Bidirectional Relationship Progression in Buyer–Seller Negotiations: Evidence from South Korea

Cheng, Junjun

doi:10.1007/s10726-020-09657-3

Cited by 2 publications

(2 citation statements)

References 82 publications

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“…Researchers in that field have measured interactional quality to explain interpersonal relationships, such as infant-mother relationships (Bowlby, 1979), child-parent relationships (Bowlby, 1979) and romantic relationships (Bowlby, 1979). Consumer psychology uses interaction quality to assess marketing relationships, such as buyer-seller (Cheng, 2020) and consumer-brand interaction (France et al, 2020;Singh et al, 2021). In IS, scholars examine the interaction quality of interactive systems, such as social networks and online gamingall of which can foster the creation of robust interpersonal bonds among system users (Lin and Bhattacherjee, 2010).…”

Section: Interaction Qualitymentioning

confidence: 99%

“…Choi and Kim (2004, p. 13) define interaction as the “behavior of communicating with two or more objects and affecting each other” and users' interaction with an object or system termed “personal interaction.” Researchers in that field have measured interactional quality to explain interpersonal relationships, such as infant–mother relationships (Bowlby, 1979), child–parent relationships (Bowlby, 1979) and romantic relationships (Bowlby, 1979). Consumer psychology uses interaction quality to assess marketing relationships, such as buyer–seller (Cheng, 2020) and consumer–brand interaction (France et al. , 2020; Singh et al.…”

Section: Theoretical Background and Literature Reviewmentioning

confidence: 99%

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The role of emotional attachment in IPA continuance intention: an emotional attachment model

Mamun

Prybutok

Peak

et al. 2022

ITP

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PurposeThis study aims to examine the relationship between emotional attachment (EA) and intelligent personal assistant (IPA) continuance intention. While existing theories emphasize purely rational and goal-oriented factors in terms of information technology (IT) continuance intention, this research examines how users' EA toward technology impacts their continuance intention in the absence of cognitive and habitual factors.Design/methodology/approachThis study contextualizes attachment theory from the social psychology/consumer psychology literature to an IT application and formulates and tests a new model that is proposed in the context of IPA continuance. Five research hypotheses developed from contextualization and application of the theory were posited in a structural model and empirically validated using survey results from IPA users.FindingsThe results show that users' EA to IPA use significantly influences their IPA continuance intention, along with emotional trust and interaction quality with the IPA.Originality/valueThis study contextualizes attachment theory developed in the social psychology/consumer psychology literature to formulate and test a new model in the context of IPA continuance. This work contributes to the theoretical understanding by investigating IPA continuance intention in the absence of cognitive or habitual factors and fills a critical research gap in IT post-adoption literature. IPA is just one example of technologies to which individuals can form attachments and this research provides an important foundation for future research by positing and testing the value of EA in IT post-adoption behavior. This research also contributes to practical knowledge by inferring that IPA manufacturers, managers and vendors could extend their revenue streams by integrating product features that capture emotion.

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