The Interplay of Information Diagnosticity and Need for Cognitive Closure in Determining Choice Confidence

摘要: This research augments efforts to produce a richer understanding of the drivers choice confidence. It investigates interplay contextual factor that is readily influenced by marketing channel members (i.e., information diagnosticity) and an individual difference variable alters nature extent processing Need for Cognitive Closure; NFCC). Findings from two experimental studies demonstrate positive influence NFCC on confidence when diagnosticity low, but not it high. Furthermore, at high levels NFCC, fully attenuated such people with derive equivalent or low in diagnosticity. The effect appears operate undermining perceptions adequacy performance expectations. holds implications communications strategy, targeted practices, public policy.