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• W2053480194 abstract "When consumers try to assess the performance of a product on a key benefit, their information search often reveals both diagnostic information and irrelevant information. Although one would expect irrelevant information to have little impact on predictions of product performance, we present evidence that the irrelevant information systematically weakens consumers' beliefs that the product will provide the benefit. We show that this dilution effect persists after subjects have acknowledged the irrelevance of the additional information but that it does depend on whether the product information is processed with the desired benefit in mind. We conclude that consumers are selectively looking for information that suggests the product will deliver the desired benefit and that they categorize any additional evidence, be it irrelevant or disconfirming, as not confirming. As a consequence, irrelevant information weakens consumers' beliefs in the product's ability to deliver the benefit." @default.
• W2053480194 created "2016-06-24" @default.
• W2053480194 creator A5034236791 @default.
• W2053480194 creator A5058924804 @default.
• W2053480194 date "2002-03-01" @default.
• W2053480194 modified "2023-10-18" @default.
• W2053480194 title "Consumers’ Beliefs about Product Benefits: The Effect of Obviously Irrelevant Product Information" @default.
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• W2053480194 doi "https://doi.org/10.1086/338205" @default.
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