Determinants of the Perceived Value of Information in Information Search Contexts

41 Pages Posted: 10 Jul 2006

See all articles by Allen M. Weiss

Allen M. Weiss

University of Southern California - Marketing Department

Nicholas H. Lurie

University of Connecticut School of Business

Deborah J. MacInnis

University of Southern California - Marketing Department

Date Written: June 2006

Abstract

While considerable research has examined information search behavior, little is known about factors that impact how individuals judge the value of the information they receive. We argue that the extent to which an information seeker judges information to be valuable depends on the breadth and depth of the information provider's expertise relative to that of other information providers who respond to that same information seeker. Information value is also impacted by the relative responsiveness the information provider - that is, how quickly, how frequently and how elaborately they respond to the information seeker's query. Importantly though, we find that these effects are moderated by the information seeker's goals - that is, whether they are searching for information so as to learn something new (a learning goal) or whether they are searching for information to decide what to do (a decision making goal).

Keywords: information value, goals

JEL Classification: M31

Suggested Citation

Weiss, Allen M. and Lurie, Nicholas H. and MacInnis, Deborah J., Determinants of the Perceived Value of Information in Information Search Contexts (June 2006). Marshall School of Business Working Paper No. MKT 01-06. Available at SSRN: https://ssrn.com/abstract=912512 or http://dx.doi.org/10.2139/ssrn.912512

Allen M. Weiss (Contact Author)

University of Southern California - Marketing Department ( email )

Hoffman Hall 616
Los Angeles, CA 90089-1427
United States

Nicholas H. Lurie

University of Connecticut School of Business ( email )

Storrs, CT CT - Connecticut 06269
United States

HOME PAGE: http://www.business.uconn.edu/person/nicholas-lurie/

Deborah J. MacInnis

University of Southern California - Marketing Department ( email )

Hoffman Hall 701
Los Angeles, CA 90089-1427
United States

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