Need for cognitive closure and information search strategy

Jong An Choi, Minkyung Koo, Incheol Choi, Seigyoung Auh

Research output: Contribution to journalArticle

29 Scopus citations

Abstract

The authors investigated whether need for cognitive closure (NFCC) affected one's style of information search (attribute-based search vs. alternative-based search) in consumer choice. There has been growing interest in NFCC in marketing and its relationship to consumer information processing. However, no study to date has examined the different information search strategies that consumers employ when they (1) possess different levels of NFCC or (2) are exposed to situations that evoke more or less NFCC. Across two studies where Study 1 measured NFCC while Study 2 manipulated NFCC, the authors commonly found that higher NFCC compared to lower NFCC resulted in (1) a greater preference for the attribute-based search over the alternative-based search and (2) a consideration of a smaller amount of information to make a final choice. Implications for consumer information processing and sales strategies are discussed along with future research directions.

Original languageEnglish (US)
Pages (from-to)1027-1042
Number of pages16
JournalPsychology and Marketing
Volume25
Issue number11
DOIs
StatePublished - Nov 1 2008
Externally publishedYes

ASJC Scopus subject areas

  • Applied Psychology
  • Marketing

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