The effects of online product presentation on consumer responses: A mental imagery perspective

This study investigates the effects of online product presentation on consumer responses from a mental imagery perspective and the moderating effect of style of processing (SOP). College women (N = 550) participated in an online experiment using a 2 (picture: concrete consumption background vs. solid background) x 2 (text: concrete descriptions vs. no descriptions) between-subjects factorial design. The findings suggest that product presentation with a relevant consumption background is more effective in evoking mental imagery than one with a solid white background. Mental imagery increases consumers' behavioral intentions by eliciting a positive emotional response to product presentations. The findings further show that descriptions of background in text interact with a picture of consumption background to stimulate mental imagery, depending on SOP (visualize vs. verbalizer). The results have practical implications for effective product presentations in online retailing. (C) 2014 Elsevier Inc. All rights reserved.