Marketing Faculty Publications and Presentations

Consumer participation in using online recommendation agents: effects on satisfaction, trust, and purchase intentions

Document Type

Article

Publication Date

7-2012

Abstract

Online product recommendation agents (RAs) are gaining greater strategic importance as a critical touch-point between marketers and consumers. Yet, the role of consumer participation in using RAs has not been examined. This study shows that greater consumer participation in using an RA leads to more satisfaction, greater trust, and higher purchase intentions, related to the RA and its recommendations. In contrast, the financial risk (associated with the product under consideration) reduces satisfaction, trust, and purchase intentions, and it also moderates the effect of consumer participation on these same variables. The findings extend the literature and suggest actionable implications for marketing strategy.

Comments

Copyright 2012 Taylor & Francis

Publication Title

The Service Industries Journal

DOI

10.1080/02642069.2011.624596

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