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



Share Proceeding

Featured papers

See More

Featured

Cheating Your Self: Diagnostic Self-Deceptive Cheating for Intrinsic Rewards

Sara Loughran Dommer, Georgia Tech, USA
Nicole Marie Coleman, University of Pittsburgh, USA

Read More

Featured

Dehumanization: Coping with Embarrassment in Consumer Purchases

Yixia Sun, Zhejiang University
Xuehua Wang, East China Normal University
Joey Hoegg, University of British Columbia, Canada
Darren Dahl, University of British Columbia, Canada

Read More

Featured

Consuming Time-Space Imaginations: Bakhtin’s Chronotope on Robots and Artificial Intelligence

Marat Bakpayev, University of Minnesota Duluth, USA
Alima Yesmukanova, KIMEP University

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.