Affective and cognitive factors influencing repeat buying in e-commerce

Fang, Jiaming; George, Benjamin; Shao, Yufeng; Wen, Chao

doi:10.1016/j.elerap.2016.08.001

Cited by 41 publications

(29 citation statements)

References 49 publications

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“…Indeed, highly experienced customers are likely to proceed to a purchase even with low trust, if negative emotions are also low, suggesting that experience makes them feel confident or in control to purchase from vendors they do not trust (e.g., new online retailer that has no reputation yet). We confirm the critical role of positive emotions (Fang et al, 2016;Pappas et al, 2014a) since they are present in almost all solutions. Two conclusions may be drawn from the last solution regarding the role of emotions; (a) when all negative emotions are present, positive emotions should be present as well for high purchase intentions to occur, and (b) when all emotions are present, they are present as peripheral factors suggesting that an interrelation exists among them and they may neutralize each other.…”

Section: Discussion Implications and Future Worksupporting

confidence: 78%

“…This work also extends online consumer behaviour and emotions studies that employ configurational analysis and fsQCA (Fang et al, 2016;Pappas et al, 2016), and goes beyond them by taking a multidimensional approach as it examines four major types of emotions (i.e., happiness, anxiety, sadness, anger), and by performing more analyses and formulating propositions that can capture specific types of consumers within the sample, thus contributing to theory development (Woodside, 2017). An analysis of necessity is conducted to detect if any of the antecedent conditions is indispensable for explaining intention to purchase.…”

Section: Theoretical and Methodological Implicationsmentioning

confidence: 98%

“…Furthermore, emotions can be formulated based on specific scenarios (e.g., when receiving personalized messages), creating anticipated emotions, and they can influence consumers' action or inaction in various ways (Bagozzi et al, 2016), thus revealing their inherent complexity. Previous studies have examined the relationship among the different types of emotions and behaviour 5 (Fang et al, 2016;Pappas et al, 2014a), however, the majority of the studies focus on specific emotions and take a rather unidimensional approach (Pappas et al, 2016).…”

Section: The Role Of Emotions On Personalized Online Shoppingmentioning

confidence: 99%

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User experience in personalized online shopping: a fuzzy-set analysis

Pappas

2018

EJM

142

109

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Purpose In the complex environments of online personalization, multiple factors have been considered to explain consumers’ online behaviour, but largely without considering the role of specific configurations of variables and how they may affect consumer behaviour. This study aims to show how trust towards online vendors, privacy, emotions and experience combine to predict consumers’ purchase intentions. Design/methodology/approach Building on complexity theory, a conceptual model followed by research propositions is presented. The propositions are empirically validated through configurational analysis, using fuzzy-set qualitative comparative analysis (fsQCA) on 182 customers with experience in personalized online shopping. Predictive validity analysis is also performed. Findings Five solutions of trust, privacy, emotions and experience increase intention to purchase, and six solutions inhibit it. The findings verify the importance of trust and happiness in successful personalized online shopping. Their absence inhibits purchase intentions. Also, high experience may help to overcome low trust or negative emotions, whereas low experience requires the combination of high trust and happiness. None of the examined factors are indispensable to explain purchase intentions. Research limitations/implications The study uses fsQCA, differentiating from traditional studies in the area that use variance-based methods and identifies multiple solutions explaining the same outcome. The proposed approach contributes to theory development in the field. Practical implications The multiple solutions lead to new ways on how companies may approach their customers, as each one covers a specific part of the sample, adding to the fact that in personalized marketing there is not one single optimal solution explaining customer purchase intentions. Originality/value This study contributes by extending existing knowledge on how trust, privacy, emotions and experience combine to increase or mitigate intention to purchase towards the development of new emotion-centric theories and the design and provision of personalized services and presenting a step-by-step methodological approach for how to apply fsQCA in e-commerce studies.

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Section: Discussion Implications and Future Worksupporting

confidence: 78%

Section: Theoretical and Methodological Implicationsmentioning

confidence: 98%

Section: The Role Of Emotions On Personalized Online Shoppingmentioning

confidence: 99%

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User experience in personalized online shopping: a fuzzy-set analysis

Pappas

2018

EJM

142

109

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“…However, research shows that positive feelings need to be evident as well for the consumers to make a purchase (Papas, 2018), this posits that relying solely on trust, and thus loyalty, may not be sufficient. At this point, Fang et al (2016) argue that by satisfying consumers" utilitarian values their emotional reactions are being affected as well; as the experience offers efficiency and a sense of achievement, they feel more fulfilled and happier. Nevertheless, during a shopping experience consumers" psychological state can be disrupted by an overload of information which would ultimately affect negatively their intention to purchase (Rose et al, 2012).…”

Section: The Role Of Personalised Content On Purchase Intentionsmentioning

confidence: 99%

Personalised Content in Mobile Applications and Purchase Intentions: An Exploratory Study

Konstantoulaki¹,

Rizomyliotis²,

Papangelopoulou³

2019

BMS

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This study aims to examine how personalised content affects consumers’ purchase intentions in the mobile beauty shopping applications within the UK. Based on previous studies personalised content on mobile beauty applications influences consumer behaviour in terms of mobile application convenience, m-loyalty and emotions. In-depth semi-structured interviews were conducted with 12 females between the ages of 18-35 who live in the UK. According to the results, personalised content has a positive influence on both mobile convenience and m-loyalty while for emotions the influence is both positive and negative. Moreover, findings also suggested that the personalisation-privacy paradox can prevent consumers from making a purchase. The study provides suggestions towards m-retailers and managers in relation to m-commerce and beauty mobile applications. Findings also offer an insight with regards to how m-retailers can successfully incorporate personalised content to increase consumers’ retention and eventually their profitability.

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“…The use of e-commerce activities in the food industry are widely discussed by scientists and practitioners (Annunziata & Vecchio, 2013;Carlucci, De Gennaro, Roselli, & Seccia, 2014;Yang & Shang, 2015;Papaioannou, Georgiadis, Moshidis, & Manitsaris, 2015, Briz et al 2016Fang et al 2016;Verheyen, 2016). The scientific research of the development strategy of green food e-commerce in Heilongjiang Province was made by Qi-Zhao Yang, Jie (2015).…”

Section: Previous Researchmentioning

confidence: 99%

Features of food industry on the Internet: A case of Lithuania

Davidavičienė

Sabaitytė

Davidavičius

2017

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Abstract:The objective of this paper is to identify and present the current situation of Lithuanian food industry sector in terms of online presence, use of e-marketing tools and internet strategy implementation, paying attention to food manufacturers, marketers, and food delivery (including fast food and restaurants). The following methods as comparative analysis of the scientific literature, secondary data analysis, data comparison and logical grouping, graphical representation of data, and descriptive statistics employed. For empirical study, it was decided to investigate online activities of the food industry sector of Lithuania using structured observation technique. Following assumptions were formed after study: companies of food industry are more oriented to Russia than to European market, and Baltic market is really important for this sector. It is necessary to investigate food industry sector activities and strategies in other regions, and to develop model of Internet strategy forming for food industry by online presence decisions. The originality of this work lies in studying some aspects of strategic and tactical decisions related to online presence of food industry companies of Lithuania.

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Affective and cognitive factors influencing repeat buying in e-commerce

Cited by 41 publications

References 49 publications

User experience in personalized online shopping: a fuzzy-set analysis

User experience in personalized online shopping: a fuzzy-set analysis

Personalised Content in Mobile Applications and Purchase Intentions: An Exploratory Study

Features of food industry on the Internet: A case of Lithuania

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