The role of personality traits and perceived values in persuasion: An elaboration likelihood model perspective on online shopping
By Shu-Hui Chen, K. Lee. 2008
137 citations recorded by the source corpus.
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 48-item 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.
Subfields: Marketing, Organizational Behavior and Human Resource Management
View Paper: https://www.semanticscholar.org/paper/b7183f1347d71a1360c594731792f7145c3c478b
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In Marketing
In Organizational Behavior and Human Resource Management
Citations in the corpus
- Exploring the impact of personality traits on online shopping behavior (2010, background): “Tauber (1972) defined shopping as a series of processes to procure valuable merchandise. Hirschman and Holbrook (1982) further characterized shopping to include the pursuit of excitement, experiences, aesthetic, emotions, enjoyment, and such hedonic motives for making a purchase. They also compared ”