Communicating concrete and abstract product attributes: the role of evaluation mode and inter-attribute trade-offs

References

• Bawack, R. E., Wamba, S. F., Carillo, K. D. A., & Akter, S. (2022). Artificial intelligence in E-Commerce: A bibliometric study and literature review. Electronic Markets, 32(1), 1–19. https://doi.org/10.1007/s12525-022-00537-z
   Web of Science ®Google Scholar
• Bettman, J. R., Luce, M. F., & Payne, J. W. (2008). Consumer decision making: A choice goals approach. In C. P. Haugtvedt, P. M. Herr, & F. R. Kardes (Eds.), Handbook of consumer psychology (pp. 588–609). Routledge.
   Google Scholar
• Cabeza-Ramírez, L. J., Fuentes-García, F. J., Cano-Vicente, M. C., & González-Mohino, M. (2022). How generation X and millennials perceive influencers’ recommendations: Perceived trustworthiness, product involvement, and perceived risk. Journal of Theoretical and Applied Electronic Commerce Research, 17(4), 1431–1449. https://doi.org/10.3390/jtaer17040072
   Web of Science ®Google Scholar
• Calder, B. J., Phillips, L. W., & Tybout, A. M. (1981). Designing research for application. Journal of Consumer Research, 8(2), 197–207. https://doi.org/10.1086/208856
   Web of Science ®Google Scholar
• Choi, H. S., & Leon, S. (2023). When trust cues help helpfulness: Investigating the effect of trust cues on online review helpfulness using big data survey based on the amazon platform. Electronic Commerce Research. https://doi.org/10.1007/s10660-023-09726-0
   Web of Science ®Google Scholar
• Cox, D., & Cox, A. D. (2002). Beyond first impressions: The effects of repeated exposure on consumer liking of visually complex and simple product designs. Journal of the Academy of Marketing Science, 30(2), 119–130. https://doi.org/10.1177/03079459994371
   Web of Science ®Google Scholar
• Duncan, C. P., & Nelson, J. E. (1985). Effects of humor in a radio advertising experiment. Journal of Advertising, 14(2), 33–64. https://doi.org/10.1080/00913367.1985.10672944
   Web of Science ®Google Scholar
• Elliott, W. B., Rennekamp, K. M., & White, B. J. (2015). Does concrete language in disclosures increase willingness to invest? Review of Accounting Studies, 20(2), 839–865. https://doi.org/10.1007/s11142-014-9315-6
   Web of Science ®Google Scholar
• Feldman, J. M., & Lynch, J. G. (1988). Self-generated validity and other effects of measurement on belief, attitude, intention, and behavior. Journal of Applied Psychology, 73(3), 421–435. https://doi.org/10.1037/0021-9010.73.3.421
   Web of Science ®Google Scholar
• Feldman, D. C., Bearden, W. O., & Hardesty, D. M. (2006). Varying the content of job advertisements: The effects of message specificity. Journal of Advertising, 35(1), 123–141. https://doi.org/10.2753/JOA0091-3367350108
   Web of Science ®Google Scholar
• Folkes, V. S. (1988). Recent attribution research in consumer behavior: A review and new directions. Journal of Consumer Research, 14(4), 548–565. https://doi.org/10.1086/209135
   Web of Science ®Google Scholar
• Fuchs, C., & Diamantopoulos, A. (2010). Evaluating the effectiveness of brand‐positioning strategies from a consumer perspective. European Journal of Marketing, 44(11/12), 1763–1786. https://doi.org/10.1108/03090561011079873
   Web of Science ®Google Scholar
• Ghazisaeedi, M., Steyn, P. G., & Van Heerden, G. (2012). Trustworthiness of product review blogs: A source trustworthiness scale validation. African Journal of Business Management, 6(25), 7498–7508.
