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A Comprehensive Typology of Prepurchase, External Information Searchers

Psychology and Marketing

Published online on

Abstract

Various studies in the information search literature in the past have uncovered differing sets of prepurchase external‐information search patterns exhibited by individuals. However, across all these studies there has been little consistency not only in these reported patterns, but also in the terminology used to describe each of them. This paper seeks to address this major gap in the literature. Based on an exhaustive review of the prior empirical literature on prepurchase information search patterns, for the first time in the literature, a comprehensive supertypology is proposed in this paper that accounts for all the searcher types reported in this prior literature. Further, also for the first time in the literature, this paper seeks to explain these searcher types using an accepted theoretical framework. As must be pointed out, all of the prior searcher types uncovered (and reviewed in this paper) were empirically driven and devoid of theory. In this paper, also for the first time in the literature, testable, theory‐based propositions are developed for each searcher type in the proposed typology. Finally, this paper concludes with a discussion as to why this typology is needed and how it could be used by practitioners and theoreticians in marketing.