Promoting Interactive Decision Aids on Retail Websites: A Message Framing Perspective with New versus Traditional Focal Actions

. [Display omitted] ► We investigate how to best design messages that promote usage of interactive decision aids. ► Messages that focus on the traditional action work better than those that focus on the new action. ► Familiarity with message's focal action has a mediating effect. ► Category inv...

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Bibliographic Details
Published in:Journal of retailing 2012-06, Vol.88 (2), p.226-235
Main Authors: Breugelmans, Els, Köhler, Clemens F., Dellaert, Benedict G.C., de Ruyter, Ko
Format: Article
Language:English
Subjects:
Behavior
Brand loyalty
Consumer behavior
Consumers
Economic theory
Electronic commerce
Innovations
Interactive decision aids
Message framing
Online sales
Product recommendations
Retail innovation adoption
Retail stores
Retailing industry
Studies
Technology Acceptance Model
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Summary:. [Display omitted] ► We investigate how to best design messages that promote usage of interactive decision aids. ► Messages that focus on the traditional action work better than those that focus on the new action. ► Familiarity with message's focal action has a mediating effect. ► Category involvement has a moderating effect. Online retailers significantly benefit when consumers use interactive decision aids (IDAs). In this study, we investigate how to best design messages that promote IDA use. Using an extended message framing perspective, we propose that messages about consumers’ traditional action (searching) increase usage intentions more than messages about the new action (IDA use). Results from two experiments confirm that this holds across both high and low involvement categories and in particular when the traditional action frame is combined with a loss outcome. We also demonstrate that familiarity with the message's focal action mediates this effect.
ISSN:0022-4359
1873-3271
DOI:10.1016/j.jretai.2011.10.003