   Google Scholar
• Glaser, M., & Reisinger, H. (2022). Don’t lose your product in story translation: How product–story link in narrative advertisements increases persuasion. Journal of Advertising, 51(2), 188–205. https://doi.org/10.1080/00913367.2021.1973623
   Web of Science ®Google Scholar
• Gutman, J. (1982). A means-end chain model based on consumer categorization processes. Journal of Marketing, 46(2), 60–72. https://doi.org/10.1177/002224298204600207
   Web of Science ®Google Scholar
• Ha, T. M. (2021). The impact of product characteristics of limited-edition shoes on perceived value, brand trust and purchase intention. Cogent Business & Management, 8(1), 1953680. https://doi.org/10.1080/23311975.2021.1953680
   Web of Science ®Google Scholar
• Haugom, E., & Malasevska, I. (2019). The relative importance of ski resort-and weather-related characteristics when going alpine skiing. Cogent Social Sciences, 5(1), 1681246. https://doi.org/10.1080/23311886.2019.1681246
   Web of Science ®Google Scholar
• Hayes, A. F. (2017). Introduction to mediation, moderation, and conditional process analysis: A regression-based approach. Guilford Publications.
   Google Scholar
• Headphonescompared.com. (2021). Top 60 Best Headphone Brands from Best to Worst Based on 700k Reviews. Retrieved November 7, 2022, from https://headphonescompared.com/the-best-headphone-brands-from-worst-to-best/.
   Google Scholar
• Heinze, J., Thomann, M., & Fischer, P. (2017). Ladders to m-commerce resistance: A qualitative means-end approach. Computers in Human Behavior, 73, 362–374. https://doi.org/10.1016/j.chb.2017.03.059
   Web of Science ®Google Scholar
• Hoek, J., Dunnett, J., Wright, M., & Gendall, P. (2000). Descriptive and evaluative attributes: What relevance to marketers? Journal of Product & Brand Management, 9(6), 415–435. https://doi.org/10.1108/10610420010356993
   Google Scholar
• Houston, M. B., & Walker, B. A. (1996). Self-relevance and purchase goals: Mapping a consumer decision. Journal of the Academy of Marketing Science, 24(3), 232–245. https://doi.org/10.1177/0092070396243004
   Google Scholar
• Hsee, C. K., & Leclerc, F. (1998). Will products look more attractive when presented separately or together? Journal of Consumer Research, 25(2), 175–186. https://doi.org/10.1086/209534
   Web of Science ®Google Scholar
• Hsee, C. K., & Tsai, C. I. (2007). Hedonics in consumer behavior. In C. P. Haugtvedt, P. M. Herr, & F. R. Kardes (Eds.), Handbook of consumer psychology (pp. 639–658). Lawrence Erlbaum Associates.
   Google Scholar
• Hsee, C. K., & Zhang, J. (2004). Distinction bias: Misprediction and mischoice due to joint evaluation. Journal of Personality and Social Psychology, 86(5), 680–695. https://doi.org/10.1037/0022-3514.86.5.680
   PubMed Web of Science ®Google Scholar
• Hsee, C. K., & Zhang, J. (2010). General evaluability theory. Perspectives on Psychological Science, 5(4), 343–355. https://doi.org/10.1177/1745691610374586
   Web of Science ®Google Scholar
• Hu, R., Luo, J. M., Li, Y., Wang, L., Ma, J., & Henriques, D. (2020). Qualitative study of green resort attributes–A case of the crosswaters resort in China. Cogent Social Sciences, 6(1), 1742525. https://doi.org/10.1080/23311886.2020.1742525
   Web of Science ®Google Scholar
• Huang, G. H., Chang, C. T., Bilgihan, A., & Okumus, F. (2020). Helpful or harmful? A double-edged sword of emoticons in online review helpfulness. Tourism Management, 81, 104135. https://doi.org/10.1016/j.tourman.2020.104135
   Web of Science ®Google Scholar
• Huh, Y. E., & Kim, S. H. (2008). Do early adopters upgrade early? Role of post-adoption behavior in the purchase of next-generation products. Journal of Business Research, 61(1), 40–46. https://doi.org/10.1016/j.jbusres.2006.05.007
   Web of Science ®Google Scholar
• Khare, A. (2023). Green apparel buying: Role of past behavior, knowledge and peer influence in the assessment of green apparel perceived benefits. Journal of International Consumer Marketing, 35(1), 109–125. https://doi.org/10.1080/08961530.2019.1635553
   Google Scholar
• Kim, T. W., & Duhachek, A. (2020). Artificial intelligence and persuasion: A construal-level account. Psychological Science, 31(4), 363–380. https://doi.org/10.1177/0956797620904985
   PubMed Web of Science ®Google Scholar
• Krystallis, A. (2013). Uncovering attribute‐based determinants of loyalty in cigarette brands. Journal of Product & Brand Management, 22(2), 104–117. https://doi.org/10.1108/10610421311320988
