Involvement and use of multiple search channels in the automobile purchase process
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.
|Date of creation:||Apr 2009|
|Date of revision:||Apr 2009|
|Contact details of provider:|| Web page: http://www.uu.nl/faculty/geosciences/EN/research/institutesandgroups/researchinstitutes/copernicusinstitute/research/Innovation/Pages/default.aspx|
Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
- 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.
- 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.
- 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.
- Mittal, Banwari & Lee, Myung-Soo, 1989. "A causal model of consumer involvement," Journal of Economic Psychology, Elsevier, vol. 10(3), pages 363-389, November.
- 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.
- 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.
- J. Yannis Bakos, 1997. "Reducing Buyer Search Costs: Implications for Electronic Marketplaces," Management Science, INFORMS, vol. 43(12), pages 1676-1692, December.
- George J. Stigler, 1961. "The Economics of Information," Journal of Political Economy, University of Chicago Press, vol. 69, pages 213.
- 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.
- 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.
When requesting a correction, please mention this item's handle: RePEc:uis:wpaper:0906. See general information about how to correct material in RePEc.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Gaston Heimeriks)
If references are entirely missing, you can add them using this form.