Does Emotional Intelligence of Online Shoppers Affect Their Shopping Behavior? From a Cognitive-Affective-Conative Framework Perspective

Lim, Se Hun; Kim, Dan J.

doi:10.1080/10447318.2020.1739882

Cited by 50 publications

(59 citation statements)

References 47 publications

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“…In particular, improvising purchases is strongly influenced by IMC activities through chatbots of the business on the website. This study shows that AI technology, i.e., chatbots are a factor that influences consumer emotions and leads to impulse purchasing behavior, and may also lead to customers' repurchase intention behavior on websites (Lim & Kim, 2020;Liu et al, 2013). Besides, the study reinforces a positive view of buy-back after the first impulse purchase (Lee, 2011).…”

Section: Discussionsupporting

confidence: 62%

The Impact of Chatbots on the Relationship between Integrated Marketing Communication and Online Purchasing Behavior in The Frontier Market

Khoa

2021

JTM

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Artificial Intelligence (AI), applied in many fields, is the core of the fourth technological revolution. In business, AI is used for customer relationship management as applied in the autoresponder systems, i.e., chatbot. Chatbots were an essential tool in the marketing relationship as many companies applied this function to their website; hence, this study analyzed the influence of chatbots on the enterprise's integrated marketing communication (IMC) activities, resulting in impulse purchase behavior and repurchase intention behavior. The mixed research method was used, particularly the in-depth interview and the survey with 886 online consumers, who shop from the online websites with chatbots system in Vietnam as Tiki, Lazada, Sendo, excetera. The research results showed that the perceived usefulness and ease of use of chatbots have positively affected the attitude of online consumers to the IMC activities of businesses. Simultaneously, IMC leads to impulse buying as well as the repurchase intention behavior of customers. The study proposed some managerial implications for an online business to enhance the chatbot functions to consumer behaviors in the website.

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Section: Discussionsupporting

confidence: 62%

The Impact of Chatbots on the Relationship between Integrated Marketing Communication and Online Purchasing Behavior in The Frontier Market

Khoa

2021

JTM

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“…However, from Table 1, it can be concluded that functional or utilitarian value and emotional or hedonic value have been used mostly in prior studies which are 29 and 24 number of studies, respectively. Functional value refers to the product or service design or functions; which is cognitive because it is connected with utility and usability whereas the emotional value is more effective because it is linked to pleasure, entertainment, and interest-based on personal identification of consumers to the brands (Tian et al 2018;Lim & Kim 2020). For food product packaging, the functional value can indicate values of the product either perishable or non-perishable products, besides a reflection on the price and quality of the product.…”

Section: Findingmentioning

confidence: 99%

Dynamics of Industrial Revolution 4.0: Digital Technology Transformation and Cultural Evolution

Wulandari¹,

Resmadi²,

Haristianti³

et al. 2021

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“…Most of these users are likely to act by creating and sharing articles, photos or videos on the internet to reflect how they think and feel about this technology (Stafford et al, 2004), as well as satisfy certain psychological needs relevant to their lives or their overall internet use (Papacharissi and Rubin, 2000). This indicates a cognitive-affective-conative framework of UGC behavior (Kim et al, 2013;Lim and Kim, 2020;Oliver, 1999). Recent research has investigated online content sharing by using database analysis (Tellis et al, 2019), statistical modeling (Peng et al, 2018;Shi et al, 2014), qualitative comparative analysis (Prado-Gasc o et al, 2017) and time-series approaches (Cavusoglu et al, 2016).…”

Section: Introductionmentioning

confidence: 99%

“…Lu et al, 2016;Oeldorf-Hirsch and Sundar, 2016;Yang and Wang, 2015). We, thus, believe that the cognitive-affective-conative perspective is important because it enables not only to capture both life-and internet-relevant mechanisms underlying online sharing behavior (Papacharissi and Rubin, 2000), but also to delineate the hierarchy of effects in such behavior (Lim and Kim, 2020;Oliver, 1999). Furthermore, content sharing reflects an important type of user engagement behavior on the internet (Brodie et al, 2013;Khan, 2017;Oh et al, 2017;Gavilanes et al, 2018).…”

Section: Introductionmentioning

confidence: 99%

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Understanding content sharing on the internet: test of a cognitive-affective-conative model

Hsiao

2020

OIR

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PurposeWith the prevalence of user-generated content on the internet, this study aims to propose a cognitive-affective-conative model to examine how users create and share their content online. The moderating role of gender differences is also tested in the model.Design/methodology/approachThis study collects a representative sample of 873 internet users via a nation-wide survey in Taiwan.FindingsThe results show that hedonic value has a positive impact on internet satisfaction, and social value affects life satisfaction and internet satisfaction positively. Both life satisfaction and internet satisfaction are positively related to content sharing on the internet. In particular, the positive effect of life satisfaction on online content sharing is greater for male users than for female users.Research limitations/implicationsThis study contributes to the existing literature by investigating online content sharing behavior from the cognitive-affective-conative perspective. This study also provides a better understanding of this behavior by simultaneously examining life satisfaction and internet satisfaction as two underlying mechanisms. Furthermore, gender differences play an important role in determining content sharing on the internet.Practical implicationsFor digital marketing practitioners, this study suggests several online editing and social mechanisms for encouraging users' engagement in content sharing behavior on the internet.Originality/valueThis study is one of the first that examines a cognitive-affective-conative framework of content sharing behavior on the internet. This study also demonstrates boundary conditions of this framework by testing the moderating role of gender differences.

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Does Emotional Intelligence of Online Shoppers Affect Their Shopping Behavior? From a Cognitive-Affective-Conative Framework Perspective

Cited by 50 publications

References 47 publications

The Impact of Chatbots on the Relationship between Integrated Marketing Communication and Online Purchasing Behavior in The Frontier Market

The Impact of Chatbots on the Relationship between Integrated Marketing Communication and Online Purchasing Behavior in The Frontier Market

Dynamics of Industrial Revolution 4.0: Digital Technology Transformation and Cultural Evolution

Understanding content sharing on the internet: test of a cognitive-affective-conative model

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