How do bidders’ organism reactions mediate auction stimuli and bidder loyalty in online auctions? The case of Taobao in China

Cui, Xiling; Lai, Vincent S.; Lowry, Paul Benjamin

doi:10.1016/j.im.2016.01.005

Cited by 28 publications

(15 citation statements)

References 109 publications

(114 reference statements)

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“…Effect of live chat usage on online purchase decision was significant (Lv et al., 2018). Interactivity is a unique feature of online media and influences behavioural intention and behaviours (Cui et al., 2016; Huang & Benyoucef, 2017; Wang & Yu, 2017). Online social interaction (word‐of‐mouth, observation of purchases) was shown to significantly predict intention to buy a product (Wang & Yu, 2017).…”

Section: Literature Reviewmentioning

confidence: 99%

“…The auction process involves steps including browsing, viewing, interacting, evaluating, comparing, selecting, bidding, winning, interacting with seller, paying and shipping. Previous studies indicated that bidding willingness is a combination of various factors including personality (impulse tendency), emotion, privacy sensitivity, online security, price, reputation, customized message, online comments (Cheung & Thadani, 2012; Cui et al., 2016; Duan et al., 2008), perceived value and the product itself (Hajli, 2015; Huang & Benyoucef, 2017; Lin &Wang, 2006). This implies that in addition to price, social influence, interaction and emotion induction are increasingly the major determinants associated with behaviours of viewing live broadcast auction shows, messaging auctioneers and bidding goods (Adam et al., 2017).…”

Section: Introductionmentioning

confidence: 99%

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Determinants of bidding behaviours on live broadcast auction platforms: Goal desire perspective

Kao

Lin

2020

Int J Consumer Studies

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Based on the goal‐directed behaviour theory, this article presents a research model including aspects of goal desire, live perception and past behaviour to identify determinants of bidding intention on the live broadcast auction platform. Analyses were based on data from 476 subjects. Results show that bidding desire or motivational attitude, significantly influences bidding intention. Subjective norms, both positive (from bidding and winning) and negative (from bidding and not winning) anticipated emotions and that bidding attitude is significantly associated with bidding desire. Positive anticipated emotion has a significant effect on the groups with low frequency of viewing and messaging, but not in the high‐frequency group. Subjective norms have a significant effect on the group with no experience of bidding, but not on the experienced group. Perceived behavioural control has significant effects on the group with experience of messaging and bidding, but not on the group without experience. The research demonstrates the value of goal desire in the domain of modelling bidding behaviour for live broadcast auction platforms.

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Section: Literature Reviewmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

Determinants of bidding behaviours on live broadcast auction platforms: Goal desire perspective

Kao

Lin

2020

Int J Consumer Studies

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“…In the same vein, Wetzels et al (1998) showed the effect of utilitarian and technical quality on satisfaction. Toufaily and Pons (2017), Polites et al (2012) and Cui et al (2016) confirm the impact of utilitarian quality on loyalty. In banking sector, also, Yaya et al (2011) andRomulo (2007) show that utilitarian quality has a positive effect on loyalty.…”

Section: Jima 124mentioning

confidence: 70%

Relationship dynamics in customer loyalty to online banking services

Garepasha

Aali

Zendeh

et al. 2020

JIMA

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Purpose The purpose of this paper is to investigate the effect of service quality and relationship quality on customer loyalty in different stages of the relationship life cycle in online banking services. Design/methodology/approach A total of 651 Iranian online banking customers participated in the research by completing questionnaires. The research hypotheses were tested using structural modeling technique. Findings The results showed that the relationship quality on customer loyalty in online banking services is affected by the relationship life cycle. The results also showed that online service quality, in the form of Utilitarian quality and Hedonic quality, has a positive effect both directly and indirectly on customer loyalty through online relationship quality. Research limitations/implications In this paper, the relationship dynamics was achieved through adding the relationship life cycle variable to the model. However, the study was a cross-sectional research and different results might be obtained if data was collected longitudinally. Practical implications In an online banking service, the role of relationship quality in the prediction of customer loyalty is reduced as the relationship ages. Therefore, marketers need to consider other marketing actions to continue their relationship with the customer in the long run. Originality/value This paper examines customer loyalty to online banking services from dynamic perspective by introducing relationship life cycle as a moderating variable for the first time. Therefore, the main contribution of this paper is to develop the relationship marketing literature in the field of relationship dynamics and to challenge the effectiveness of relationship marketing in the long run.

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“…To obtain a solid number of critical incidents, we chose to collect data from Finnish consumers in a questionnaire format (cf., Bitner, Booms, & Tetreault, ; Meuter et al, ; Serenko & Turel, ; Turner & Reinsch, ). The online questionnaire was iteratively designed, as we aimed to establish content validity with the following procedures (Cui, Lai, & Lowry, ; Menard, Warkentin, & Lowry, ): first, when possible, we adapted the measures and instructions from previously validated and widely applied instruments. Second, we employed previous literature to cover a comprehensive set of situational characteristics related to IS and exergaming use.…”

Section: Methodsmentioning

confidence: 99%

Role of situational context in use continuance after critical exergaming incidents

Kari

Salo

Frank

2019

Information Systems Journal

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Use continuance is crucial in terms of information systems (IS) success. Previous research has shown that situational context can be central for IS use continuance but has paid limited attention to its specific characteristics. Furthermore, the link between situational context and use continuance has remained unexplored in the novel area of "exergames,"which are defined as digital games requiring physical effort from the player that determines the outcome of the game.Studying exergames is deemed important due to their potential in providing health benefits for users, revenues for providers, and well-being for societies. However, their

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How do bidders’ organism reactions mediate auction stimuli and bidder loyalty in online auctions? The case of Taobao in China

Cited by 28 publications

References 109 publications

Determinants of bidding behaviours on live broadcast auction platforms: Goal desire perspective

Determinants of bidding behaviours on live broadcast auction platforms: Goal desire perspective

Relationship dynamics in customer loyalty to online banking services

Role of situational context in use continuance after critical exergaming incidents

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