---
_id: '6514'
abstract:
- lang: eng
  text: Recommender Agents (RAs) facilitate consumers’ online purchase decisions for
    complex, multi-attribute products. As not all combinations of attribute levels
    can be obtained, users are forced into trade-offs. The exposure of trade-offs
    in a RA has been found to affect consumers’ perceptions. However, little is known
    about how different preference elicitation methods in RAs affect consumers by
    varying degrees of trade-off exposure. We propose a research model that investigates
    how different levels of trade-off exposure cognitively and affectively influence
    consumers’ satisfaction with RAs. We operationalize these levels in three different
    RA types and test our hypotheses in a laboratory experiment with 116 participants.
    Our results indicate that with increasing tradeoff exposure, perceived enjoyment
    and perceived control follow an inverted Ushaped relationship. Hence, RAs using
    preference elicitation methods with medium trade-off exposure yield highest consumer
    satisfaction. This contributes to the understanding of trade-offs in RAs and provides
    valuable implications to e-commerce practitioners.
author:
- first_name: Veronika
  full_name: Schuhbeck, Veronika
  last_name: Schuhbeck
- first_name: Nils
  full_name: Siegfried, Nils
  last_name: Siegfried
- first_name: Verena
  full_name: Dorner, Verena
  last_name: Dorner
- first_name: Alexander
  full_name: Benlian, Alexander
  last_name: Benlian
- first_name: Michael
  full_name: Scholz, Michael
  last_name: Scholz
- first_name: Guido
  full_name: Schryen, Guido
  id: '72850'
  last_name: Schryen
citation:
  ama: 'Schuhbeck V, Siegfried N, Dorner V, Benlian A, Scholz M, Schryen G. Walking
    the Middle Path: How Medium Trade-off Exposure Leads to Higher Consumer Satisfaction
    in Recommender Agents. In: <i>Proceedings of the 14. Internationale Tagung Wirtschaftsinformatik</i>.
    Siegen, Germany; 2019:55-64.'
  apa: 'Schuhbeck, V., Siegfried, N., Dorner, V., Benlian, A., Scholz, M., &#38; Schryen,
    G. (2019). Walking the Middle Path: How Medium Trade-off Exposure Leads to Higher
    Consumer Satisfaction in Recommender Agents. In <i>Proceedings of the 14. Internationale
    Tagung Wirtschaftsinformatik</i> (pp. 55–64). Siegen, Germany.'
  bibtex: '@inproceedings{Schuhbeck_Siegfried_Dorner_Benlian_Scholz_Schryen_2019,
    place={Siegen, Germany}, title={Walking the Middle Path: How Medium Trade-off
    Exposure Leads to Higher Consumer Satisfaction in Recommender Agents}, booktitle={Proceedings
    of the 14. Internationale Tagung Wirtschaftsinformatik}, author={Schuhbeck, Veronika
    and Siegfried, Nils and Dorner, Verena and Benlian, Alexander and Scholz, Michael
    and Schryen, Guido}, year={2019}, pages={55–64} }'
  chicago: 'Schuhbeck, Veronika, Nils Siegfried, Verena Dorner, Alexander Benlian,
    Michael Scholz, and Guido Schryen. “Walking the Middle Path: How Medium Trade-off
    Exposure Leads to Higher Consumer Satisfaction in Recommender Agents.” In <i>Proceedings
    of the 14. Internationale Tagung Wirtschaftsinformatik</i>, 55–64. Siegen, Germany,
    2019.'
  ieee: 'V. Schuhbeck, N. Siegfried, V. Dorner, A. Benlian, M. Scholz, and G. Schryen,
    “Walking the Middle Path: How Medium Trade-off Exposure Leads to Higher Consumer
    Satisfaction in Recommender Agents,” in <i>Proceedings of the 14. Internationale
    Tagung Wirtschaftsinformatik</i>, Siegen, Germany, 2019, pp. 55–64.'
  mla: 'Schuhbeck, Veronika, et al. “Walking the Middle Path: How Medium Trade-off
    Exposure Leads to Higher Consumer Satisfaction in Recommender Agents.” <i>Proceedings
    of the 14. Internationale Tagung Wirtschaftsinformatik</i>, 2019, pp. 55–64.'
  short: 'V. Schuhbeck, N. Siegfried, V. Dorner, A. Benlian, M. Scholz, G. Schryen,
    in: Proceedings of the 14. Internationale Tagung Wirtschaftsinformatik, Siegen,
    Germany, 2019, pp. 55–64.'
conference:
  end_date: 2019-02-27
  location: Siegen, Germany
  name: 14th International Conference on Wirtschaftsinformatik
  start_date: 2019-02-24
date_created: 2019-01-08T14:06:32Z
date_updated: 2022-01-06T07:03:09Z
ddc:
- '000'
department:
- _id: '277'
file:
- access_level: closed
  content_type: application/pdf
  creator: hsiemes
  date_created: 2019-01-08T14:07:17Z
  date_updated: 2021-08-13T13:26:11Z
  file_id: '6515'
  file_name: WALKING THE MIDDLE PATH.pdf
  file_size: 371490
  relation: main_file
- access_level: open_access
  content_type: application/pdf
  creator: hsiemes
  date_created: 2021-08-13T13:25:53Z
  date_updated: 2021-08-13T13:25:53Z
  file_id: '23393'
  file_name: Walking the Middle Path_ How Medium Trade-Off Exposure Leads to H.pdf
  file_size: 331001
  relation: main_file
file_date_updated: 2021-08-13T13:26:11Z
has_accepted_license: '1'
keyword:
- Recommender Agents
- Preference Elicitation Method
- Trade-off Exposure
- Customer Satisfaction
language:
- iso: eng
oa: '1'
page: 55-64
place: Siegen, Germany
publication: Proceedings of the 14. Internationale Tagung Wirtschaftsinformatik
status: public
title: 'Walking the Middle Path: How Medium Trade-off Exposure Leads to Higher Consumer
  Satisfaction in Recommender Agents'
type: conference
user_id: '61579'
year: '2019'
...