Changes to Clicks: References to Change Break Through the Clutter and Promote Persuasion

References to change trigger information-seeking, which can enhance consumers’ preferences for products that have changed even when those products are identical to their unchanged counterparts. Change boosts curiosity, which triggers information search and enhances persuasion when product information is compelling. This effect is demonstrated in both field and lab contexts.


Daniella Kupor, Jayson S. Jia, and Zakary Tormala (2019) ,"Changes to Clicks: References to Change Break Through the Clutter and Promote Persuasion", in NA - Advances in Consumer Research Volume 47, eds. Rajesh Bagchi, Lauren Block, and Leonard Lee, Duluth, MN : Association for Consumer Research, Pages: 175-179.


Daniella Kupor, Boston University, USA
Jayson S. Jia, University of Hong Kong, China
Zakary Tormala, Stanford University, USA


NA - Advances in Consumer Research Volume 47 | 2019

Share Proceeding

Featured papers

See More


J1. The Effect of Identity Abstractness on Information Processing Styles

Woojin Choi, University of Seoul
Min Jung Kim, Manhattan College
HyukJin Kwon, University of Seoul
Jiyun Kang, Texas State University

Read More


J15. The Deliberation Effect on the Judgment and Choice of Anthropomorphized Products

Juliana M. Batista, EAESP Fundação Getúlio Vargas
Jose Mauro C. Hernandez, Centro Universitário FEI

Read More


Thank You = Trust Me: When Gratitude Expressions Help Promote New Products

Maria Ng, University of Houston, USA
Dejun Tony Kong, University of Houston, USA
Vanessa Patrick, University of Houston, USA

Read More

Engage with Us

Becoming an Association for Consumer Research member is simple. Membership in ACR is relatively inexpensive, but brings significant benefits to its members.