The Role of Personality Traits and Perceived Values in Persuasion: an Elaboration Likelihood Model Perspective on Online Shopping

2008 ◽  
Vol 36 (10) ◽  
pp. 1379-1399 ◽  
Author(s):  
Shu -Hui Chen ◽  
Kuan -Ping Lee
Keyword(s):  
Personality Traits ◽  
Online Shopping ◽  
Elaboration Likelihood ◽  
Moderating Effects ◽  
Perceived Values ◽  
Likelihood Model ◽  
Hedonic Shopping Value ◽  
Hotel Websites ◽  
Hedonic Shopping

In this study of online shopping the influences of consumers' beliefs and perceived values on attitude, trust, and approach behavior were examined. The moderating effects of personality traits were taken into account. Twenty cosmetics and 20 hotel websites were selected for participants to randomly link to and read, and the students were then asked to fill in a 48item questionnaire via the internet. It was found that when consumers have higher levels of agreeableness and conscientiousness, central route website contents would be more favorable for eliciting utilitarian shopping value; whereas when consumers have higher levels of emotional stability, openness, and extraversion, peripheral route website contents would be more critical in facilitating experiential and hedonic shopping value.

scholarly journals Analysis on Consumers’ Purchase and Shopping Well-Being in Online Shopping Carnivals with Two Motivational Dimensions

2018 ◽  
Vol 10 (12) ◽  
pp. 4603 ◽  
Author(s):  
Han Yu ◽  
Rong Zhang ◽  
Bin Liu
Keyword(s):  
Information Technology ◽  
Online Shopping ◽  
Well Being ◽  
Purchase Behavior ◽  
Full Bloom ◽  
Logistics Industry ◽  
Intention To Participate ◽  
Hedonic Shopping Value ◽  
Hedonic Shopping

The development of online shopping carnivals (OSCs) is in full bloom due to the support of logistics industry and information technology. More and more people are keen to participate in them. This study contributes to literature by exploring the role of motivational factors (based on utilitarian and hedonic shopping values dimension) of the intention to participate in the actual purchase behavior of consumers and their shopping well-being in OSC. A model is developed and tested to explain consumers’ shopping process in the context of OSC. Results show that hedonic shopping values are primarily influenced by entertainment construct, and utilitarian shopping values are positively related to monetary saving, selection, and convenience. Furthermore, the correlation between hedonic shopping value and intention to participate is higher than that between utilitarian shopping value and intention to participate. The findings indicate that intention to participate in OSC exerts a stronger influence on shopping well-being than the effect on actual purchases.

scholarly journals Shopping value, trust, and online shopping well-being: a duality approach

2020 ◽  
Vol 38 (5) ◽  
pp. 545-558
Author(s):  
Ho Trong Nghia ◽  
Svein Ottar Olsen ◽  
Nguyen Thi Mai Trang
Keyword(s):  
Online Shopping ◽  
Well Being ◽  
Data Set ◽  
Cognitive Trust ◽  
Content Type ◽  
Affective Trust ◽  
Hedonic Shopping Value ◽  
Duality Approach ◽  
Hedonic Shopping

PurposeBased on a duality approach, this study examines the path from utilitarian value via cognitive trust versus hedonic value via affective trust in online shopping well-being. This study also explores the moderating role of extraversion in the relationships between shopping value and trust.Design/methodology/approachA data set collected from 648 online consumers in Vietnam was used to validate the measures employing confirmatory factor analysis (CFA) and to test the hypotheses using structural equation modelling (SEM).FindingsThe results show that online shopping well-being is determined hedonically and affectively rather than in an utilitarian manner and cognitively. Affective trust positively contributes to online shopping well-being, but cognitive trust does not. The dual-process associations between utilitarian shopping value and cognitive trust and between hedonic shopping value and cognitive trust were also confirmed. Finally, extraversion moderates the cognitive and affective associations between shopping values and trust.Originality/valueThis study contributes to the literature on online shopping by applying a dual perspective to confirm the role of hedonic shopping value and affective trust in positively determining online shopping well-being. As a result, this study provides a deeper understanding about if and why online shopping well-being is affect-based, instead of cognition-based.

scholarly journals Sales Promotion, Hedonic Shopping Value, and Impulse Buying on Online Consumer Websites

