Does online interactivity matter? Exploring the role of interactivity strategies in consumer decision making

被引:77
作者
Fang, Yu-Hui [1 ]
机构
[1] Tamkang Univ, Dept Accounting, New Taipei City 25137, Taiwan
关键词
Impression management; Perceived deception; Perceived diagnosticity; Stimulus-organism-response (S-O-R) paradigm; Theory of deception; Transaction intention; IMPRESSION MANAGEMENT; DECEPTION; INTERNET; BEHAVIOR; WEB; CONSEQUENCES; MARKETPLACES; BUSINESS; TRUST; FRAUD;
D O I
10.1016/j.chb.2012.04.019
中图分类号
B84 [心理学];
学科分类号
04 ; 0402 ;
摘要
Given that the Internet does not afford an opportunity to inspect products before purchase, some customers hesitate to shop online. Online interactivity can supplement online decision-making with added product information. Based on the theories of impression management and deception, this study focuses on sellers' online interactivity strategies (SOIS) and aims to explore the role of SOIS played in online purchase decision-making process. According to the stimulus-organism-response (S-O-R) paradigm, this study aims to understand how each component of SOIS affects transaction intention through consumer perceptions (perceived deception and perceived diagnosticity) and how this affect is moderated by product types (search goods and experience goods) in online marketplaces. Data collected from 475 respondents support most of our hypotheses. Product type positively moderates only the link between image creation and perceived deception. Implications for theory and practice are also discussed. (C) 2012 Elsevier Ltd. All rights reserved.
引用
收藏
页码:1790 / 1804
页数:15
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