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Article
Publication date: 10 August 2023

Saeed Tajdini, Edward Ramirez and Zhenning Xu

Consumers are assumed to engage in external information search only after exhausting their internal information sources. Guided by the accessibility/diagnosticity and…

Abstract

Purpose

Consumers are assumed to engage in external information search only after exhausting their internal information sources. Guided by the accessibility/diagnosticity and ease-of-retrieval frameworks, and the elaboration likelihood model, the current study investigates this phenomenon.

Design/methodology/approach

To test the relationships between internal information accessibility/diagnosticity and the importance of external search, and the moderating role of involvement in these relationships, 308 responses were collected on Amazon MTurk. Then, structural equation modeling was employed to analyze the data.

Findings

The analyses showed that while accessibility and diagnosticity of internal information have an impact on external information search, involvement with the product class has a consequential moderating effect on these relationships. In particular, in the low-involvement group, only the diagnosticity of internal information had a negative effect on external information search. On the contrary, in the high-involvement group, only accessibility of internal information had a negative effect.

Research limitations/implications

These findings highlight the possibility of drawing erroneous conclusions resulting from not incorporating involvement, in conjunction with information accessibility and diagnosticity, in the study of the consumer external information search behavior.

Practical implications

The findings also imply that if practitioners aim to prime consumers to engage in external information search, they need to take into account that the effects of internal information's accessibility and diagnosticity on consumers' external search behavior may be different depending on their levels of involvement.

Originality/value

This study's results showed that without considering the moderating effect of involvement, spurious conclusions may be made about the relationships between accessibility and diagnosticity of internal and external information importance. This finding may explain the discrepancy between the accessibility/diagnosticity and ease-of-retrieval frameworks, thus enriching the literature.

Details

Aslib Journal of Information Management, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 2050-3806

Keywords

Article
Publication date: 1 November 2011

Theera Erawan, Donyaprueth Krairit and Do Ba Khang

The purpose of this paper is to expand and empirically test a model of tourist external information search behaviour.

2374

Abstract

Purpose

The purpose of this paper is to expand and empirically test a model of tourist external information search behaviour.

Design/methodology/approach

A conceptual model was developed based on the “three‐pronged approach,” an approach that is used to cross validate among the results from literature review, expert interviews, and an exploratory field study in order to confirm and propose a reliable conceptual model. A confirmatory factor analysis was then performed to ensure that the constructs were valid and reliable. Structural equation modeling was used to test the conceptual model and its hypotheses.

Findings

The results revealed six variables that are significantly related to tourists' external information search behavior. Four of these variables had not been identified previously. These are as follows: information sources usefulness and accessibility, subjective norms, perceived personal risk, and ability to search.

Research limitations/implications

The issue of model generalization should be taken into account because the samples were limited to non‐group tour and first time visited tourists. Further research should consider other tourist groups.

Practical implications

The results from this study provide useful information for both government and tourism‐related businesses in planning marketing communication strategies to help promote Thailand as a travel destination.

Originality/value

By proposing a managerial modeling based on theoretical foundations and methodologies, both quantitative and qualitative approaches, this study is among the first that expands the model of tourist external information search behavior by fully exploring the determinants of external information search behavior and integrates the theory of planned behavior into the model.

Details

Journal of Modelling in Management, vol. 6 no. 3
Type: Research Article
ISSN: 1746-5664

Keywords

Book part
Publication date: 11 August 2014

Pingjun Jiang and Bert Rosenbloom

This research reviews numerous studies of the relationship between consumer knowledge and external search in conventional marketing channels to investigate differences among these…

Abstract

Purpose

This research reviews numerous studies of the relationship between consumer knowledge and external search in conventional marketing channels to investigate differences among these studies that have produced conflicting results. The findings provide a benchmark for future researchers and practitioners seeking to gain insight into consumer information search processes unfolding in the new environment of online, mobile, and social networking channels.

Methodology

A meta-analysis of an extensive array of empirical studies of the relationship between consumer knowledge and external information search was conducted. Regression analysis was used to test whether certain characteristics in the studies can explain variability in the effect sizes in which effect sizes are entered as dependent variables and moderators as independent variables.

