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Need for cognitive closure and information search strategy

✍ Scribed by Jong An Choi; Minkyung Koo; Incheol Choi; Seigyoung Auh

Publisher
John Wiley and Sons
Year
2008
Tongue
English
Weight
163 KB
Volume
25
Category
Article
ISSN
0742-6046

No coin nor oath required. For personal study only.

✦ Synopsis

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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