An Investigation Into How Sources of Information Influence Consumers' Perceptions and Decision Making

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dc.contributor.authorEssig, Richard Alexanderen
dc.contributor.committeechairPandelaere, Marioen
dc.contributor.committeememberBagchi, Rajeshen
dc.contributor.committeememberChakravarti, Dipankaren
dc.contributor.committeememberMay, Frank Dominicken
dc.contributor.departmentBusinessen
dc.date.accessioned2021-12-17T09:00:18Zen
dc.date.available2021-12-17T09:00:18Zen
dc.date.issued2021-12-16en
dc.description.abstractConsumers rely on sources of information to learn about products and make informed purchasing decisions. In fact, one of the first factors consumer consider when evaluating product information, is the source of that information. Yet despite the importance of the source, research on this topic is sporadic, leaving my unanswered questions. This dissertation advances our understanding of how three different sources of information influence consumers' perceptions and decision making. In the first study, we examine two sources (consumer originated and third party) to determine which one dominates in a persuasion episode. We find consumers overwhelmingly prefer consumer originated versus third party sources because they believe fellow consumers convey information that is diagnostic of future product experiences. In our second study, we show how a subtle firm-dominated characteristic, firm size, influences manufacturing assumptions and purchase behavior. We find consumers prefer small to large firms for unique products, because they assume small firms have a high degree of human intervention in the manufacturing process.en
dc.description.abstractgeneralConsumers rely on sources of information to learn about products and make informed purchasing decisions. In fact, one of the first factors consumer consider when evaluating product information, is the source of that information. Yet despite the importance of the source, research on this topic is sporadic, leaving my unanswered questions. This dissertation advances our understanding of how three different sources of information influence consumers' perceptions and decision making. In the first study, we examine two sources (consumer originated and third party) to determine which one dominates in a persuasion episode. We find consumers overwhelmingly prefer consumer originated versus third party sources because they believe fellow consumers convey information that is diagnostic of future product experiences. In our second study, we show how a subtle firm-dominated characteristic, firm size, influences manufacturing assumptions and purchase behavior. We find consumers prefer small to large firms for unique products, because they assume small firms have a high degree of human intervention in the manufacturing process.en
dc.description.degreeDoctor of Philosophyen
dc.format.mediumETDen
dc.identifier.othervt_gsexam:32997en
dc.identifier.urihttp://hdl.handle.net/10919/107092en
dc.language.isoenen
dc.publisherVirginia Techen
dc.rightsIn Copyrighten
dc.rights.urihttp://rightsstatements.org/vocab/InC/1.0/en
dc.subjectsources of product informationen
dc.subjectuser reviewsen
dc.subjectexpert reviewsen
dc.subjectpersuasionen
dc.subjectfirm sizeen
dc.titleAn Investigation Into How Sources of Information Influence Consumers' Perceptions and Decision Makingen
dc.typeDissertationen
thesis.degree.disciplineBusiness, Executive Business Researchen
thesis.degree.grantorVirginia Polytechnic Institute and State Universityen
thesis.degree.leveldoctoralen
thesis.degree.nameDoctor of Philosophyen

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