Need for cognitive closure and information search strategy

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

73 citations0/0 files storedPsychology and Marketing

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Decision-Making and Behavioral Economics Consumer Behavior and Marketing Influence Consumer Market Behavior and Pricing

Abstract

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. © 2008 Wiley Periodicals, Inc.

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References

1970Back-Translation for Cross-Cultural Research 1969The Handbook of Social Psychology 1978Decision making: A psychological analysis of conflict, choice, and commitment 1972Elimination by aspects: A theory of choice.1998Constructive Consumer Choice Processes 1994Individual differences in need for cognitive closure.1996Motivated closing of the mind: "Seizing" and "freezing."1976Task complexity and contingent processing in decision making: An information search and protocol analysis

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