Abstract

A naturalistic online information search exposes individuals to multiple sites and conflicting perspectives. In this study, we evaluated how the holistic stance of a web search toward a product influences purchasing decisions. We recruited 109 participants who completed an initial product choice task regarding bottled water, a brief Internet search, and then a second post-search product choice task. Internet searches were analyzed to identify query terms, site visits, and stance. Results show that query terms influenced the types of sites obtained in a search, which in turn shaped the overall search stance. Participants were more likely to buy bottled water when they visited websites that emphasized environmental, economic, or health benefits for bottled water (i.e., positive stance). Participants who were asked to focus on environmental issues were less likely to buy bottled water unless packaged in recycled plastic.

Original languageEnglish (US)
Pages (from-to)103-118
Number of pages16
JournalComputers in Human Behavior
Volume56
DOIs
StatePublished - Mar 1 2016

Fingerprint

Drinking Water
Decision Making
Decision making
Internet
Water
Insurance Benefits
Purchasing
Plastics
Websites
Economics
Health
World Wide Web
Stance

Keywords

  • Advertising
  • Choice modeling
  • Decision making
  • Online information search
  • Online learning
  • Search behaviors

ASJC Scopus subject areas

  • Human-Computer Interaction
  • Psychology(all)
  • Arts and Humanities (miscellaneous)

Cite this

Online information search and decision making : Effects of web search stance. / Roscoe, Rod; Grebitus, Carola; O'Brian, Joseph; Johnson, Adam C.; Kula, Irfan.

In: Computers in Human Behavior, Vol. 56, 01.03.2016, p. 103-118.

Research output: Contribution to journalArticle

Roscoe, Rod ; Grebitus, Carola ; O'Brian, Joseph ; Johnson, Adam C. ; Kula, Irfan. / Online information search and decision making : Effects of web search stance. In: Computers in Human Behavior. 2016 ; Vol. 56. pp. 103-118.
@article{515ffd6403e1478e8ef28ffd8a2955c9,
title = "Online information search and decision making: Effects of web search stance",
abstract = "A naturalistic online information search exposes individuals to multiple sites and conflicting perspectives. In this study, we evaluated how the holistic stance of a web search toward a product influences purchasing decisions. We recruited 109 participants who completed an initial product choice task regarding bottled water, a brief Internet search, and then a second post-search product choice task. Internet searches were analyzed to identify query terms, site visits, and stance. Results show that query terms influenced the types of sites obtained in a search, which in turn shaped the overall search stance. Participants were more likely to buy bottled water when they visited websites that emphasized environmental, economic, or health benefits for bottled water (i.e., positive stance). Participants who were asked to focus on environmental issues were less likely to buy bottled water unless packaged in recycled plastic.",
keywords = "Advertising, Choice modeling, Decision making, Online information search, Online learning, Search behaviors",
author = "Rod Roscoe and Carola Grebitus and Joseph O'Brian and Johnson, {Adam C.} and Irfan Kula",
year = "2016",
month = "3",
day = "1",
doi = "10.1016/j.chb.2015.11.028",
language = "English (US)",
volume = "56",
pages = "103--118",
journal = "Computers in Human Behavior",
issn = "0747-5632",
publisher = "Elsevier Limited",

}

TY - JOUR

T1 - Online information search and decision making

T2 - Effects of web search stance

AU - Roscoe, Rod

AU - Grebitus, Carola

AU - O'Brian, Joseph

AU - Johnson, Adam C.

AU - Kula, Irfan

PY - 2016/3/1

Y1 - 2016/3/1

N2 - A naturalistic online information search exposes individuals to multiple sites and conflicting perspectives. In this study, we evaluated how the holistic stance of a web search toward a product influences purchasing decisions. We recruited 109 participants who completed an initial product choice task regarding bottled water, a brief Internet search, and then a second post-search product choice task. Internet searches were analyzed to identify query terms, site visits, and stance. Results show that query terms influenced the types of sites obtained in a search, which in turn shaped the overall search stance. Participants were more likely to buy bottled water when they visited websites that emphasized environmental, economic, or health benefits for bottled water (i.e., positive stance). Participants who were asked to focus on environmental issues were less likely to buy bottled water unless packaged in recycled plastic.

AB - A naturalistic online information search exposes individuals to multiple sites and conflicting perspectives. In this study, we evaluated how the holistic stance of a web search toward a product influences purchasing decisions. We recruited 109 participants who completed an initial product choice task regarding bottled water, a brief Internet search, and then a second post-search product choice task. Internet searches were analyzed to identify query terms, site visits, and stance. Results show that query terms influenced the types of sites obtained in a search, which in turn shaped the overall search stance. Participants were more likely to buy bottled water when they visited websites that emphasized environmental, economic, or health benefits for bottled water (i.e., positive stance). Participants who were asked to focus on environmental issues were less likely to buy bottled water unless packaged in recycled plastic.

KW - Advertising

KW - Choice modeling

KW - Decision making

KW - Online information search

KW - Online learning

KW - Search behaviors

UR - http://www.scopus.com/inward/record.url?scp=84953727773&partnerID=8YFLogxK

UR - http://www.scopus.com/inward/citedby.url?scp=84953727773&partnerID=8YFLogxK

U2 - 10.1016/j.chb.2015.11.028

DO - 10.1016/j.chb.2015.11.028

M3 - Article

VL - 56

SP - 103

EP - 118

JO - Computers in Human Behavior

JF - Computers in Human Behavior

SN - 0747-5632

ER -