Feature-Oriented vs. Needs-Oriented Product Access for Non-Expert-Online Shoppers
I3E '01 Proceedings of the IFIP Conference on Towards The E-Society: E-Commerce, E-Business, E-Government
Special Section: Customer-Centric Information Systems
Journal of Management Information Systems
Journal of Management Information Systems
Journal of Management Information Systems
Journal of Management Information Systems
Utilizing Popularity Characteristics for Product Recommendation
International Journal of Electronic Commerce
Persuasion in Recommender Systems
International Journal of Electronic Commerce
Journal of Management Information Systems
Recommendation Agents for Electronic Commerce: Effects of Explanation Facilities on Trusting Beliefs
Journal of Management Information Systems
Research Note: User Design of Customized Products
Marketing Science
Journal of Management Information Systems
International Journal of Electronic Commerce
International Journal of Business Information Systems
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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.