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Involvement and use of multiple search channels in the automobile purchase process

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Author Info

  • Frank J. van Rijnsoever

    ()

  • Martin J. Dijst
  • Carolina Castaldi

    ()

Abstract

In this study we investigate the relationship between involvement and use of multiple search channels in the case of pre-purchase information search for automobiles. We derive theoretical hypotheses by combining arguments from both an economic or cost/benefit approach and a motivational perspective. Our theoretical framework is tested on a sample of 1392 Dutch consumers using a structural equation model approach. We find that interpersonal sources and retailers are relatively often consulted and their use is not strongly related to involvement. The use of channels such as the World Wide Web and mass media is instead strongly related to involvement, because their specialized content is best appreciated by highly involved consumers. Finally, theoretical and managerial implications are discussed.

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Bibliographic Info

Paper provided by Utrecht University, Department of Innovation Studies in its series Innovation Studies Utrecht (ISU) working paper series with number 09-06.

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Date of creation: Apr 2009
Date of revision: Apr 2009
Handle: RePEc:uis:wpaper:0906

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Web page: http://www.uu.nl/faculty/geosciences/EN/research/institutesandgroups/researchinstitutes/copernicusinstitute/research/Innovation/Pages/default.aspx

Related research

Keywords: car purchase; involvement; pre-purchase information search;

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References

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  1. George J. Stigler, 1961. "The Economics of Information," Journal of Political Economy, University of Chicago Press, vol. 69, pages 213.
  2. Alba, Joseph W & Hutchinson, J Wesley, 1987. " Dimensions of Consumer Expertise," Journal of Consumer Research, University of Chicago Press, vol. 13(4), pages 411-54, March.
  3. Eric J. Johnson & Wendy W. Moe & Peter S. Fader & Steven Bellman & Gerald L. Lohse, 2004. "On the Depth and Dynamics of Online Search Behavior," Management Science, INFORMS, vol. 50(3), pages 299-308, March.
  4. Mittal, Banwari & Lee, Myung-Soo, 1989. "A causal model of consumer involvement," Journal of Economic Psychology, Elsevier, vol. 10(3), pages 363-389, November.
  5. Moorthy, Sridhar & Ratchford, Brian T & Talukdar, Debabrata, 1997. " Consumer Information Search Revisited: Theory and Empirical Analysis," Journal of Consumer Research, University of Chicago Press, vol. 23(4), pages 263-77, March.
  6. J. Yannis Bakos, 1997. "Reducing Buyer Search Costs: Implications for Electronic Marketplaces," Management Science, INFORMS, vol. 43(12), pages 1676-1692, December.
  7. Brian T. Ratchford & Debabrata Talukdar & Myung-Soo Lee, 2007. "The Impact of the Internet on Consumers' Use of Information Sources for Automobiles: A Re-Inquiry," Journal of Consumer Research, University of Chicago Press, vol. 34(1), pages 111-119, 03.
  8. Stephen P. Borgatti & Rob Cross, 2003. "A Relational View of Information Seeking and Learning in Social Networks," Management Science, INFORMS, vol. 49(4), pages 432-445, April.
  9. Johnson, Eric J & Russo, J Edward, 1984. " Product Familiarity and Learning New Information," Journal of Consumer Research, University of Chicago Press, vol. 11(1), pages 542-50, June.
  10. Brucks, Merrie, 1985. " The Effects of Product Class Knowledge on Information Search Behavior," Journal of Consumer Research, University of Chicago Press, vol. 12(1), pages 1-16, June.
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Cited by:
  1. Frank J. van Rijnsoever & Jacco Farla & Martin J. Dijst, 2009. "Consumer Car Preferences and Information Search Channels," Innovation Studies Utrecht (ISU) working paper series 09-07, Utrecht University, Department of Innovation Studies, revised Apr 2009.

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