IDEAS home Printed from https://ideas.repec.org/a/sae/sagope/v11y2021i3p21582440211031550.html
   My bibliography  Save this article

The Effect of Consumer-Activated Mind-Set and Product Involvement on the Compliance With Recommender System Advice

Author

Listed:
  • Muhammad Aljukhadar
  • Sylvain Senecal

Abstract

Whereas the research gauging the effectiveness of e-commerce recommender systems (RS) has depended on their design factors, recent work proposes a key role for consumer’s psychological factors. Involvement should reduce the compliance with RS advice because a consumer highly involved with the product perceives high choice risk and assigns low value to the advice. However, a consumer’s activated mind-set captured by implicit theory (fixed vs. growth mind-set) should also shape compliance. It is hypothesized that the two factors interact to jointly mitigate advice taking. Specifically, consumers whose fixed mind-set is primed comply with the RS advice less often when involvement is high. This and other anticipated effects (i.e., consumer’s importance of social approval, positive affect, and need for cognition) on advice compliance are tested in an experiment on 251 Canadian adults. In the experiment, compliance occurred when the participant follows the RS advice, and product involvement was initially measured. The results show that priming a fixed mind-set, which orients shoppers toward a performance goal, motivates them to comply with the RS advice when involvement is low. Priming a growth mind-set, which orients shoppers toward a learning goal, nullifies such effect. Positive affect and the importance of social approval had no significant impact on advice taking. Therefore, the effect of involvement on RS effectiveness is contingent on the shopper’s accessible mind-set.

Suggested Citation

  • Muhammad Aljukhadar & Sylvain Senecal, 2021. "The Effect of Consumer-Activated Mind-Set and Product Involvement on the Compliance With Recommender System Advice," SAGE Open, , vol. 11(3), pages 21582440211, July.
    • Handle: RePEc:sae:sagope:v:11:y:2021:i:3:p:21582440211031550
    DOI: 10.1177/21582440211031550
    as

    Download full text from publisher

    File URL: https://journals.sagepub.com/doi/10.1177/21582440211031550
    Download Restriction: no
    File URL: https://libkey.io/10.1177/21582440211031550?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    References listed on IDEAS