   Google Scholar
• Lee, S. (2019). The role of construal level in message effects research: A review and future directions. Communication Theory, 29(3), 231–250. https://doi.org/10.1093/ct/qty030
   Web of Science ®Google Scholar
• Lepkowska-White, E., Brashear, T. G., & Weinberger, M. G. (2003). A test of ad appeal effectiveness in Poland and The United States-the interplay of appeal, product, and culture. Journal of Advertising, 32(3), 57–66. https://doi.org/10.1080/00913367.2003.10639136
   Web of Science ®Google Scholar
• Lin, C. F., Fu, C. S., & Chen, Y. T. (2019). Exploring customer perceptions toward different service volumes: An integration of means-end chain and balance theories. Food Quality and Preference, 73, 86–96. https://doi.org/10.1016/j.foodqual.2018.12.007
   Web of Science ®Google Scholar
• Lin, C. F., & Fu, C. S. (2018). Evaluating online advertising effect: An approach integrating means-end conceptualization and similarity analysis. Electronic Commerce Research and Applications, 32, 1–12. https://doi.org/10.1016/j.elerap.2018.10.002
   Web of Science ®Google Scholar
• Ling, E. C., Tussyadiah, I., Tuomi, A., Stienmetz, J., & Ioannou, A. (2021). Factors influencing users’ adoption and use of conversational agents: A systematic review. Psychology & Marketing, 38(7), 1031–1051. https://doi.org/10.1002/mar.21491
   Web of Science ®Google Scholar
• Liu, R., Banovic, M., & Grunert, K. G. (2022). Beliefs about food quality attributes, food-related goals and satisfaction with food-related life among the elderly in China: A means-end approach. Food Quality and Preference, 95, 104367. https://doi.org/10.1016/j.foodqual.2021.104367
   Web of Science ®Google Scholar
• Luchs, M. G., Brower, J., & Chitturi, R. (2012). Product choice and the importance of aesthetic design given the emotion‐laden trade‐off between sustainability and functional performance. Journal of Product Innovation Management, 29(6), 903–916. https://doi.org/10.1111/j.1540-5885.2012.00970.x
   Web of Science ®Google Scholar
• Longoni, C., & Cian, L. (2022). Artificial intelligence in utilitarian vs. hedonic contexts: The "word-of-machine" effect. Journal of Marketing, 86(1), 91–108. https://doi.org/10.1177/0022242920957347
   Web of Science ®Google Scholar
• Luchs, M. G., & Kumar, M. (2017). Yes, but this other one looks better/works better’: How do consumers respond to trade-offs between sustainability and other valued attributes? Journal of Business Ethics, 140(3), 567–584. https://doi.org/10.1007/s10551-015-2695-0
   Web of Science ®Google Scholar
• Lunardo, R., & Rickard, B. (2019). How do consumers respond to fun wine labels? British Food Journal, 122(8), 2603–2619. https://doi.org/10.1108/BFJ-04-2019-0286
   Web of Science ®Google Scholar
• Miller, C. H., Lane, L. T., Deatrick, L. M., Young, A. M., & Potts, K. A. (2007). Psychological reactance and promotional health messages: The effects of controlling language, lexical concreteness, and the restoration of freedom. Human Communication Research, 33(2), 219–240. https://doi.org/10.1111/j.1468-2958.2007.00297.x
   Web of Science ®Google Scholar
• Myers, C. A. (2003). Managing brand equity: A look at the impact of attributes. Journal of Product & Brand Management, 12(1), 39–51. https://doi.org/10.1108/10610420310463126
   Google Scholar
• Obeidat, Z. M., Alalwan, A. A., Baabdullah, A. M., Obeidat, A. M., & Dwivedi, Y. K. (2022). The other customer online revenge: A moderated mediation model of avenger expertise and message trustworthiness. Journal of Innovation & Knowledge, 7(4), 100230. https://doi.org/10.1016/j.jik.2022.100230
   Web of Science ®Google Scholar
• Pant, A., Hsieh, Y. C., Lee, M., & Shen, C. H. (2014). Pointing out differences: Consumer evaluations of comparative information across product types. Journal of Promotion Management, 20(3), 390–409. https://doi.org/10.1080/10496491.2014.908802
   Google Scholar
• Pérez, A., García de los Salmones, M. d M., & Liu, M. T. (2020). Information specificity, social topic awareness and message authenticity in CSR communication. Journal of Communication Management, 24(1), 31–48. https://doi.org/10.1108/JCOM-06-2019-0097
   Web of Science ®Google Scholar
• PR Newswire. (2018). The global earphones and headphones market is expected to grow at a CAGR of 7.31% during 2017–2023. Retrieved November 7, 2022, from www.prnewswire.com/news-releases/the-global-earphones-and-headphones-market-is-expected-to-grow-at-a-cagr-of-731-during-20172023-300585974.html.
