Invited Commentary---Internet-Based Service Institutions
Marketing Science
Promotional Chat on the Internet
Marketing Science
Research Note---Wine Journalism---Marketing or Consumers' Guide?
Marketing Science
Psychological reactance to online recommendation services
Information and Management
Electronic Commerce Research and Applications
Each to his own: how different users call for different interaction methods in recommender systems
Proceedings of the fifth ACM conference on Recommender systems
Assessing the impact of recommender agents on on-line consumer unplanned purchase behavior
Information and Management
Inspectability and control in social recommenders
Proceedings of the sixth ACM conference on Recommender systems
Making Decisions about Privacy: Information Disclosure in Context-Aware Recommender Systems
ACM Transactions on Interactive Intelligent Systems (TiiS)
Timing and basis of online product recommendation: the preference inconsistency paradox
HCI'13 Proceedings of the 15th international conference on Human Interface and the Management of Information: information and interaction for learning, culture, collaboration and business - Volume Part III
Computers in Human Behavior
Hi-index | 0.00 |
Recommendations often play a positive role in the decision process by reducing the difficulty associated with choosing between options. However, in certain circumstances recommendations play a less positive and more undesirable role from the perspectives of both the recommending agent or agency and the person receiving the recommendation. Across a series of four studies, we explore consumer response when recommendations by experts and intelligent agents contradict the consumer's initial impressions of choice options. We find that unsolicited advice that contradicts initial impressions leads to the activation of a reactant state on the part of the decision maker. This reactance, in turn, leads to a behavioral backlash that results not only in consumers ignoring the agents' recommendations but in intentionally contradicting them.