    as
    1. Simonson, Itamar, 1989. "Choice Based on Reasons: The Case of Attraction and Compromise Effects," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 16(2), pages 158-174, September.
    2. Harrigan, Paul & Evers, Uwana & Miles, Morgan P. & Daly, Tim, 2018. "Customer engagement and the relationship between involvement, engagement, self-brand connection and brand usage intent," Journal of Business Research, Elsevier, vol. 88(C), pages 388-396.
    3. Coulter, Robin A & Price, Linda L & Feick, Lawrence, 2003. "Rethinking the Origins of Involvement and Brand Commitment: Insights from Postsocialist Central Europe," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 30(2), pages 151-169, September.
    4. Rai, Dipankar & Lin, Chien-Wei (Wilson), 2019. "The influence of implicit self-theories on consumer financial decision making," Journal of Business Research, Elsevier, vol. 95(C), pages 316-325.
    5. Macinnis, Deborah J & Park, C Whan, 1991. "The Differential Role of Characteristics of Music on High- and Low-Involvement Consumers' Processing of Ads," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 18(2), pages 161-173, September.
    6. Ji Kyung Park & Deborah Roedder John, 2010. "Got to Get You into My Life: Do Brand Personalities Rub Off on Consumers?," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 37(4), pages 655-669, December.
    7. Richins, Marsha L & Bloch, Peter H, 1986. "After the New Wears Off: The Temporal Context of Product Involvement," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 13(2), pages 280-285, September.
    8. Celsi, Richard L & Olson, Jerry C, 1988. "The Role of Involvement in Attention and Comprehension Processes," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 15(2), pages 210-224, September.
    9. Fisher, Robert J, 1993. "Social Desirability Bias and the Validity of Indirect Questioning," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 20(2), pages 303-315, September.
    10. Mittal, Banwari & Lee, Myung-Soo, 1989. "A causal model of consumer involvement," Journal of Economic Psychology, Elsevier, vol. 10(3), pages 363-389, November.
    11. Gavan J. Fitzsimons & Donald R. Lehmann, 2004. "Reactance to Recommendations: When Unsolicited Advice Yields Contrary Responses," Marketing Science, INFORMS, vol. 23(1), pages 82-94, September.
    12. Krishnamurthy, Anup & Kumar, S. Ramesh, 2018. "Electronic word-of-mouth and the brand image: Exploring the moderating role of involvement through a consumer expectations lens," Journal of Retailing and Consumer Services, Elsevier, vol. 43(C), pages 149-156.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Colleen E. McClure & Justin M. Lawrence & Todd J. Arnold & Lisa K. Scheer, 2023. "The opportunities and costs of highly involved organizational buyers," Journal of the Academy of Marketing Science, Springer, vol. 51(2), pages 480-501, March.
    2. Das, Manoj & Ramalingam, Mahesh, 2022. "What drives product involvement and satisfaction with OFDs amid COVID-19?," Journal of Retailing and Consumer Services, Elsevier, vol. 68(C).
    3. Abhishek Dwivedi & Dean Wilkie & Lester Johnson & Jay Weerawardena, 2016. "Establishing measures and drivers of consumer brand engagement behaviours," Journal of Brand Management, Palgrave Macmillan, vol. 23(5), pages 41-69, September.
    4. van Rijnsoever, Frank J. & Castaldi, Carolina & Dijst, Martin J., 2012. "In what sequence are information sources consulted by involved consumers? The case of automobile pre-purchase search," Journal of Retailing and Consumer Services, Elsevier, vol. 19(3), pages 343-352.
    5. M. Rodríguez-Santos & Ana González-Fernández & Miguel Cervantes-Blanco, 2013. "An analysis of the construct “involvement” in consumer behaviour," Quality & Quantity: International Journal of Methodology, Springer, vol. 47(2), pages 1105-1123, February.
    6. Banik, Shanta, 2021. "Exploring the involvement-patronage link in the phygital retail experiences," Journal of Retailing and Consumer Services, Elsevier, vol. 63(C).
    7. Frank J. van Rijnsoever & Martin J. Dijst & Carolina Castaldi, 2009. "Involvement and use of multiple search channels in the automobile purchase process," Innovation Studies Utrecht (ISU) working paper series 09-06, Utrecht University, Department of Innovation Studies, revised Apr 2009.
    8. O'Cass, A., 2000. "An assessment of consumers product, purchase decision, advertising and consumption involvement in fashion clothing," Journal of Economic Psychology, Elsevier, vol. 21(5), pages 545-576, October.
    9. Montford, William J. & Leary, R. Bret & Nagel, Duane M., 2019. "The impact of implicit self-theories and loss salience on financial risk," Journal of Business Research, Elsevier, vol. 99(C), pages 1-11.
    10. Nasim Mousavi & Panagiotis Adamopoulos & Jesse Bockstedt, 2023. "The Decoy Effect and Recommendation Systems," Information Systems Research, INFORMS, vol. 34(4), pages 1533-1553, December.
    11. Mark Heitmann & Andreas Herrmann, 2007. "Die Zufriedenheit mit dem Entscheidungsprozess als Determinante der Kundenbindung," Schmalenbach Journal of Business Research, Springer, vol. 59(5), pages 530-566, August.
    12. Sharma, Piyush & Roy, Rajat & Rabbanee, Fazlul K., 2020. "Interactive effects of situational and enduring involvement with perceived crowding and time pressure in pay-what-you-want (PWYW) pricing," Journal of Business Research, Elsevier, vol. 109(C), pages 88-100.
    13. Christian Hildebrand & Gerald Häubl & Andreas Herrmann & Jan R. Landwehr, 2013. "When Social Media Can Be Bad for You: Community Feedback Stifles Consumer Creativity and Reduces Satisfaction with Self-Designed Products," Information Systems Research, INFORMS, vol. 24(1), pages 14-29, March.
    14. Krishnamurthy, Anup & Kumar, S. Ramesh, 2018. "Electronic word-of-mouth and the brand image: Exploring the moderating role of involvement through a consumer expectations lens," Journal of Retailing and Consumer Services, Elsevier, vol. 43(C), pages 149-156.
    15. Jayson Lusk & Leatta McLaughlin & Sara Jaeger, 2007. "Strategy and response to purchase intention questions," Marketing Letters, Springer, vol. 18(1), pages 31-44, June.
    16. Organ, Kate & Koenig-Lewis, Nicole & Palmer, Adrian & Probert, Jane, 2015. "Festivals as agents for behaviour change: A study of food festival engagement and subsequent food choices," Tourism Management, Elsevier, vol. 48(C), pages 84-99.
    17. Tajdini, Saeed, 2021. "The effects of the subjective-experiential knowledge gap on consumers’ information search behavior and perceptions of consumption risk," Journal of Business Research, Elsevier, vol. 135(C), pages 66-77.
    18. Nguyen Pham & Naomi Mandel & Andrea C. Morales, 2016. "Messages from the Food Police: How Food-Related Warnings Backfire among Dieters," Journal of the Association for Consumer Research, University of Chicago Press, vol. 1(1), pages 175-190.
    19. Read, Wayne & Robertson, Nichola & McQuilken, Lisa, 2011. "A novel romance: The Technology Acceptance Model with emotional attachment," Australasian marketing journal, Elsevier, vol. 19(4), pages 223-229.
    20. Sangmin Jun & Jungsung Yeo, 2012. "Coping with Negative Emotions from Buying Mobile Phones: A Study of Korean Consumers," Journal of Family and Economic Issues, Springer, vol. 33(2), pages 167-176, June.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:sae:sagope:v:11:y:2021:i:3:p:21582440211031550. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: SAGE Publications (email available below). General contact details of provider: .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.