   Google Scholar
• Puth, G., Mostert, P., & Ewing, M. (1999). Consumer perceptions of mentioned product and brand attributes in magazine advertising. Journal of Product & Brand Management, 8(1), 38–50. https://doi.org/10.1108/10610429910257977
   Google Scholar
• Ratakam, P., & Petison, P. (2023). From means to end: Understanding the millennial mind when buying luxury jewelry brands. Journal of Global Fashion Marketing, 14(1), 35–47. https://doi.org/10.1080/20932685.2022.2085606
   Web of Science ®Google Scholar
• Robinson, S., & Eilert, M. (2018). The role of message specificity in corporate social responsibility communication. Journal of Business Research, 90, 260–268. https://doi.org/10.1016/j.jbusres.2018.05.028
   Web of Science ®Google Scholar
• Rust, R. T., Rand, W., Huang, M. H., Stephen, A. T., Brooks, G., & Chabuk, T. (2021). Real-time brand reputation tracking using social media. Journal of Marketing, 85(4), 21–43. https://doi.org/10.1177/0022242921995173
   Web of Science ®Google Scholar
• Schulte, E., Scheller, F., Sloot, D., & Bruckner, T. (2022). A meta-analysis of residential PV adoption: The important role of perceived benefits, intentions and antecedents in solar energy acceptance. Energy Research & Social Science, 84, 102339. https://doi.org/10.1016/j.erss.2021.102339
   Web of Science ®Google Scholar
• Shoham, M., Moldovan, S., & Steinhart, Y. (2017). Positively useless: Irrelevant negative information enhances positive impressions. Journal of Consumer Psychology, 27(2), 147–159. https://doi.org/10.1016/j.jcps.2016.08.001
   Web of Science ®Google Scholar
• Singh, H., & Chakrabarti, S. (2020). Defining the relationship between consumers and retailers through user-generated content: Insights from the research literature. International Journal of Retail & Distribution Management, 49(1), 41–60. https://doi.org/10.1108/IJRDM-03-2020-0080
   Web of Science ®Google Scholar
• Skard, S., Jørgensen, S., & Pedersen, L. J. T. (2021). When is sustainability a liability, and when is it an asset? Quality inferences for core and peripheral attributes. Journal of Business Ethics, 173(1), 109–132. https://doi.org/10.1007/s10551-019-04415-1
   Web of Science ®Google Scholar
• Snelders, D., & Schoormans, J. P. (2004). An exploratory study of the relation between concrete and abstract product attributes. Journal of Economic Psychology, 25(6), 803–820. https://doi.org/10.1016/j.joep.2003.08.004
   Web of Science ®Google Scholar
• Statista. (2021). Share of individuals using headphones to listen the radio in Italy 2017, by age group. Retrieved July 31, 2021, from https://www.statista.com/statistics/793542/share-of-individuals-using-headphones-to-listen-the-radio-by-age-group-in-italy/.
   Google Scholar
• Sundar, S. S., & Kim, J. (2019, May)Machine heuristic: When we trust computers more than humans with our personal information. In Proceedings of the 2019 CHI Conference on human factors in computing systems (pp. 1–9).
