The Effect of Unintended Information Acquisition

Lan Xia, Department of Marketing, Bentley College
Kent Monroe, University of Richmond, University of Illinois at Urbana-Champaign
Research on consumer information acquisition primarily has focused on direct information search, which assumes consumers know what products they are seeking. In this paper, we propose that consumer information acquisition should also include information acquired through casual, unstructured, or even nonconscious acquisition activities. Two studies demonstrate that people acquire information when there is no immediate purchase goal and people also acquire information that is irrelevant to their current purchase tasks. Such acquired information further influences their subsequent purchase behaviors.
[ to cite ]:
Lan Xia and Kent Monroe (2007) ,"The Effect of Unintended Information Acquisition", in NA - Advances in Consumer Research Volume 34, eds. Gavan Fitzsimons and Vicki Morwitz, Duluth, MN : Association for Consumer Research, Pages: 97-99.