Don’t Surprise Me: How Social Relationships Shape Consumers’ Attitudes toward Probabilistic Selling

Fan, Linying; Jiang, Yuwei

doi:10.1086/698328

Cited by 11 publications

(7 citation statements)

References 38 publications

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“…Although we conducted a similar study in the United States context, the reasons for the behavior remain to be determined. For instance, Fan and Jiang (2018) discovered that loners in the United States exhibited less favor toward probabilistic goods, which goes against our findings. Thus, it is worth investigating the effectiveness of probabilistic goods for loneliness coping in a global context and determining how cultural factors impact the findings.…”

Section: Limitations and Further Research Directionscontrasting

confidence: 99%

Repurchasing probabilistic goods as incentive sensation process for lonely individuals: The roles of liking and wanting

Hu,

Yuan,

Chen

et al. 2024

Journal of Consumer Affairs

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Drawing on incentive sensitization theory, our study focuses on loneliness coping as a goal pursuit or hedonic searching process through consumption of probabilistic goods. We propose that loneliness triggers liking (hedonic feelings) and wanting (desired outcomes), which lead to the repurchase intention of probabilistic goods. We adopt an interview study (N = 20) to explore facets of loneliness, clarifying how customers obtain hedonic feelings and desired outcomes from repurchasing. Follow‐up quantitative studies including an experiment (N = 212) and a survey (N = 575) are employed to validate the differences among facets of loneliness and test the hypothesis. The findings show that liking and wanting mediate the effects of psychological loneliness and emotional loneliness on repurchase intention with respect to probabilistic goods. Furthermore, the results also suggest that perceived loss of control strengthens the effects of loneliness on wanting rather than liking.This article is protected by copyright. All rights reserved.

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Section: Limitations and Further Research Directionscontrasting

confidence: 99%

Repurchasing probabilistic goods as incentive sensation process for lonely individuals: The roles of liking and wanting

Hu,

Yuan,

Chen

et al. 2024

Journal of Consumer Affairs

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“…In both experiments, social exclusion was manipulated through a Cyberball game (Williams & Jarvis, 2006). Many previous studies 1 (Fan & Jiang, 2018;Mathes & Schmidt, 2020;Yang et al, 2020) have used this tool and demonstrated its reliability. Furthermore, because we conducted online experiments, using Cyberball made it convenient for researchers and participants to complete the experimental process.…”

Section: Manipulation Technique (Cyberball)mentioning

confidence: 99%

Being an ethical or unethical consumer in response to social exclusion: The role of control, belongingness and self‐esteem

Tunçel

Kavak

2021

Int J Consumer Studies

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Social exclusion threatens control, belongingness and self‐esteem, and such threats may produce distinct behavioural intentions. This study hypothesized that thwarted control would increase the intention towards unethical consumer behaviour. Additionally, it hypothesized that inhibiting belongingness and self‐esteem would decrease the intention to engage in unethical consumer behaviour for reconnection. To test the hypotheses, we conducted two online experiments, with 117 (63 females and 54 males) and 188 (91 females and 97 males) participants in the 18–64 age range, using the Cyberball game to manipulate social exclusion. The result of the first study indicated that social exclusion diminished the level of control and increased participants’ willingness to engage in unethical consumer behaviour. The result of the second study indicated that social exclusion decreased levels of belongingness and self‐esteem and this decreased belongingness reduced the intention to engage in unethical consumer behaviour for reconnection. These results show that sense of control and belongingness are two psychological mechanisms through which social exclusion influences unethical behavioural intentions. To our knowledge, this is the first empirical study to analyze the role of control, belongingness, and self‐esteem as the mechanism explaining why excluded individuals are more likely to engage in unethical consumer behaviour but less likely to do it for affiliation. Accordingly, the paper presents some important theoretical and practical implications in the consumer behaviour context.

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“…Our study did not focus on the reverse switching behavior-from physical stores to online stores-because our goal was to investigate the role of the website as an information hub (used by the majority of consumers in their search phase). As an additional limitation, our shopping benefit density measure focused on the content of websites (keywords) but not on other factors that may influence the processing of benefits, such as color and the formatting of keywords or associated images (Mandel and Johnson 2002;Jiang and Fan 2018). Finally, our results do not provide insights into the OSS effect on firm performance.…”

Section: Discussionmentioning

confidence: 91%

Websites as Information Hubs: How Informational Channel Integration and Shopping Benefit Density Interact in Steering Customers to the Physical Store

Kleinkercher¹,

Emrich²,

Herhausen³

et al. 2018

Journal of the Association for Consumer Research

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Multichannel retailers aim to steer customers to physical stores in order to increase cross-selling, benefit from higher margins, and offer multisensory experiences. The question of how retailers can steer customers to strategically important channels remains. We propose that retailers may induce customers to switch to physical stores by communicating information about channel integration on their websites and that this explicit communication is influenced by the implicit communication of shopping benefits of which customers and retailers may not be aware. Using a multilevel and multisource approach with field data on 1,479 customers and 104 firms, we find that informational online-to-physical channel integration on a retailer's website influences customers' online-to-physical store switching and that the density of concurrently communicated shopping benefits moderates this effect. Our results extend the literature on channel choice and provide implications for retailers regarding how to design websites as information hubs to steer customers to physical stores.

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Don’t Surprise Me: How Social Relationships Shape Consumers’ Attitudes toward Probabilistic Selling

Cited by 11 publications

References 38 publications

Repurchasing probabilistic goods as incentive sensation process for lonely individuals: The roles of liking and wanting

Repurchasing probabilistic goods as incentive sensation process for lonely individuals: The roles of liking and wanting

Being an ethical or unethical consumer in response to social exclusion: The role of control, belongingness and self‐esteem

Websites as Information Hubs: How Informational Channel Integration and Shopping Benefit Density Interact in Steering Customers to the Physical Store

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