2020 ◽  
Vol 76 ◽  
pp. 01052
Author(s):  
Sesilya Kempa ◽  
Kevin Vebrian ◽  
Hakim Bendjeroua
Keyword(s):  
Online Shopping ◽  
Positive Influence ◽  
Partial Least Square ◽  
Sales Promotion ◽  
Least Square ◽  
Impulse Buying ◽  
Fashion Products ◽  
Hedonic Shopping Value ◽  
Hedonic Shopping ◽  
Online Buying

The phenomenon in the increasing fashion business is caused by online shopping activity, especially in fashion products. In this research, shopping activity is focused on online shopping. Online shopping is also called internet shopping, electronic shopping, online buying, or buying through the internet. Online shopping has become the newest trend for Indonesian as an alternative to buying a product or service. Advertisement and trend are able to influence consumers in doing or deciding to buy. This is the reason people buy excessively unplanned as needed. This research purpose is to observe the sales promotion influence toward impulse buying with hedonic shopping value as intervening to fashion online shopping consumers in Surabaya. This research uses 99 respondents, and the data analysis uses the Partial Least Square (PLS) model. The result shows that sales promotion and hedonic shopping value have significant positive influence on impulse buying. Moreover, hedonic shopping value as variable intervening has an influence between sales promotion to impulse buying.

Testing the mediating role of cognitive responses in the elaboration likelihood model

2001 ◽  
Vol 52 (4) ◽  
pp. 324-337 ◽  
Author(s):  
Michael T. Stephenson ◽  
William L. Benoit ◽  
David A. Tschida
Keyword(s):  
Elaboration Likelihood Model ◽  
Elaboration Likelihood ◽  
Cognitive Responses ◽  
Mediating Role ◽  
Likelihood Model

The Effect of Herding Behaviors on Dual-Route Processing of Communications Aimed at Tourism Crowdfunding Ventures

2020 ◽  
pp. 004728752091951 ◽  
Author(s):  
Myung Ja Kim ◽  
James F. Petrick
Keyword(s):  
Source Credibility ◽  
Elaboration Likelihood Model ◽  
Elaboration Likelihood ◽  
Herding Behavior ◽  
Substantial Impact ◽  
Argument Quality ◽  
Persuasive Communications ◽  
Likelihood Model ◽  
Dual Route

Communications can be integral in persuading funders to invest in visitor economy crowdfunding. Despite the important role of diverse communications on consumer persuasion, research on the effectiveness of persuasive communications related to crowdfunding ventures has been limited. To bridge the gap, this study aims to verify an elaboration likelihood model to better understand the role of dual-route persuasive communications. Seven hypotheses related to argument quality, source credibility, benefit of crowdfunding, attachment to fundraiser and platform, and continued crowdfunding were examined, using herding behavior as a moderator. The findings revealed that argument quality had a substantial impact on benefit. Further, source credibility was found to have positive impacts on benefit and attachment; benefit had a significant effect on attachment and continued crowdfunding, and attachment had the strongest influence on continued crowdfunding. Additionally, herding behavior was found to moderate five of the six hypotheses.

MODERATING EFFECTS OF NEED FOR COGNITION ON ATTRACTIVENESS STEREOTYPING

2001 ◽  
Vol 29 (4) ◽  
pp. 313-321 ◽  
Author(s):  
Arthur H. Perlini ◽  
Samantha D. Hansen
Keyword(s):  
Personality Traits ◽  
Physical Attractiveness ◽  
Cognitive Activity ◽  
Need For Cognition ◽  
Moderating Effects ◽  
Peripheral Cues ◽  
Moderating Role

The present study investigated the moderating role of need for cognition (NFC), the tendency to engage in, and enjoy, effortful cognitive activity, on the attractiveness bias. Based on previous research suggesting that people low in NFC are more strongly influenced by peripheral cues of persuasion (including physical attractiveness), it was expected that such individuals, compared to those high in NFC, would exhibit a stronger tendency to attribute socially desirable traits to attractive persons. Participants high and low in NFC rated one of four photographs that varied in attractiveness and sex on 17 bipolar personality traits. While both high and low NFC participants rated the attractive target photographs as more socially desirable than the unattractive photographs, the magnitude of this effect was substantially larger for the low NFC participants. The findings suggest that NFC plays a moderating role in the attractiveness bias.