   Google Scholar
• Suttikun, C., & Meeprom, S. (2021). Examining the effect of perceived quality of authentic souvenir product, perceived value, and satisfaction on customer loyalty. Cogent Business & Management, 8(1), 1976468. https://doi.org/10.1080/23311975.2021.1976468
   Web of Science ®Google Scholar
• Tan, H., Lv, X., Liu, X., & Gursoy, D. (2018). Evaluation nudge: Effect of evaluation mode of online customer reviews on consumers’ preferences. Tourism Management, 65, 29–40. https://doi.org/10.1016/j.tourman.2017.09.011
   Web of Science ®Google Scholar
• Trzebiński, W., Marciniak, B., & Kulczycka, E. (2023). Online recommenders’ anthropomorphism improves user response to hedonic and benefit-based product appeals through the recommenders’ perceived ability to learn. PLoS One, 18(6), e0287663. https://doi.org/10.1371/journal.pone.0287663
   PubMed Web of Science ®Google Scholar
• Trzebiński, W., Marciniak, B., & Leonhardt, J. (2021). Abstract versus concrete product information: Theoretical and practical considerations, in entrepreneurship, economic development and public policy – How Can Nevada Help and Inspire Poland, How Can Poland Help and Inspire Nevada, (eds.) Paweł Pietrasieński, Marcin Wojtysiak-Kotlarski, Wydawnictwo Naukowe Scholar, Warszawa.
   Google Scholar
• Trzebiński, W., Marciniak, B., & Gaczek, P. (2022). Self-relevance diminishes the effectiveness of importance and trustworthiness cues in consumer response to online product-related messages. Cogent Social Sciences, 8(1), 2065151. https://doi.org/10.1080/23311886.2022.2065151
   Web of Science ®Google Scholar
• Upadhyay, Y., & Tripathi, A. (2023). Brand wagon effect: How brand equity eclipses the effect of eWoM on purchase intentions – Mediating role of review helpfulness. Journal of Business Research, 168, 114239. https://doi.org/10.1016/j.jbusres.2023.114239
   Web of Science ®Google Scholar
• Vo, T. P., Tran, M. D., & Ly, T. M. C. (2022). The relationship between new product creativity components and purchase intention and the mediating impact of perceived values: A study of consumers in Ho Chi Minh city. Cogent Business & Management, 9(1), 2112357. https://doi.org/10.1080/23311975.2022.2112357
   Web of Science ®Google Scholar
• Wang, S., Hurlstone, M., Leviston, Z., Walker, I., & Lawrence, C. (2019). Climate change from a distance: An analysis of construal level and psychological distance from climate change. Frontiers in Psychology, 10, 230. https://doi.org/10.3389/fpsyg.2019.00230
   PubMed Web of Science ®Google Scholar
• Wien, A. H., & Peluso, A. M. (2021). Influence of human versus AI recommenders: The roles of product type and cognitive processes. Journal of Business Research, 137, 13–27. https://doi.org/10.1016/j.jbusres.2021.08.016
   Web of Science ®Google Scholar
• Wu, R., Shah, E. D., Kardes, F. R., & Wyer, R. S. (2020). Technical nomenclature, everyday language, and consumer inference. Marketing Letters, 31(2–3), 299–310. https://doi.org/10.1007/s11002-019-09511-w
   Web of Science ®Google Scholar
• Wu, R., Wu, H. H., & Wang, C. L. (2021). Why is a picture ‘worth a thousand words’? Pictures as information in perceived helpfulness of online reviews. International Journal of Consumer Studies, 45(3), 364–378. https://doi.org/10.1111/ijcs.12627
   Web of Science ®Google Scholar
• Wulf, T., Naderer, B., Olbermann, Z., & Hohner, J. (2021). Finding gold at the end of the rainbowflag? Claim vagueness and presence of emotional imagery as factors for rainbowwashing. International Conference on Research in Advertising (ICORIA), Proceedings 2021. European Advertising Academy.
   Google Scholar
• Xu, D., Ye, Q., Hong, H., & Sun, F. (2022). Emotions for attention in online consumer reviews: The moderated mediating role of review helpfulness. Industrial Management & Data Systems, 122(3), 729–751. https://doi.org/10.1108/IMDS-07-2021-0473
   Web of Science ®Google Scholar
• Yang, J., Teran, C., Battocchio, A. F., Bertellotti, E., & Wrzesinski, S. (2021). Building brand authenticity on social media: The impact of Instagram ad model genuineness and trustworthiness on perceived brand authenticity and consumer responses. Journal of Interactive Advertising, 21(1), 34–48. https://doi.org/10.1080/15252019.2020.1860168
   Google Scholar
• Zhao, M., & Xia, L. (2020). Joint or separate? The effect of visual presentation on imagery and product evaluation. International Journal of Research in Marketing, 38(4), 935–952. https://doi.org/10.1016/j.ijresmar.2020.11.007
   Google Scholar