Findings

Objective and subjective knowledge tend to increase search, while direct experience tends to reduce search. Consumers with higher objective knowledge search more when pursuing credence products. However, they search relatively less when pursuing search products. Consumers with higher subjective knowledge are much more likely to search in the context of experience products, but as is the case for objective knowledge having little effect on search for experience products, subjective knowledge has no significant effect on information seeking for search products. In addition, objective knowledge facilitates more information search in a complex decision-making context while higher subjective knowledge fosters more external information search in a simple decision-marketing context. Finally, the findings indicate that the knowledge search relationship reflects strong linkage in the pre-Internet era.

Originality

Relatively little is known about how the relationship between knowledge and information search varies across different types of products in simple or complex decision-making contexts. This study begins to fill this gap by providing insight into the relative importance of objective knowledge, subjective knowledge, and direct experience in influencing consumer information search activities for search, experience, and credence products in simple or complex decision-making contexts.

Article
Publication date: 1 December 1999

Joo‐Gim Heaney and Ronald E. Goldsmith

Empirically examines how certain variables influence the extent of external information search for banking services. The effects of perceived benefit, perceived cost, perceived…

2314

Abstract

Empirically examines how certain variables influence the extent of external information search for banking services. The effects of perceived benefit, perceived cost, perceived risk, and perceived knowledge are tested within a proposed structural equation, cost‐benefit based Banking Services Model (BSM). Surveys a sample of 661 students at a major US university to gather data on their information search for banking services. The results reveal that the BSM provides a good fit to the data. Perceived benefit, cost and knowledge influence the extent of prepurchase bank information search. In addition, the consumers felt that it was more beneficial to obtain more information when there was a perceived benefit of lowering risk and when they already had some form of prior product knowledge. Implications of the BSM for services marketing management and consumer theory, limitations of the study, and future research are discussed.

Details

International Journal of Bank Marketing, vol. 17 no. 7
Type: Research Article
ISSN: 0265-2323

Keywords

Article
Publication date: 1 April 2001

Janet R. McColl‐Kennedy and Richard E. Fetter

The objective of this study was to investigate the effect of involvement on consumers’ external search activities across several service settings. Two of the services were…

3026

Abstract

The objective of this study was to investigate the effect of involvement on consumers’ external search activities across several service settings. Two of the services were credence services (life insurance and furnace overhaul) and two services were experiential services (exercise club and Caribbean vacation). Involvement was measured with a two‐dimensional nine‐item scale, the dimensions being importance and involvement. External search was assessed using a seven‐item two‐dimensional scale, source and effort in search. Self‐administered surveys were completed by 331 residents of a major Midwestern US city. The results indicate that, across all four services, involvement does indeed influence consumers’ propensity to search externally. Finally, the implications of the findings for marketing managers are discussed.

Details

Journal of Services Marketing, vol. 15 no. 2
Type: Research Article
ISSN: 0887-6045

Keywords

Article
Publication date: 1 June 1999

Janet R. McColl‐Kennedy and Richard E. Fetter

Develops a seven‐item scale to assess consumers’ external search activities and assessed the scale’s construct validity. Moreover, to examine the scale’s generalizability across…

4274

Abstract

Develops a seven‐item scale to assess consumers’ external search activities and assessed the scale’s construct validity. Moreover, to examine the scale’s generalizability across various services, both things‐directed and people‐directed service settings are used. The findings suggest there are two identifiable aspects of consumers’ search activities, source and effort. Evidence of the construct validity of the seven‐item scale is based on exploratory factor analysis, calculation of Cronbach’s alpha, and a nomological assessment of the scale.

Details

Journal of Services Marketing, vol. 13 no. 3
Type: Research Article
ISSN: 0887-6045

Keywords

Article
Publication date: 3 July 2009

Suzanne Altobello Nasco and Dena Hale

The purpose of this paper is to examine the information search behaviors of mature consumers (age 55 and older) for new service purchases across several contexts.

1558

Abstract

Purpose

The purpose of this paper is to examine the information search behaviors of mature consumers (age 55 and older) for new service purchases across several contexts.

