Smart Agents: When Lower Search Costs for Quality Information Increase Price Sensitivity

By Kristin Diehl, Laura J. Kornish, John G. Lynch. 2003

283 citations recorded by the source corpus.

Subfields: Management Science and Operations Research, Marketing

View Paper: https://www.semanticscholar.org/paper/65108a531905aaf15e3a522cf019617108452cf7

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Management Science and Operations Research

1. Bo Sophia Xiao
2. Ellen Peters
3. Benedict G. C. Dellaert
4. Izak Benbasat
5. Hakan Soncu
6. Martijn C. Willemsen
7. John W. Payne
8. Craig R. Fox

In Marketing

1. Bart P. Knijnenburg
2. Martijn C. Willemsen
3. Donald R. Lehmann
4. Gavan J. Fitzsimons
5. Ellen Peters
6. Benedict G. C. Dellaert
7. Izak Benbasat
8. Hakan Soncu

Citations in the corpus

• The Mere Categorization Effect: How the Presence of Categories Increases Choosers' Perceptions of Assortment Variety (2008, unknown): “The categorization of options may therefore help choosers refine their set of options (Chakravarti and Janiszewski 2003; Diehl, Kornish, and Lynch 2003; Ratneshwar and Shocker 1991; Rosen 1978; Zhang and Fitzsimons 1999).”
• Stating Preference for the Ethereal but Choosing the Concrete: How the Tangibility of Attributes Affects Attribute Weighting in Value Elicitation and Choice (2004, unknown): “Without such screening, consumers may suffer from information overload (Jacoby, Speller, & Berning, 1974) or stop searching long before exhausting the set of relevant products ( Diehl, Kornish, & Lynch, 2003 ).”
• The Intertemporal Dynamics of Consumer Lock-in (2003, methodology): “Motivated by these ideas, prior research in marketing examined the effects of the Internet and the reduction of search costs on search and choice behavior (e.g., Alba et al. 1997; Bakos 1997; Diehl, Kornish, and Lynch 2003; Lynch and Ariely 2000).”
• E-Commerce Product Recommendation Agents: Use, Characteristics, and Impact (2007, background): “With a sorted recommendation list from RAs, there will be many products that are close in their overall subjective utility (Diehl et al. 2003) but which differ on several attributes (Shugan 1980).”
• Reactance to Recommendations: When Unsolicited Advice Yields Contrary Responses (2004, background): “Lynch and Ariely (2000), Diehl et al. (2003), and Iyer and Pazgal (2003) find that the reduced costs provided by computermediated environments have largely beneficial effects on consumer welfare.”
• Explaining the user experience of recommender systems (2012, background): “For instance, they looked at the reduction in choice effort through a recommender system (Häubl et al. 2004; Pedersen 2000; Vijayasarathy and Jones 2001; Diehl et al. 2003; Häubl and Trifts 2000; Hostler et al. 2005).”
• Beyond nudges: Tools of a choice architecture (2012, background): “In this context, formatting the screening stage by facilitating comparisons on one attribute but not others will lead to a stronger preference for options favored by the focal attribute (Diehl et al. 2003).”