"What is it?" categorization flexibility and consumers' responses to really new products

To understand really new products, consumers face the challenge of construc ting new knowledge structures rather simply changing existing ones. Recent research in categorization suggests that one strategy for creating represen tations for these new products is to use information already contained in f amiliar product categories. While knowledge from multiple existing categori es may be relevant, little research has examined how (and if) consumers pro cess information drawn from more than one domain. We use two experiments to demonstrate how consumers use cues from multiple categories to develop exp ectations about and preferences for new products. Our findings suggest that the first plausible category label provided to the consumer significantly influences their categorizations, expectations, and preferences. Only when advertisers place limits on the type of information to transfer from each e xisting category can consumers use information from multiple categories eff ectively.