Design/methodology/approach

Almost 200 mature consumers in the Midwestern USA were surveyed regarding new home, medical, or financial service purchases made within the past 12 months. Questions regarding information search, importance of different information sources, satisfaction with the service decision, and demographics were collected.

Findings

Mature consumers consulted few information sources for service decisions, irrespective of context. Service context did affect the number of service providers considered; significantly fewer providers were considered for medical and financial services than for home services. Information search was negatively related to age, but unrelated to service outcome satisfaction and responsibility for the decision.

Research limitations/implications

No comparison was made between the search behavior of older and younger consumers. Although the breadth of information search was examined, the depth of search within each type of information source was not. As a descriptive study, it was not possible to address why such little external search was conducted. A convenience sample was used.

Practical implications

Mature consumers conducted more external search for less‐involved service contexts (e.g. home services) than for those more‐involved (e.g. medical and financial services). Companies are beginning to realize the value of maintaining relationships with mature consumers; the results may suggest ways to improve those relationships with mature consumers by detailing the service decision process. Additionally, public policy interventions or education programs based on the work might help mature consumers to learn better service decision strategies.

Originality/value

A large range of ages was sampled in the study (respondents ranged from 55 to 93) and multiple responses were obtained from some participants across several service contexts, allowing for a within‐subjects design of the survey. It was then possible to explore the effect of context on the number of service providers considered and the number of external information sources consulted prior to purchase.

Details

Journal of Services Marketing, vol. 23 no. 4
Type: Research Article
ISSN: 0887-6045

Keywords

Article
Publication date: 1 February 2000

Isabella M. Chaney

The existence and extent of consumers' external search effort has been deliberated by consumer behaviour theorists for several decades. Research has largely focused on durable…

772

Abstract

The existence and extent of consumers' external search effort has been deliberated by consumer behaviour theorists for several decades. Research has largely focused on durable goods such as automobiles for which there is a high monetary risk. This study considers a non‐durable product, wine, where there are several hundred alternatives. Furthermore, knowledge of the product's attributes are difficult to assess by visual inspection of the product. Thus it is presumed that consumers would conduct a search for information prior to their purchase, in particular making use of expert opinion by reading wine reviews and books. Results show that there is very little external search effort undertaken prior to entering the store. Furthermore, the two highest ranked information sources, point of sale material and labels, are only rated somewhat important. Overall there is no one overriding information source but several sources cumulate to provide the information consumers require.

Details

International Journal of Wine Marketing, vol. 12 no. 2
Type: Research Article
ISSN: 0954-7541

Keywords

Book part
Publication date: 15 July 2009

Ciaran Heavey, Richard T. Mowday, Aidan Kelly and Frank Roche

This chapter attempts to reinvigorate scholarly interest in executive scanning by outlining a model to guide future research on executive search within the context of…

Abstract

This chapter attempts to reinvigorate scholarly interest in executive scanning by outlining a model to guide future research on executive search within the context of international strategy. Executive scanning has received considerable empirical attention but only limited theoretical attention. Most of this research has studied scanning as the receipt rather than the search for information. Based on the application of learning theory, we outline a model advancing two broad categories of executive search exploitative and explorative, consisting of six specific search behaviors. We advance search as integral to managerial decisions relating to the various aspects of internationalization, notably choice of location, corporate strategy, and mode of entry. The implications for future research are presented.

Details

Advances in Global Leadership
Type: Book
ISBN: 978-1-84855-256-2

Article
Publication date: 1 January 1987

Girish Punj

The purpose of this research is to (1) examine the relationship between pre‐search decision making and external information seeking in consumer durable purchases and (2) to…

1528

Abstract

The purpose of this research is to (1) examine the relationship between pre‐search decision making and external information seeking in consumer durable purchases and (2) to construct consumer profiles corresponding to the different levels of pre‐search decision making. The term “pre‐search decision making”is used to denote those decisions that consumers make before they actively start searching for (and collecting) information on product alternatives. The latter process is referred to here as “external information seeking.”

Details

Journal of Consumer Marketing, vol. 4 no. 1
Type: Research Article
ISSN: 0736-3761

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