How consumers use information
By: Jagdish N. Sheth
Contributors: University of Illinois at Urbana-Champaign. College of Commerce and Business Administration
Series: Faculty working papers -- no. 530; Faculty working papers -- no. 530.
Publisher: College of Commerce and Business Administration, University of Illinois at Urbana-Champaign
Published: 1978
Place of publication: [Urbana, Ill.]
Language: eng
Number of pages: 21
Description: "How consumers use information is vital to understand for the communicator and the advertiser. There are three aspects about consumers' use of information. First, consumers do not use raw information but process it before using it. This processed information is significantly different from information provided by the communicator with respect to magnitude and descriptive as well as evaluating meaning of the information. Second, consumers are processed information in conjunction with other experiences in order to make judgments with respect to product or brand name in terms of attitudes, intentions and behavior. The mechanisms of judgments are not fully known, but they include the compensatory, conjunctive, disjunctive and lexicographic models of judgment. Third, consumers use information in five different ways: (1) to evaluate alternatives in making a choice; (2) to reinforce past choices as a rationalization process; (3) to resolve conflict between buying and postponing; (4) to remind when to buy and consume frequently purchased products; and (5) to aquire knowledge for epistemic purposes."
Notes: Includes bibliographical references (p. [22]).