Need for Touch: A Barrier in Online Shopping—Identifying Compensatory Factors in an Online Context

Developing Customer Loyalty from E-tail Store Image Attributes

Abstract: – The purpose of this paper is to investigate e‐tail store attributes that develop customers' positive perceptions of e‐tail store image, and determines whether or not they develop a sense of loyalty to an e‐tailer., – Acknowledging the importance of customer retention, this paper is designed to examine e‐customer loyalty intentions toward the e‐tailer. To understand the concept of loyalty toward an e‐tailer, this study focuses on the importance of the final stage of the customer decision‐making process: post‐purchase evaluation. This paper develops a model that describes the extent to which e‐tail store image (derived from a set of e‐tail store attributes) indicates patronage intentions and finally predicts customer loyalty. We use the structural equation modeling to test the model and hypotheses., – Results in this paper indicate that e‐tail store image is derived from e‐merchandise, e‐service, and e‐shopping atmosphere attributes, all of which support the way consumers shop. A favorable e‐tail store image positively influences e‐patronage intentions, which thus leads to e‐loyalty., – The research in this paper provides a conceptual model that will help e‐retailers better articulate how and why consumers may be e‐loyal shoppers. Second, the research identifies attributes, unique to online shopping that serve as the basis for conceptualizing e‐tail image as a second order factor.

Virtual Reality in Marketing: Technological and Psychological immersion

Abstract: The use of virtual reality (VR) in Marketing research and practice is blooming, which suggests that Marketing can largely benefit from VR applications. In multidisciplinary applications of technology, it is important to organize the results of current studies and to define the terminology to subsidize future studies. To date, there is no literature review regarding the use of VR in all marketing applications. This paper aims to leverage future studies and practices by presenting a systematic review that covers VR immersive applications to Marketing performed by a team of Computer Science, Computer Engineering, Marketing, Psychology and Information System (IS) researchers. From over 630 papers retrieved, 59 papers were reviewed. The findings were analyzed and discussed according to the technological and psychological immersion perspectives and marketing applications. Consumer learning was the most frequent topic investigated. Most studies reported positive outcomes. Gaps and limitations were identified, and future works were suggested.

An approach to environmental psychology

Abstract: Environmental psychology, though a fast-growing field, is one of the most difficult to fit into the confines of scientific inquiry. Measuring such subjective data as reactions to color, heat, light, and sound would seem to be an almost impossible task; indeed, until now there has been no theory around which the research in this field could be organized. This volume represents a preliminary effort to identify the relevant variables involved and fit them into a systematic framework. Furthermore, it presents extensive sets of measures for investigating the theory and implementing it in a variety of everyday environments.Basically, the framework outlined here proposes that environmental stimuli are linked to behavioral responses by the primary emotional responses of arousal, pleasure, and dominance. By considering the impact of the environment on these basic emotional responses, the effects of diverse stimulus components within or across sense modalities can be readily compared. An additional concept, information rate, is used to compare the effects of different environments, each with stimulation in many sense modalities. In the final chapters the authors present a series of hypotheses which relate the emotional response variables to a diversity of behaviors such as physical approach, performance, affiliation, and verbally or nonverbally expressed preference.

Heuristic versus systematic information processing and the use of source versus message cues in persuasion.

Abstract: In Experiment 1, subjects read a persuasive message from a likable or unlikable communicator who presented six or two arguments concerning one of two topics. High response involvement subjects anticipated discussing the message topic at a future experimental session, whereas low involvement subjects anticipated discussing a different topic. For high involvement subjects, opinion change was significantly greater given six arguments but was unaffected by communicator likability. For low involvement subjects, opinion change was significantly greater given a likable communicator but was unaffected by the arguments manipulation. In Experiment 2, high issue involvement subjects showed slightly greater opinion change when exposed to five arguments from an unlikable (vs. one argument from a likable) communicator, whereas low involvement subjects exhibited significantly greater persuasion in response to one argument from a likable (vs. five arguments from an unlikable) communicator. These findings support the idea that high involvement leads message recipients to employ a systematic information processing strategy in which message-based cognitions mediate persuasion, whereas low involvement leads recipients to use a heuristic processing strategy in which simple decision rules mediate persuasion. Support was also obtained for the hypothesis that content-mediated (vs. source-mediated) opinion change would shower greater persistence.

Experimental Tests of the Endowment Effect and the Coase Theorem

Abstract: Contrary to theoretical expectations, measures of willingness to accept greatly exceed measures of willingness to pay. This paper reports several experiments that demonstrate that this "endowment effect" persists even in market settings with opportunities to learn. Consumption objects (e.g., coffee mugs) are randomly given to half the subjects in an experiment. Markets for the mugs are then conducted. The Coase theorem predicts that about half the mugs will trade, but observed volume is always significantly less. When markets for "induced-value" tokens are conducted, the predicted volume is observed, suggesting that transactions costs cannot explain the undertrading for consumption goods.

Going Backwards: Reverse Logistics Trends and Practices

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