TY - CHAP

T1 - Consumer information integration at pre-purchase

T2 - A discrete choice experiment

AU - Deniz Dalman, M.

AU - Min, Junhong

N1 - Publisher Copyright: © 2015 by IGI Global. All rights reserved. Copyright: Copyright 2017 Elsevier B.V., All rights reserved.

PY - 2014/11/30

Y1 - 2014/11/30

N2 - During the pre-purchase stage, consumers look for information in the external environment to verify marketers' claims, and by doing so, they are likely to encounter some reliable independent information such as consumer reports or technical reports. Using a Discrete Choice Experiment, this chapter shows that consumers use marketers' claims as reference points and record the independent information they encounter as either gain or loss. Moreover, consistent with Prospect Theory, losses loom larger than gains. However, the valuations of losses/gains do not differ for brands with different strengths.

AB - During the pre-purchase stage, consumers look for information in the external environment to verify marketers' claims, and by doing so, they are likely to encounter some reliable independent information such as consumer reports or technical reports. Using a Discrete Choice Experiment, this chapter shows that consumers use marketers' claims as reference points and record the independent information they encounter as either gain or loss. Moreover, consistent with Prospect Theory, losses loom larger than gains. However, the valuations of losses/gains do not differ for brands with different strengths.

UR - http://www.scopus.com/inward/record.url?scp=84957068937&partnerID=8YFLogxK

U2 - 10.4018/978-1-4666-7272-7.ch017

DO - 10.4018/978-1-4666-7272-7.ch017

M3 - Chapter

AN - SCOPUS:84957068937

SN - 1466672722

SN - 9781466672727

SP - 287

EP - 299

BT - Handbook of Research on Organizational Transformations through Big Data Analytics

PB - IGI Global

ER -