Consumer search: What can we learn from pre-purchase data?
Open accessAbstract
Researchers are increasingly able to observe consumers’ behavior prior to a purchase, such as their navigation through a store or website and the products they consider. Such pre-purchase (or search) data can be valuable to researchers in a variety of ways: as an additional source of information to estimate consumer preferences, to understand how firms can influence the search process through marketing mix variables, and to analyze how limited information about products affects equilibrium market outcomes. We provide an overview of these three research areas with a particular emphasis on online and offline retailing.
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As consumers have experimented with AI chatbots for product search, understanding consumer search behavior provides important implications for retail companies in formulating retail strategies.
“As consumers have experimented with AI chatbots for product search, understanding consumer search behavior provides important implications for retail companies in formulating retail strategies [22].”
From Consumer Responses to Generative AI Chatbots Versus Search Engines for Product Evaluation (2025) · cites this paper as [22]
Cites
Ursu, R. M. (2018) · Marketing Science · doi:10.1287/mksc.2017.1072 · Cited by 328 · see citing works
Self-citationExamining the Impact of Ranking on Consumer Behavior and Search Engine Revenue
Ghose, A., Ipeirotis, P. G., & Li, B. (2014) · Management Science · doi:10.1287/mnsc.2013.1828 · Cited by 299 · see citing works
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Consumer Responses to Generative AI Chatbots Versus Search Engines for Product Evaluation
Kim, S., & Priluck, R. (2025) · Journal of Theoretical and Applied Electronic Commerce Research · doi:10.3390/jtaer20020093 · Cited by 20 · see citing works
- Authors
- Honka, E., Seiler, S., & Ursu, R.
- Affiliations
- University of California, Los Angeles (US)
- Centre for Economic Policy Research (GB)
- New York University (US)
- Corresponding author
- Seiler, Stephan
- Venue
- Journal of Retailing
- Publisher
- Elsevier BV
- Published
- 2024-03
- Volume
- 100
- Issue
- 1
- Pages
- 114-129
- ISSN
- 0022-4359 (ISSN-L)
- OpenAlex
- W4392347521
- Cited by
- 40
- References
- 2
- Citations by year
- 2026: 19 · 2025: 11 · 2024: 7 · 2023: 1 · 2022: 2
- FWCI
- 17.09
- Type
- journal article
- Language
- en
- Open access
- hybrid
- doi.org
- Locations
- Journal of Retailing (publishedVersion, cc-by)
- Topics
- Social Sciences › Business, Management and Accounting › Marketing › Consumer Market Behavior and Pricing
- Social Sciences › Business, Management and Accounting › Marketing › Consumer Retail Behavior Studies
- Social Sciences › Business, Management and Accounting › Marketing › Consumer Behavior and Marketing Influence
- Keywords
- consumer search, consumer preferences, search behavior, marketing mix, market equilibrium, online retail, web navigation
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