On the Malleability of Consumer Attitudes toward Disruptive Technologies: A Pilot Study of Cryptocurrencies

Abstract

The digital transformation of core marketing activities substantially impacts relations between consumers and companies. Novel technologies are usually complex, making their underlying functionality as well as the desirable and undesirable implications hard to grasp for ordinary consumers. Cryptocurrencies are a prominent yet controversial and poorly understood example of an innovation that may transform companies’ future marketing activities. In this study, we investigate how easily consumers’ attitudes toward cryptocurrencies can be shaped by splitting a convenience sample of 100 consumers into two equal groups and exposing them to true, but biased, information about cryptocurrencies (including market forecasts), respectively, highlighting either the advantages or disadvantages of the technology. We subsequently found a significant difference in the trust, security and risk perceptions between the two groups; specifically, more positive attitudes pertaining to trust, security, risk and financial gains prevailed in the group exposed to positively-skewed information, while perceptions regarding trust, risk and the sustainability of cryptocurrencies were weaker among the group exposed to negatively-skewed information. These findings reveal some important insights into how easily consumer attitudes toward new technologies can be shaped through the presentation of lopsided information and call for further in-depth research in this important yet under-researched field.