Consumer attention to price in social commerce: Eye tracking patterns in retail clothing

Menon, Reshmi; Sigurðsson, Valdimar; Larsen, Nils Magne; Fagerstrøm, Asle; Foxall, Gordon R.

doi:10.1016/j.jbusres.2016.04.072

Cited by 97 publications

(61 citation statements)

References 44 publications

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“…Based on studies by Ferreira and Coelho () and Menon, Sigurdsson, Larsen, Fagerstrøm, and Foxall (), the importance of product price is also well‐documented. Also, the price‐quality heuristic (Gneezy, Gneezy, & Lauga, ) is important.…”

Section: Review Of Literature and Hypothesis Developmentmentioning

confidence: 99%

“…Similarly, using eye‐tracking study techniques, Menon et al. () found that like traditional and e‐Commerce platforms, the product price was an important factor in s‐Commerce as well. Jin, Sternquist, and Koh () reported that consumers responded differently to product prices and that product price was a multidimensional cue to determine consumers’ hedonic shopping value for clothing and durable goods.…”

Section: Review Of Literature and Hypothesis Developmentmentioning

confidence: 99%

See 1 more Smart Citation

What's in the Box? Investigation of Beauty Subscription Box Retail Services

Lee

Sadachar

Manchiraju³

2019

Family & Consum Sci Res J

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The purpose of this study was to explore key attributes that may influence customers’ behavioral intentions toward beauty subscription box retail services (SBRS). The Stimulus‐Organism‐Response paradigm was used as a conceptual framework for examining the relationships among variables, such as product‐related attributes (Stimuli), attitude (Organism), Word of Mouth (WOM), and repurchase intention (Response). A total of 357 useable responses were collected through an online survey, administered on Amazon Mechanical Turk. Structural equation modeling was used to test the proposed model and hypothesized relationships. Results suggested that product quality, product assortment, and product uniqueness were significant predictors of customers’ attitude toward SBRS. Furthermore, customer attitude toward SBRS had a significant positive influence on WOM and repurchase intention. This study provides insight for retailers to influence WOM and purchase intentions toward beauty SBRS.

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Section: Review Of Literature and Hypothesis Developmentmentioning

confidence: 99%

Section: Review Of Literature and Hypothesis Developmentmentioning

confidence: 99%

What's in the Box? Investigation of Beauty Subscription Box Retail Services

Lee

Sadachar

Manchiraju³

2019

Family & Consum Sci Res J

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“…It is worth pointing out that the practical areas of the research cover various practical areas of commercial websites, such as e-commerce [18], social commerce [23], online booking [30] or tourism [24]. The principal limitation of these studies is, however, a relatively narrow focus of each of them on the selected measurement aspects, e.g.…”

Section: Eye Tracking Devices In Website Evaluationmentioning

confidence: 99%

“…The principal limitation of these studies is, however, a relatively narrow focus of each of them on the selected measurement aspects, e.g. in [23] the impact of the price level, position and the presentation of the product by a famous person on the fixation time on the website and on the price is analyzed, while in [22] location typicality and efficiency in finding target web objects on the homepages was analyzed.…”

Section: Eye Tracking Devices In Website Evaluationmentioning

confidence: 99%

Integrated Approach to e-Commerce Websites Evaluation with the Use of Surveys and Eye Tracking Based Experiments

Ziemba¹,

Wątróbski²,

Karczmarczyk³

et al. 2017

Annals of Computer Science and Information Systems

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Abstract-Due to high availability of e-commerce websites providing similar services and products, the website usability becomes one of the most critical factors affecting online businesses' success. Therefore, website quality and user experience evaluation is an important research task. There are multiple methodologies for performing the evaluation. The proposed in our earlier studies PEQUAL methodology extends the classical eQual method by taking into account different aspects of preference modeling and aggregation derived from Multi-Criteria Decision Analysis (MCDA). This paper extends the PEQUAL methodology further by incorporating eye tracking based measurement and analysis into the criteria set. The results of the conducted empirical verification of proposed approach are presented.

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“…The drift-diffusion model proposes that fixation of the eye is used to stimulate evidence accumulation (Krajbich & Rangel, 2011) and that eye movement reflects the active deployment and control of attention. In addition, several studies have shown that there is a close relationship between price and eye movement under uncertainty (Menon, Sigurdsson, Larsen, Fagerstrøm, & Foxall, 2016;Uggeldahl, Jacobsen, Lundhede, & Olsen, 2015). This study aims to fill this gap by examining the learning rules for consumers in Knightian uncertain choice, that is, changes of price and quality information over the time course of a decision and uses eye-tracking methods for this purpose.…”

Section: Introductionmentioning

confidence: 99%

Consumers' Bayesian learning under Knightian uncertainty: An eye‐tracking analysis

Song

Jiang

2018

J of Consumer Behaviour

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In recent years, risky decisions and the “gambling paradigm” have been mainstream topics in economics and psychology research. However, the choice of Knightian uncertainty, especially as it relates to the potential cognitive processes of consumers in marketing, has not drawn the attention of scholars. This study introduced Bayesian learning theory to reproduce the consumer learning process and conducted a two‐stage experiment to explore the process of how perceived price and uncertain quality information influence consumer learning and decisions. The results were validated via an eye‐tracking experiment with dynamic (updated) advertising information to observe the learning mechanism of consumers under Knightian uncertainty. The results showed that consumers conduct irregular Bayesian learning based on different perceived price levels in different information state spaces. Belief changes follow the first‐order Markov learning rule, and Bayesian learning is a dual‐system process. Overall, the results are in line with the belief‐integration principle of the Bayesian learning model under Knightian uncertainty.

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Consumer attention to price in social commerce: Eye tracking patterns in retail clothing

Cited by 97 publications

References 44 publications

What's in the Box? Investigation of Beauty Subscription Box Retail Services

What's in the Box? Investigation of Beauty Subscription Box Retail Services

Integrated Approach to e-Commerce Websites Evaluation with the Use of Surveys and Eye Tracking Based Experiments

Consumers' Bayesian learning under Knightian uncertainty: An eye‐tracking analysis

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