scholarly journals Consumer mindfulness and impulse buying behavior: testing moderator effects of hedonic shopping value and mood

2020 ◽  
Vol 16 (4) ◽  
pp. 24-36
Author(s):  
Melis Kaytaz Yiğit
Keyword(s):  
Structural Equation ◽  
Equation Modeling ◽  
Impulse Buying ◽  
Buying Behavior ◽  
Study Results ◽  
Hedonic Shopping Value ◽  
Hedonic Shopping ◽  
Moderator Role ◽  
The Relationship

Given the limited quantity of studies within the literature, this study investigates the moderator role of hedonic shopping value and mood in the relationship between consumer mindfulness and impulse buying behavior. The study is quantitative and descriptive and using a convenient sampling method, 223 online questionnaires were obtained in Samsun, Trabzon, and İstanbul. The responses collected from a close-ended questionnaire using a 5-point Likert scale was tested at Structural Equation Modeling (SEM) through AMOS.The findings of the study indicated that consumers with mindfulness exhibit negative impulse buying behavior. Although the study results reveal that hedonic shopping value has a moderator role in the relationship between consumers with low mindfulness and their impulse buying behavior, the moderator role of hedonic shopping value in the relationship between consumers with high mindfulness and impulse buying behavior is not proved. Besides, it is found that consumers’ positive and negative moods have not a moderator role in the relationship between mindfulness and impulse buying behavior. From this viewpoint, the study’s result will provide practitioners and academicians to understand the impulse buying behavior patterns of consumers with mindfulness.

scholarly journals Pengaruh Hedonic Shopping Value, Web Informativeness, Web Entertainment Terhadap E-Loyalty Dengan E-Satisfaction Sebagai Mediasi Pada Tokopedia

2021 ◽  
Vol 1 (2) ◽  
pp. 1
Author(s):  
Ellyta Liska Andriani ◽  
Ida Bagus Nyoman Udayana ◽  
Nonik Kusuma Ningrum
Keyword(s):  
Data Collection ◽  
Hypothesis Testing ◽  
Online Shopping ◽  
Dependent Variables ◽  
Hedonic Shopping Value ◽  
Questionnaire Method ◽  
Hedonic Shopping ◽  
Positive Effect ◽  
Test Result

This research was conducted with in order to identify and analyze the factors that influence loyalty Tokopedia users of online shopping services. With several related variables in this research are hedonic shopping value, web informativeness, web entertainmnet, e-satisfaction, and e-loyalty as dependent variables. The population of this research is tokopedia users, with a sample of 100 tokopedia users. Data collection was done by using a questionnaire method. The test result in this study are that hedonic shopping value has positive effect on e-satisfation, wen informativeness and web entertainmnet have a positive effect on e-satisfaction,  and E-Satisfaction has positive effect on E-Loyalty. Which Means that hypothesis testing is accepted.

scholarly journals The Role of Social Capital for Short-Video Platform Users’ Travel Intentions: SEM and Fsqca Findings

2020 ◽  
Vol 12 (9) ◽  
pp. 3871
Author(s):  
Shan-Shan Liao ◽  
Ching-Yuan Lin ◽  
Ying-Ji Chuang ◽  
Xing-Zheng Xie
Keyword(s):  
Social Capital ◽  
Structural Equation ◽  
Source Credibility ◽  
Qualitative Comparative Analysis ◽  
Equation Modeling ◽  
Elaboration Likelihood ◽  
Likelihood Model ◽  
Short Video ◽  
High Level

This study examined the antecedents of travel intentions in the context of Chinese short-video platforms. Based on a review of the literature on travel intentions, we proposed an integrated model containing determinants of social capital and an elaboration likelihood model. In total, the data from 496 valid questionnaires were analyzed through structural equation modeling (SEM) and fuzzy-set qualitative comparative analysis (fsQCA). The SEM findings revealed that the determinants of social capital influenced the characteristics of tourist-generated content (TGC), which in turn affected users’ travel intentions. Homophily and interpersonal influence were direct antecedents of travel intentions, whereas tie strength non-significantly affected travel intentions. The fsQCA results revealed four configurations of the determinants of social capital and TGC characteristics required to achieve a high level of travel intention. Source credibility was discovered to be a necessary but not sufficient condition for travel intention. These findings offer insights for both academics and tourism marketers.

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