The Home Buying Experience: The impacts of time pressure and emotion on High Stakes Deciders Information Behavior

Abstract

The purpose of this study was to determine how time pressure and emotion influenced people's information behavior when engaging in high stakes decision-making within the home buying domain. Employing an exploratory approach, 33 semi-structured interviews involving a timeline strategy, as well as 8 observations, were conducted with participants from the Seattle, Washington metropolitan area. Findings revealed that information use induced emotion, created a sense of time pressure and generated an interaction of the two factors, whereas non-information use behaviors such as information needs and information seeking were propelled by emotion and time pressure. The study also identified the emergent information use by proxy phenomenon wherein emotion prompted people to enlist trusted surrogates to use information for making decisions on their behalf. Further, findings show that emotion and time pressure have the ability to alter one's routine information behavior to that of a more impulsive or arbitrary approach.

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