Consumer Acceptance of Recommendations by Interactive Decision Aids: The Joint Role of Temporal Distance and Concrete Versus Abstract Communications.

Author List: Kohler, Clemens F.; Breugelmans, Els; Dellaert, Benedict G. C.;
Journal of Management Information Systems, 2011, Volume 27, Issue 4, Page 231-260.
Interactive decision aids (IDAs) typically use concrete, feature–based approaches to interact with consumers. Recently, however, interaction designs that focus on communicating abstract consumer needs have been suggested as a promising alternative. This paper investigates how temporal distance moderates the effectiveness of these two competing IDA communication designs by its effect on consumers’ mental representation of the product decision problem. Temporal distance is inherently connected to IDAs in two ways. Congruency between consumption timing (immediate versus distant) and IDA communication design (concrete versus abstract, respectively) increases the likelihood to accept the IDA’s advice. This effect is also achieved by congruency between IDA process timing (immediate versus delayed delivery of recommendations) and IDA communication design (concrete versus abstract, respectively). We further show that this process is mediated by the perceived transparency of the IDA process. Managers and researchers need to take into account the importance of congruency between the user and the interface through which companies interact with their users and can further optimize IDAs so that they better match consumers’ mental representations.
Keywords: construal level theory;consumer behavior;electronic commerce;interactive decision aids;recommenders
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#13 0.185 personalization content personalized willingness web pay online likelihood information consumers cues customers consumer services elaboration preference experiment framing customized timing
#57 0.159 decision support systems making design models group makers integrated article delivery representation portfolio include selection effective claims decisions rationale various
#258 0.124 information proximity message seeking perceived distance communication overload context geographic dispersed higher geographically task contexts recipient face-to-face temporal safe dyadic
#221 0.121 competence experience versus individual disaster employees form npd concept context construct effectively focus functionalities front-end knowledge-intensive stage explores set definition
#283 0.076 interface user users interaction design visual interfaces human-computer navigation human need cues studies guidelines laboratory functional developed restricted know guided
#207 0.075 design artifacts alternative method artifact generation approaches alternatives tool science generate set promising requirements evaluation problem designed incentives components addressing
#173 0.070 effect impact affect results positive effects direct findings influence important positively model data suggest test factors negative affects significant relationship