Information services at the prelaunch stage of information technology products

Junghwan Kim, Donald R. Jones

Research output: Chapter in Book/Report/Conference proceedingConference contributionpeer-review

Abstract

As the development of information technologies (IT) influences consumer behavior, consumers now search for information and establish their purchase intention earlier in the process. Nonetheless, little research to date has examined how consumers make a decision to purchase a product early in the process, that is, at the prelaunch stage of the product. Delivering the right information at the right time would be important for consumers to evaluate and decide to purchase the products as well as for firms to increase preorder and subsequent sales. Therefore, this study aims to investigate the consumer decision making at the prelaunch stage of IT products, particularly in terms of product-related information and consumers' decision timing. We propose that the interaction between product-related information and decision timing plays a salient role in affecting consumer decisions (i.e., consumer attraction and preorder purchase intention). Contributions of this paper include (1) a suggested framework extending the timeline of consumer decision making process which have traditionally concerned the decision timing at the initial post-launch stage or repurchase stage, and (2) an understanding of effective product information management for firms to manipulate potential consumers' purchase decisions in earlier timing.

Original languageEnglish
Title of host publication19th Americas Conference on Information Systems, AMCIS 2013 - Hyperconnected World
Subtitle of host publicationAnything, Anywhere, Anytime
Pages2021-2029
Number of pages9
StatePublished - 2013
Event19th Americas Conference on Information Systems, AMCIS 2013 - Chicago, IL, United States
Duration: Aug 15 2013Aug 17 2013

Publication series

Name19th Americas Conference on Information Systems, AMCIS 2013 - Hyperconnected World: Anything, Anywhere, Anytime
Volume3

Conference

Conference19th Americas Conference on Information Systems, AMCIS 2013
CountryUnited States
CityChicago, IL
Period08/15/1308/17/13

Keywords

  • Construal level theory
  • Consumer decision
  • Decision timing
  • Prelaunch IT products
  • Preorder
  • Product-related information

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