New Information Affecting the Decision

What it measures

The scale captures how much newly introduced information shifts a person's decision, useful for research on sales conversations and real-time persuasion.

Response format

7-point Likert

Scale items

• The _____ presented new information during our conversation.
• The _____ provided facts that I had not already discovered.
• The _____ offered useful information that went beyond my prior research.

Full scale items shown. Always cite the original source when using this scale in research.

Usage notes & scoring

Source not stated by Hochstein et al. (2021), who appear to have created the scale themselves for use in a hypothetical sales-conversation scenario with university students. Reliability was excellent across three studies (α = .96–.97). Validity wasn't separately assessed, though successful use as a manipulation check offers indirect support.

Recommended companion scales

Citation

Hochstein, B., Bolander, W., Christenson, B., Pratt, A.B., & Reynolds, K. (2021). An Investigation of Consumer Subjective Knowledge in Frontline Interactions. Journal of Retailing, 97(3), 336-346.

Keywords