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Offergeld, T., Martinez, L. F. & Ferreira, A. I. (2020). A train of thought in product experientiality: Working memory, distraction, and inconsistencies in cue order effects. Journal of Retailing and Consumer Services . 53

T. Offergeld et al.,  "A train of thought in product experientiality: Working memory, distraction, and inconsistencies in cue order effects", in Journal of Retailing and Consumer Services , vol. 53, 2020

@article{offergeld2020_1716147142520,
	author = "Offergeld, T. and Martinez, L. F. and Ferreira, A. I.",
	title = "A train of thought in product experientiality: Working memory, distraction, and inconsistencies in cue order effects",
	journal = "Journal of Retailing and Consumer Services ",
	year = "2020",
	volume = "53",
	number = "",
	doi = "10.1016/j.jretconser.2019.101971",
	url = "https://www.journals.elsevier.com/journal-of-retailing-and-consumer-services"
}

TY  - JOUR
TI  - A train of thought in product experientiality: Working memory, distraction, and inconsistencies in cue order effects
T2  - Journal of Retailing and Consumer Services 
VL  - 53
AU  - Offergeld, T.
AU  - Martinez, L. F.
AU  - Ferreira, A. I.
PY  - 2020
SN  - 0969-6989
DO  - 10.1016/j.jretconser.2019.101971
UR  - https://www.journals.elsevier.com/journal-of-retailing-and-consumer-services
AB  - The sequence of informational cues and the level of distraction have an impact on the judgment of a product’s quality and preference. Two quasi-experimental studies (Ntotal = 340) investigate the influence of the force behind the processing of these cues – working memory (WM). Previous research found that, in the presence of a distractor, high WM individuals are more able to recall the initial cue, and thus derive their product judgment from the initial strong cue. Study 1 contradicts these findings and raises important methodological questions regarding the conceptualization of strong and weak cues. Specifically, commonly accepted strong cues (e.g., product reputation) might not influence consumers as expected. Additionally, in a sequence of product evaluation with high vs. low degree of experientiality, study 2 reveals that consumers tend to show a primacy effect that is stronger for higher levels of WM capacity. Moreover, in a sequence of assessing low vs. high degree of experientiality products, consumers reveal stronger recency effects, thus showing that WM reinforces this recency effect. Our findings have important implications for marketers by suggesting that consumers with high WMC are more able to process complex stimuli and retrieve previously presented information on a product quality. These consumers also have a higher tendency to retrieve more information from product scenarios with a high degree of experientiality.
ER  -