Understanding the Framing of Recommendations
We investigate how recommendation framing affects consumers’ propensity to follow product recommendations. Five studies reveal when and why consumers are more likely to follow recommendations that are framed as user-based (e.g., “People who like this also like”) rather than item-based (e.g., “More products in this category”).
Jia Gai and Anne-Kathrin Klesse (2018) ,"Understanding the Framing of Recommendations", in NA - Advances in Consumer Research Volume 46, eds. Andrew Gershoff, Robert Kozinets, and Tiffany White, Duluth, MN : Association for Consumer Research, Pages: 549-550.
Jia Gai, Erasmus University Rotterdam, The Netherlands
Anne-Kathrin Klesse, Erasmus University Rotterdam, The Netherlands
NA - Advances in Consumer Research Volume 46 | 2018
Influence of Visual Crowding and Space Between Products on Consumer Choice
Ana Scekic, HEC Paris, France
Selin Atalay, Frankfurt School of Finance and Management, Germany
Cathy Liu Yang, HEC Paris, France
Peter Ebbes, HEC Paris, France
Feeling Bad by Wanting More or Wanting More by Feeling Bad: The Materialism - Well-Being Cycle
Esther Doriette Tamara Jaspers, Massey University
Rik Pieters, Tilburg University, The Netherlands
Stacy Wood, North Carolina State University