8 . Let’s say you want to purchase a camera, and you’re comparing two different advertisements. In one, the pictures, colors, and instructions make the information easy to read. The other has an unclear style that takes more time for you to understand. If you decide to purchase the second camera with the more confusing advertisement, new research out of Rensselaer Polytechnic Institute shows that, over time, you’ll likely be happier with your choice.
In a paper co-authored by Gaurav Jain, an assistant professor of marketing in the Lally School of Management at Rensselaer, researchers found that nonstop stimuli (刺激), or the difficulty for an individual to process a message, increases people’s attitudes toward that message after a time delay.
“This research has a real-life impact,” Jain said. “Most of the time, marketing communicators try to make their message clear. What we learned, however, is that there are certain times, especially when people need to make choices, when we should actually use nonstop stimuli so that whatever people are choosing, they will like it once time has passed.”
Using primary data collection designed by Jain of about 500 diverse individuals, researchers also found that consumers judge the time spent in the decision-making process wrongly. Rather than recognizing that the lengthy decision came from trying to understand the information, when looking back on the process, consumers instead believe they spent the time on making the decision. This leads the consumer to believe the decision they made was informed and worthy.
These findings are meaningful for marketing communications in many fields.
“When people are making decisions,” Jain said, “like choosing insurance products, retirement funds, or even when choosing an elected official, marketers and designers need to remember that if we can make an individual spend some time in that choosing process, it’s more likely people will stick with the option they chose over time.”
Jain says that when consumers’ attitudes about a product increase, the impact on post-purchase decisions like returns and reviews of the product will be more favorable to the brand.
1. How does the author introduce the topic?
| A．By listing figures. | B．By giving examples. |
| C．By using others’ words. | D．By showing people’s reviews. |
2. What should marketing communicators do according to Gaurav Jain?
| A．Make their message short. |
| B．Make their message attractive. |
| C．Make their message easy to understand. |
| D．Make their message hard to understand. |
3. In which aspect can this discovery be used for marketers?
| A．Writing a paper. | B．Selling a product. |
| C．Choosing a camera. | D．Designing a new brand. |
4. Which of the following could be the best title for the text?
| A．Time Delay: What is it |
| B．Suggestions to the Marketers |
| C．How to Make Consumers Happy |
| D．Difficult Decision, Satisfactory Choice |
