Information overload, choice deferral, and moderating role of need for cognition: Empirical evidence

Luis Eduardo Pilli; José Afonso Mazzon

doi:10.5700/rausp1222

Information overload, choice deferral, and moderating role of need for cognition: Empirical evidence

Research output: Contribution to journal › Article › Academic › peer-review

Abstract

Choice deferral due to information overload is an undesirable result of competitive environments. The neoclassical maximization models predict that choice avoidance will not increase as more information is offered to consumers. The theories developed in the consumer behavior field predict that some properties of the environment may lead to behavioral effects and an increase in choice avoidance due to information overload. Based on stimuli generated experimentally and tested among 1,000 consumers, this empirical research provides evidence for the presence of behavioral effects due to information overload and reveals the different effects of increasing the number of options or the number of attributes. This study also finds that the need for cognition moderates these behavioral effects, and it proposes psychological processes that may trigger the effects observed.

Original language	English
Pages (from-to)	36-55
Journal	Revista de Administracao da Universidade de Sao Paulo
Volume	51
Issue number	1
DOIs	https://doi.org/10.5700/rausp1222
Publication status	Published - 1 Jan 2016
Externally published	Yes

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Cite this

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Information overload, choice deferral, and moderating role of need for cognition: Empirical evidence

Abstract

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