Corpus ID: 9535211

Constructing Preferences Online

  title={Constructing Preferences Online},
  author={N. Mandel and E. Johnson},
This paper examines the idea that web page design can change preferences by influencing attribute importance. An individual examining a web page can be primed by the background pictures or colors, which then affect attribute weights and ultimately product choice. A pilot study demonstrated that a web page background can manipulate salient features. Experiment 1 showed that these background stimuli actually influence product choice. A second experiment replicated the results with a large sample… Expand

Figures and Tables from this paper

Processes of Preference Construction in Agent-Assisted Online Shopping
In recent years, few questions have been of greater interest to consumer researchers, as well as to marketers of consumer products, than the viability of the internet as a platform for commercialExpand
Reading newspapers on the Internet: the influence of web sites' attributes
An intense effect of usability and familiarity with web sites on the choice of electronic newspaper, however, reputation, privacy and trust in the web sites do not influence significantly the final choice of digital dailies. Expand
Ordering Effects and Belief Adjustment in the Use of Comparison Shopping Agents
A complementary approach is suggested that improves the attractiveness of a CSA by presenting the prices to the user in a specific intelligent manner, which is based on known cognitive-biases. Expand
Modeling the customer in electronic commerce.
This paper reviews interface design of web pages for e-commerce. Different tasks in e-commerce are contrasted. A systems model is used to illustrate the information flow between three subsystems inExpand
E-Commerce Product Recommendation Agents: Use, Characteristics, and Impact
A conceptual model with 28 propositions derived from five theoretical perspectives is developed that identifies other important aspects of RAs, namely RA use, RA characteristics, provider credi'r, and user-RA interaction, which influence users' decision-making processes and outcomes, as well as their evaluation of RA. Expand
Enhancing comparison shopping agents through ordering and gradual information disclosure
This paper suggests a complementary approach that improves the attractiveness of the best result returned based on intelligently controlling the order according to which they are presented to the user, in a way that utilizes several known cognitive-biases of human buyers. Expand
Predicting online-purchasing behaviour
This empirical study uses logit modelling to predict whether or not a purchase is made during the next visit to the website using both forward and backward variable-selection techniques, as well as Furnival and Wilson’s global score search algorithm to find the best subset of predictors. Expand
Perceived e-service quality ( PeSQ ) Measurement validation and effects on consumer satisfaction and web site loyalty
Purpose – The objectives of this article are to develop a multiple-item scale for measuring e-service quality and to study the influence of perceived quality on consumer satisfaction levels and theExpand
Effects of Interruptions on Consumer Online Decision Processes
This study investigated the impact of interruption frequency, timing, and content and the moderating effects of consumer knowledge, control, and goal type on time spent on the decision task as well as satisfaction with the decision process and the choice. Expand
Importance and effects of the color on attitudinal reactions of the user: the case of a website on Tunisian travel agency
This study aims to understand how website dominant color (blue vs red) can impact purchase intention through website involvement. To collect data we conducted an online experiment followed by aExpand


Product category familiarity and preference construction
Marketers often base decisions about marketing strategies on the results of research designed to elicit information about consumers' preferences. A large body of research indicates, however, thatExpand
The Effects of Contextual Priming in Print Advertisements
This study investigated one particular way that contextual materials can affect the processing of ambiguous product information in print ads. It was proposed that prior exposure to contextual factorsExpand
The Construction of Preference
Dowe really knowwhatwewant?Ormustwe sometimes construct our preferences on the spot, using whatever cues are available – even when these cues lead us astray? One of the main themes that has emergedExpand
Anchoring, Confirmatory Search, and the Construction of Values.
Anchoring is a pervasive judgment bias in which decision makers are systematically influenced by random or uninformative starting points. While anchors have been shown to affect a broad range ofExpand
The Role of Category Accessibility in the Interpretation of Information About Persons: Some Determinants and Implications
Many personality trait terms can be thought of as summary labels for broad conceptual categories that are used to encode information about an individual's behavior into memory. The likelihood that aExpand
The Effects of Product Class Knowledge on Information Search Behavior
The effects of prior knowledge about a product class on various characteristics of pre-purchase information search within that product class are examined. A new search task methodology is used thatExpand
Priming Price: Prior Knowledge and Context Effects
Category priming has recently stirred the interest of judgment researchers. By unobtrusively presenting exemplars of a category, that category becomes temporarily more accessible from memory and moreExpand
Contextual priming of visual information in advertisements
Can the program context significantly influence the perception of an ad? Past advertising research has demonstrated contextual priming effects on the verbal part of an ad. Using public service andExpand
Automatic information processing and social perception: The influence of trait information presented outside of conscious awareness on impression formation.
The accessibility of a category in memory has been shown to influence the selection and interpretation of social information. The present experiment examined the possibility that information relevantExpand
Automaticity of social behavior: direct effects of trait construct and stereotype-activation on action.
Experiment 1 showed that participants whose concept of rudeness was printed interrupted the experimenter more quickly and frequently than did participants primed with polite-related stimuli, consistent with the content of that stereotype. Expand