The role of implicit lay belief, SEC attributes and temporal orientation in consumer decision making

Roy, Rajat; Naidoo, Vik

doi:10.1016/j.jbusres.2020.09.024

Cited by 11 publications

(8 citation statements)

References 70 publications

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“…In the first part, subjects were told that they would take part in a study about how people perceive time. The time orientation manipulation, grounded in extant literature (e.g., Roy & Naidoo, 2021;Bal & van den Bos, 2012), was introduced in this section (please see Appendix 2 for details).…”

Section: Methodology (Pre-test)mentioning

confidence: 99%

Enhancing chatbot effectiveness: The role of anthropomorphic conversational styles and time orientation

Roy

Naidoo

2021

Journal of Business Research

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166

122

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Section: Methodology (Pre-test)mentioning

confidence: 99%

Enhancing chatbot effectiveness: The role of anthropomorphic conversational styles and time orientation

Roy

Naidoo

2021

Journal of Business Research

Self Cite

166

122

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“…People engage lay theories to understand events and to make inferences about the world around them (Busseri & Samani, 2019; Lickel et al, 2001). These theories have also been applied to interpret a variety of phenomena in the marketing domain (e.g., brand evaluation, product choices) (R. Roy & Naidoo, 2021b; Sundar & Noseworthy, 2016). In the current work, drawing on the discussions of intuitive theory, we argue that online shoppers intuitively link exciting anthropomorphism to hedonic consumption and sincere anthropomorphism to utilitarian consumption and that marketers can use these lay beliefs to augment patience during an online wait.…”

Section: Conceptual Background and Hypothesis Developmentmentioning

confidence: 99%

Waiting for a download: The effect of congruency between anthropomorphic cues and shopping motivation on consumer patience

Chen

Wei

Ran

et al. 2021

Psychology and Marketing

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Consumers tend to be impatient during an online wait (e.g., waiting for webpages to download), which may decrease their satisfaction with online retailers. The current research addresses this important issue by identifying a simple and viable strategy to boost consumer patience: the presence of anthropomorphic cues on the download interface. In particular, we postulate a matching effect between anthropomorphic cues and shopping motivation on consumer patience, such that hedonic (vs. utilitarian) consumption benefits from exciting (vs. sincere) anthropomorphism, whereas utilitarian (vs. hedonic) consumption benefits from sincere (vs. exciting) anthropomorphism (Study 1). Notably, these effects are driven by a match between anthropomorphic cues and shopping motivation that creates perceptions of fluency, and the ensuing enjoyment experience yields enhanced patience (Study 2). In addition to having substantive theoretical implications for the anthropomorphism, patience, and persuasion literature, our findings offer novel insights regarding ways for marketers to effectively manage online wait.

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“…Second, there is a large body of literature examining the role of lay beliefs in driving consumer judgments and decisions (Jain & Weiten, 2020). However, most past studies are grounded in understanding the impact of lay beliefs in relation to time orientations, product attributes, and personality traits (e.g., Rai & Lin, 2019; Roy & Naidoo, 2021), and few studies have assessed the role of consumers' lay beliefs concerning relationships (Park & John, 2018; Shirai, 2022). For example, Park and John (2018) have shown that individuals who hold strong growth beliefs are more likely to develop a stronger relationship with a brand that tries to atone after a brand transgression.…”

Section: Discussionmentioning

confidence: 99%

Relationship (breakup) reminders drive online advertising effectiveness

Tan

Bandyopadhyay

2023

Psychology and Marketing

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This research investigates the effect of using relationship (breakup) reminders in advertising on click-through rates. While previous research has found that relationship reminders may backfire when consumers lack or no longer have certain social relationships (e.g., close friends, family, or a romantic partner), the authors propose that ad messages encouraging consumers after a relationship breakup, as compared with simply reminding them of a current relationship, will increase consumer perceptions of social support from a brand. This is because consumers may find readily available social support from a brand when coping with a relationship breakup. This, in turn, will pique their interest in the brand and prompt them to seek more information. Across two experimental studies, the results show that consumers who are exposed to ad messages encouraging them after a relationship breakup (vs. reminding them of a current relationship) feel greater social support, leading to higher click-through rates. Furthermore, this effect is moderated by destiny beliefs. These findings contribute to the implicit theories of relationships

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The role of implicit lay belief, SEC attributes and temporal orientation in consumer decision making

Cited by 11 publications

References 70 publications

Enhancing chatbot effectiveness: The role of anthropomorphic conversational styles and time orientation

Enhancing chatbot effectiveness: The role of anthropomorphic conversational styles and time orientation

Waiting for a download: The effect of congruency between anthropomorphic cues and shopping motivation on consumer patience

Relationship (breakup) reminders drive online advertising effectiveness

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