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Insight versus Effort. Communicating the Creative Process Leading to New Products

Miceli, N., Scopelliti, I. ORCID: 0000-0001-6712-5332 & Raimondo, M. A. (2020). Insight versus Effort. Communicating the Creative Process Leading to New Products. International Journal of Research in Marketing, 37(3), pp. 602-620. doi: 10.1016/j.ijresmar.2020.01.001


Studies of the creative process identify two relevant sources of new ideas and products: Insight, a sudden, dreamlike, illuminating experience; and effort, deliberate, structured, hard work. With the aim of investigating the communication of the creative process,this research proposes that consumers hold associations between insight and arts, and between effort and sciences. These lay theories induce differential evaluations of new products: consumersevaluate more favorably artistic and scientific products presented as the outcome of insight or effort, respectively. The strength of the proposed effects, however,depends on the level of consumer expertise in the relevant product domain. We maintain that,as audience expertise increases, lay theories become less relevant and the effects of creative process narratives are attenuated. Five studies support the proposed conceptual framework and showthatnarratives of thecreative process influence the evaluations of new products, depending on the product domain and on consumer expertise.

Publication Type: Article
Additional Information: © 2020 Elsevier. This manuscript version is made available under the CC-BY-NC-ND 4.0 license
Publisher Keywords: Creativity; Insight; Effort; New products; Communication; Narratives
Subjects: H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management
H Social Sciences > HF Commerce
Departments: Bayes Business School > Management
SWORD Depositor:
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