while making a decision. A two-step exploratory research was conducted in 2013 with homeowners in Hungary on the residential heat market. Consumers were found be active decision-makers and deliberately planned the purchase of heating products. The influencing role of experience prevails not only in the consumers’ personal experience but also in the experience of other users they interact with and in the experience of professionals they consult. Personal experience starts at the early age as respondents’ recall childhood memories with heating, which influences the consumers’ expectations in the early stage of the purchase process. The experience of other users prevails along the whole purchase process through credible sources and the experience of professionals influences mainly the information search and validation phase of the purchase process. Consumers consult other users (strong and weak social sources) personally or via online sources by the final decision rather than turning to the installer.

An Involvement-Based Framework For The Study Of Environmentally Concerned Consumers

2001 ◽  
Vol 7 (2) ◽  
pp. 1-19 ◽  
Author(s):  
Peter H Bloch ◽  
Subhabrata Bobby Banjeree
Keyword(s):  
Public Policy ◽  
Conceptual Framework ◽  
Environmental Concern ◽  
Consumer Involvement ◽  
Policy Implications ◽  
Research Interest ◽  
Research Activity ◽  
Policy Makers ◽  
Considerable Research ◽  
Societal Interest

AbstractDuring the 1970's there was considerable research interest in environmentally concerned consumers. Mirroring societal interest levels, such research waned in the 1980's. Today, this topic has regained its relevance, however. Marketers actively target these consumers and public policy makers strive to increase their numbers. In addition, research activity pertaining to these consumers has increased noticeably in recent years. Despite the increased attention to environmental concern, a viable conceptual framework for its study is still lacking. A review of past work indicates that environmental concern has been variously treated as a group of behaviours, attitudes, affect, and intentions. In order to clarify the construct and provide needed theory for its study, a framework of environmental concern is provided here. This framework is drawn from existing work on environmental concern and research pertaining to consumer involvement. The nature, outcomes, and sources for environmental concern are discussed along with marketing and public policy implications.

scholarly journals Marketing Capabilities in International Marketing

2018 ◽  
Vol 26 (1) ◽  
pp. 61-95 ◽  
Author(s):  
Neil A. Morgan ◽  
Hui Feng ◽  
Kimberly A. Whitler
Keyword(s):  
Firm Performance ◽  
International Marketing ◽  
Publishing Research ◽  
Domestic Market ◽  
Research Interest ◽  
Marketing Theory ◽  
Marketing Capabilities ◽  
Scholarly Research ◽  
Marketing Literature

There has been a significant increase in scholarly research focusing on marketing capabilities as an important aspect of marketing theory–based explanations of firm performance. This growing research interest in marketing capabilities has also been reflected in the international marketing literature. However, it is unclear whether and how thinking and research about international marketing capabilities differs from that of marketing capabilities in a domestic market context. To explore this question, the authors conduct a review of studies of marketing capabilities in the most influential journals publishing research in international marketing. They supplement this with insights from interviews with executives in firms engaged to varying degrees in international marketing. The study suggests that there remain numerous important unanswered questions in conceptualizing and empirically researching international marketing capabilities.

scholarly journals Measuring Involvement for Organic Food Products: Testing and Identifying the Variables Affecting Consumer Involvement in Selected Urban Dwellings of Gujarat

2021 ◽  
pp. 417-428
Author(s):  
Ashwini Joshi ◽  
Amol Ranadive
Keyword(s):  
Regression Analysis ◽  
Information Search ◽  
Demographic Data ◽  
Organic Food ◽  
Food Products ◽  
Total Sample ◽  
Consumer Involvement ◽  
Strong Positive Correlation ◽  
Validity Of Results ◽  
Strongly Agree

The main aim of this research was to first design, test and validate a structured tool to measure the construct of consumer involvement for organic food products. To do this, three most populated urban dwellings in the state of Gujarat, India were surveyed. A total sample of 200 respondents was deemed appropriate in terms of the validity of results as well as resources at hand. The three urban dwellings covered under this study were Ahmedabad, Surat and Vadodara. Out of the total sample size, 80 valid responses were collected from Ahmedabad, 70 from Surat and 50 from Vadodara. Initially, a structured tool was developed keeping in mind four basic dimensions which were, Information Search, Affection, Importance and Purchase. The tool had twenty statements asking for respondents’ opinion on a five-point Likert scale ranging from ‘Strongly Agree’ to ‘Strongly Disagree’. Apart from this the questionnaire collected demographic data of the respondents. After collecting data, using factor analysis, four antecedents of involvement were validated since the Eigenvalues for each of them were above 1. Overall, these four antecedents or factors explained 65.71% of the total variance. After statistically validating the tool, consumer involvement was measured and results showed moderately higher involvement. Further analysis was carried out to understand the inter-relationship between the antecedents inter-alia and consumer involvement. Correlation analysis confirmed strong positive correlation between all the antecedents as well as between consumer involvement and its antecedents which further confirmed the validity of this tool. Since correlation was found to be highly positive and significant, it was considered appropriate to establish and test this construct using regression analysis. Regression analysis revealed that all the antecedents had more or less similar impact on consumer involvement for organic food products.

An Involvement-Based Framework For The Study Of Environmentally Concerned Consumers

2001 ◽  
Vol 7 (2) ◽  
pp. 1-19 ◽  
Author(s):  
Peter H Bloch ◽  
Subhabrata Bobby Banjeree
Keyword(s):  
Public Policy ◽  
Conceptual Framework ◽  
Environmental Concern ◽  
Consumer Involvement ◽  
Policy Implications ◽  
Research Interest ◽  
Research Activity ◽  
Policy Makers ◽  
Considerable Research ◽  
Societal Interest

AbstractDuring the 1970's there was considerable research interest in environmentally concerned consumers. Mirroring societal interest levels, such research waned in the 1980's. Today, this topic has regained its relevance, however. Marketers actively target these consumers and public policy makers strive to increase their numbers. In addition, research activity pertaining to these consumers has increased noticeably in recent years. Despite the increased attention to environmental concern, a viable conceptual framework for its study is still lacking. A review of past work indicates that environmental concern has been variously treated as a group of behaviours, attitudes, affect, and intentions. In order to clarify the construct and provide needed theory for its study, a framework of environmental concern is provided here. This framework is drawn from existing work on environmental concern and research pertaining to consumer involvement. The nature, outcomes, and sources for environmental concern are discussed along with marketing and public policy implications.

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