Original paper

Consumers’ response to weak unique selling propositions: Implications for optimal product recommendation strategy

Volume: 39, Issue: 3, Pages: 724 - 744
Published: Sep 1, 2022
Abstract
We use a multi-method approach (analytical model and behavioral experiment) to investigate product recommendations based on less-important attributes (weak unique selling proposition, USP). We consider multiple scenarios in which a recommender’s level of expertise (knowledge about product attributes and their importance) and bias (preference for the firm as opposed to consumers) operate as cues for consumers to evaluate the recommender’s...
Paper Details
Title
Consumers’ response to weak unique selling propositions: Implications for optimal product recommendation strategy
Published Date
Sep 1, 2022
Volume
39
Issue
3
Pages
724 - 744
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