JIM Dec 2021 Accepted Version.pdf (895.5 kB)
Bridging imagination gaps on the path to purchase with augmented reality: field and experimental evidence
journal contribution
posted on 2023-06-10, 02:14 authored by Tim Hilken, Jonas Heller, Debbie KeelingDebbie Keeling, Mathew Chylinski, Dominik Mahr, Ko de RuyterMany firms use augmented reality (AR) that projects lifelike product holograms into the physical environment to assist customers in bridging so-called “imagination gaps,” which can arise on their path to purchase. However, research has not yet studied whether and how AR might help customers address two pertinent sources of such imagination gaps: (1) increased cognitive load when evaluating multiple products together (e.g., in a bundle) and (2) extended physical distance to the point-of-sale (e.g., out-of-store, at home). Building on mental imagery theorizing, we explain how AR supports customers in bridging these gaps, and, through a series of field and experimental studies, we evidence effects on customer purchase intentions and behavior. Specifically, we show that AR-generated imagery of bundled (versus individual) products enhances intended and actual purchases at the point-of-sale. Furthermore, when deployed at distant points in the purchase funnel (out-of-store, at-home), AR increases purchases through improved self-projection, which we describe as the psychological mechanism customers use to mentally bridge distance to the point-of-sale. We qualify this mediating mechanism through an important moderating process, where the effect of AR-generated imagery on self-projection is suppressed for customers with a holistic (versus analytic) thinking style.
History
Publication status
- Published
File Version
- Accepted version
Journal
Journal of Interactive MarketingISSN
1094-9968Publisher
SAGE PublicationsExternal DOI
Department affiliated with
- Strategy and Marketing Publications
Full text available
- Yes
Peer reviewed?
- Yes
Legacy Posted Date
2022-01-11First Open Access (FOA) Date
2022-05-16First Compliant Deposit (FCD) Date
2022-01-10Usage metrics
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