Belief, Affect, and Attitude: Alternative Models of the Determinants of Attitude

Bodur, H. Onur; Brinberg, David; Coupey, Eloïse

doi:10.1207/15327660051044222

Cited by 45 publications

(58 citation statements)

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“…With this new variable, the TPB was postulated in a way so that, PBC has an indirect effect on behavior and a direct effect on behavioral intention (Figure 2). [16], [26], [19], [49], [54], [70]. Figure 2.…”

Section: The Theories Of Planned Behavior and Reasoned Actionmentioning

confidence: 99%

Customer Behavior in Electronic Commerce: A Bayesian Approach

Dakduk

Horst

Santalla

et al. 2017

J. theor. appl. electron. commer. res.

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Online shopping has increasingly replaced traditional retail shopping, as a large number of consumers have adopted it on a global scale. However, while it is well established in developed countries, e-commerce is still at an early stage in emerging markets, hence there is a need to unveil which factors contributes to its adoption. The main objective of this study is to integrate the theory of planned behavior, the theory of reasoned action, and the technology acceptance model using a Bayesian approach to determine the key predictors of online purchase intention among internet users in Colombia. The results demonstrate the pertinence of the theory of reasoned action and technology acceptance model, models to explain online purchase intention, confirming that the intention to purchase online is mostly determined by the attitudes to e-commerce which, in turn, are explained by perceived usefulness, perceived ease of use, and the subjective norm related to online shopping.

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Section: The Theories Of Planned Behavior and Reasoned Actionmentioning

confidence: 99%

Customer Behavior in Electronic Commerce: A Bayesian Approach

Dakduk

Horst

Santalla

et al. 2017

J. theor. appl. electron. commer. res.

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“…Hence, as theories of emotion have become more fine‐grained and measurement methods advanced, several studies have empirically demonstrated the discriminant validity between evaluations and affect (Bodur, Brinberg, & Coupey, ; Breckler & Wiggins, ; Richard, Van der Pligt, & De Vries, ), and several theoretical arguments distinguish affect and evaluation. These arguments broadly can be grouped into four main categories: conceptual breadth, possibility versus probability, dynamic appraisals versus static predispositions, and temporal focus.…”

Section: The Link Between the Evm And Emotion In Extant Researchmentioning

confidence: 99%

Giving the Expectancy‐Value Model a Heart

Henning

Hennig‐Thurau

Feiereisen³

2012

Psychology and Marketing

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Over the past decade, research in consumer behavior has debated the role of emotion in consumer decision making intensively but has offered few attempts to integrate emotion‐related findings with established theoretical frameworks. This manuscript augments the classical expectancy‐value model of attitude with a dimensional model of emotion. An experiment involving 308 college students who face actual purchase decisions shows that predictions of attitudes, behavioral intentions, and actual behavior can be improved through the use of the augmented model for both hedonic and utilitarian products. The augmented model has theoretical implications for marketing scholars as well as practical uses for marketers.

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“…Research on the impact of body feedback (for reviews, see Adelman & Zajonc, 1989;Förster, 1995;Izard, 1990) has repeatedly demonstrated that unobtrusively induced expression patterns can unintentionally influence cognition, emotion, and behavior. These results have provided strong evidence that affective or experiential cues have a direct influence on judgments, including attitudes (see, for example, Bodur, Brinberg, & Coupey, 2000;Breckler, 1984;Haugtvedt, 1997;Herr, 1995;Miniard & Barone, 1997;Reed, Wooten, & Bolton, 2002;Schwarz, 1997;Schwarz & Strack, 1991;Zajonc & Markus, 1982).In the following studies, we investigate if the evaluation of well-known consumer goods can be influenced by unobtrusive expression patterns such as nodding or shaking the head, or by even more rudimentary components of approach and avoidance behavior, specifically, arm flexion and arm extension. …”

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confidence: 99%

How Body Feedback Influences Consumers’ Evaluation of Products

Förster

2004

J Consum Psychol

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Two experiments explored the effect of unobtrusively induced expressions of approach and avoidance on consumers' evaluation of well-known products. In Study 1, valenced objects were presented moving horizontally or vertically on a screen, thereby inducing either head shaking or head nodding. Objects were also presented without movement. Induced nodding led to more favorable evaluations of positively valenced products but did not affect the evaluation of negatively valenced ones. Similarly, head shaking led to more unfavorable evaluations of negatively valenced products but did not affect the evaluation of positive ones. In Study 2, participants evaluated positively valenced products more favorably when they flexed their arms while making the evaluation and evaluated negatively valenced products more unfavorably when they extended their arms during evaluation. However, arm flexion had no effect on evaluations of negative products, and arm extensions had no effect on evaluations of positive ones. Participants' willingness to buy the products followed a similar pattern. The theoretical implications and the applications of these body feedback effects are discussed.Expressive behaviors are typically viewed as a reaction to stimuli in the external world. People nod when they are in agreement and they embrace when they like each other. However, behavior can influence the way we perceive people and objects. Research on the impact of body feedback (for reviews, see Adelman & Zajonc, 1989;Förster, 1995;Izard, 1990) has repeatedly demonstrated that unobtrusively induced expression patterns can unintentionally influence cognition, emotion, and behavior. These results have provided strong evidence that affective or experiential cues have a direct influence on judgments, including attitudes (see, for example, Bodur, Brinberg, & Coupey, 2000;Breckler, 1984;Haugtvedt, 1997;Herr, 1995;Miniard & Barone, 1997;Reed, Wooten, & Bolton, 2002;Schwarz, 1997;Schwarz & Strack, 1991;Zajonc & Markus, 1982).In the following studies, we investigate if the evaluation of well-known consumer goods can be influenced by unobtrusive expression patterns such as nodding or shaking the head, or by even more rudimentary components of approach and avoidance behavior, specifically, arm flexion and arm extension. THEORETICAL BACKGROUNDSeveral experiments have shown that unobtrusively induced expression patterns influence participants' reported feelings (e.g., Larsen, Kasimatis, & Frey, 1992;Stepper & Strack, 1993;Zajonc, Murphy, & Inglehart, 1989). For example, participants feel pride more intensely if they experience positive feedback while maintaining a positive, upright body position than if they receive the same feedback while in a negative, slouched position (Stepper & Strack). Body feedback can also influence judgments of external stimuli (e.g., Strack, Martin, & Stepper, 1988;. In the classic "pen study" by Strack et al. (1988), participants who held a pen with their teeth (which activates the zygomatic muscles used for smiling) rated cartoons to b...

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Belief, Affect, and Attitude: Alternative Models of the Determinants of Attitude

Cited by 45 publications

References 0 publications

Customer Behavior in Electronic Commerce: A Bayesian Approach

Customer Behavior in Electronic Commerce: A Bayesian Approach

Giving the Expectancy‐Value Model a Heart

How Body Feedback Influences Consumers’ Evaluation of Products

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