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.



Citation:

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.

Authors

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



Volume

NA - Advances in Consumer Research Volume 47 | 2019



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