How consumers are affected by product descriptions in online shopping: Event-related potentials evidence of the attribute framing effect

Jin, Jia; Zhang, Wuke; Chen, Mingliang

doi:10.1016/j.neures.2017.07.006

Cited by 96 publications

(145 citation statements)

References 49 publications

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“…Functional magnetic resonance imaging (fMRI) technique revealed association of positive frames with reflexive brain regions, and negative frames with reflective brain regions 40 . By applying ERP method, it was found that positive and negative messages were processed differentially and provided dissimilar purchase intentions 42 .…”

Section: Introductionmentioning

confidence: 99%

“…A variety of the research studies have examined emotion’s role in framing effects from different perspectives 39 , 40 , but the literature lacks a clear synthesis of the current evidence addressing this issue. An neuroscientific method like ERP can thus help to provide more insights to construct a persuasive message design 42 . In fact, by using a neuroscientific method like ERP, this paper is first in its nature to uncover that effect of message framing on self-conscious emotions of pride and guilt regarding consumer purchase intentions in the context of green marketing.…”

Section: Introductionmentioning

confidence: 99%

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Message framing and self-conscious emotions help to understand pro-environment consumer purchase intention: an ERP study

Zubair

Iqbal

Usman

et al. 2020

Sci Rep

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Message framing plays an important role in advertising strategies and has been studied from various perspectives in different behavioral researches. In this study Event Rated Potentials technique helped to examine the neural mechanism of message framing effect on self-conscious emotions of pride and guilt regarding consumer purchase intention in the context of green marketing. Behavioral results showed that participants ranked higher on positive framing compared to negative framing. ERP results declared that N1 component was elicited by positive framed message with emotion of pride and guilt, reflecting use of attentional resources to acquire potential benefits at first stage of processing emotional information. At the second stage P2 was higher for negative framing containing pride and guilt slogan, showing more attention towards processing emotional information about potential loss. At the third stage LPP component portray that both positive and negative framing is supported by guilt emotion when processing emotional information in decision making. Our results delivered strong evidence that how purchase intention can be mediated by message framing under the pride and guilt emotions in the context of green marketing.

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Section: Introductionmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

Message framing and self-conscious emotions help to understand pro-environment consumer purchase intention: an ERP study

Zubair

Iqbal

Usman

et al. 2020

Sci Rep

View full text Add to dashboard Cite

show abstract

“…Because of the N400, the LPP does not show the effect of stereotype violations. What's more, prior studies show that the LPP is related to motivation and emotional valence (Ferrari et al, 2011;Jin et al, 2017). The more similar the evaluations of the brand are to its expectations, the more positive emotions of the consumers are perceived.…”

Section: Discussionmentioning

confidence: 97%

Neural Correlates of Consumers Perceiving the Stereotypes of Brand Personality: An Event-Related Potentials Study

et al. 2019

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“…Whereas the three terms can be considered to be negative attributes, they are hypothesized to generate different negative connotations. For example, Jin, Zhang, and Chen () demonstrated that negative attribute framing messages in online shopping attract unwarranted attention for processing information, generally resulting in cognitive and decision difficulties.…”

Section: Foundational Literaturementioning

confidence: 99%

Out‐of‐stock, sold out, or unavailable? Framing a product outage in online retailing

Peterson

Kim

Jeong

2019

Psychology and Marketing

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Terms, such as "out-of-stock," "sold out," and "unavailable" are commonly used by retailers to communicate a product or brand outage. Although these terms are technically equivalent, prior research on product outage and product scarcity suggest that they may be interpreted and processed differently by consumers. The present research investigated whether the manner in which a product outage was framed elicited different consumer behavioral intentions, attributions, and perceptions in the context of online retailing. Data were collected by means of an online experiment.The experiment incorporated a hypothetical scenario approach in which research participants were asked to react to a particular combination of treatment and blocking factors. Results demonstrated that ceteris paribus, framing a product or brand outage as "sold out" produces fewer negative product and website reactions than does framing it as "out-of-stock" or "unavailable."framing effect, online retailing, out-of-stock, product outage, sold out, unavailable 1 | INTRODUCTION Preliminary figures from Statista indicate that retail e-commerce sales in the U.S. were estimated to be a minimum of $547 billion in 2019 and were projected to grow to $740 billion by 2023. 1 Since product and brand outages (hereafter "product outages") are inevitable from time to time, it is imperative that online retailers strategically confront such occurrences and appropriately communicate the availability of products and brands that they market, not only to maximize sales but also to properly provide customers and potential customers with information that they can use to make informed purchase decisions.Out-of-stock, sold out, or unavailable? Retailers, and especially e-retailers or online retailers, use terms, such as these to communicate a product outage to potential purchasers. For example, brief perusal of the internet reveals a ToysRus website that lists a particular Rallye bicycle as "out-of-stock." Simultaneously, a Sennheiser headphone is "currently unavailable" on Amazon, and a Facebook post states that a Keenan McKenzie CD is "sold out." Product outage is a common occurrence and an endemic problem, especially for holidays (e.g., Christmas), promotional sales days (e.g., Black Friday), and newly released items (e.g., Apple iphone). 2 The consequences of inventory shortages are a significant setback for retailers in both tangible (reduced revenue and loss of profit) and intangible (decreased customer satisfaction and loyalty) ways (e.g., Breugelmans, Campo, &

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How consumers are affected by product descriptions in online shopping: Event-related potentials evidence of the attribute framing effect

Cited by 96 publications

References 49 publications

Message framing and self-conscious emotions help to understand pro-environment consumer purchase intention: an ERP study

Message framing and self-conscious emotions help to understand pro-environment consumer purchase intention: an ERP study

Neural Correlates of Consumers Perceiving the Stereotypes of Brand Personality: An Event-Related Potentials Study

Out‐of‐stock, sold out, or unavailable? Framing a product outage in online retailing

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