Consumers' power states and impulsive buying

Jin, Fei; Zhu, Huawei

doi:10.3724/sp.j.1041.2016.00880

Cited by 7 publications

(13 citation statements)

References 0 publications

Supporting

Mentioning

Contrasting

Order By: Relevance

“…Such reading habits are compatible with consumers’ mental representations. When people are confronted with products that match their value preferences, they are more likely to stimulate their representations of habits and goals, and thus process product-related information fluently ( Jin and Zhu, 2016 ). Based on the fact that processing fluency is a subjective feeling of ease or difficulty in evaluating objects when consumers process information, and that high fluency can trigger positive emotions in individuals when processing information and serve as an important cue for evaluating processing objects.…”

Section: Discussionmentioning

confidence: 99%

How Does the Horizontal Position of Pictures and Text Affect Product Evaluation? Based on Left and Right Position Effect

Huang

Fang

et al. 2022

Front. Psychol.

View full text Add to dashboard Cite

Due to the untouchability of online shopping environment, image and text description, as two main ways of product information display, are important indicators for consumers to evaluate products. However, few studies have discussed the synergistic effects of image and text information on consumers. In the present study, in conjunction with the left-right position effect, we examine the expectation that horizontal placement of visual stimuli in different directions has a strong influence on consumers’ product evaluation preferences. This implicit assumption is based on consumers’ unconscious psychological need for closure when processing information. The authors conducted three studies to investigate the relative effects of image information and text statements at different locations in online shopping pages on consumer product evaluations. The results show that: (1) when the evaluation object is a search product, compared with the display mode of left text-right image, the display mode of left image-right text plays a more significant role in consumer product evaluation. The results of experiential products were just the opposite. The way of presenting the text declaration on the left and image on the right has a stronger impact on consumers’ evaluation preference for experiential products (Study 1 and Study 3). (2) The difference in consumers’ evaluation mode of different presentation sequences based on product attributes is driven by their visual information processing fluency (Study 2). These preferences are robust, and it is worth noting that only the order of graphic presentation has no significant influence on consumer product evaluation preference.

show abstract

Section: Discussionmentioning

confidence: 99%

How Does the Horizontal Position of Pictures and Text Affect Product Evaluation? Based on Left and Right Position Effect

Huang

Fang

et al. 2022

Front. Psychol.

View full text Add to dashboard Cite

show abstract

“…Following Jin and Zhu [ 56 ], we selected sneakers as the products that consumers want to buy. Moreover, we adopted the approach of Crowley et al [ 23 ], which emphasizes different attributes of the same product to control the product type.…”

Section: Methodsmentioning

confidence: 99%

“…Furthermore, to test the success of manipulating utilitarian and hedonic goods purchases group is successful, our research draws on the method of Jin and Zhu [ 56 ]. First, the subjects were informed of the definitions of utilitarian and hedonic goods, and then, they were asked to rate the products recommended by the KOL (1 = completely utilitarian good s, 7 = completely hedonic goods ).…”

Section: Methodsmentioning

confidence: 99%

“…To avoid differences in consumers’ perceptions of utilitarian and hedonic goods, studies usually emphasized different attributes of the same product to manipulate product types [ 23 ]. Taking the research of Jin and Zhu [ 56 ] as an example, we determine that the description of a utilitarian good aims to highlight its wear-resistant attribute of utility. In the context of a sneaker, the definition of a utilitarian good is as follows: “This is a very utilitarian sneaker which is the king of wear-resistant so you will not be afraid of wear and tear in any place.” To highlight the unique look and design philosophy attributes of enjoyment, the hedonic goods are described as follows: “This is a stylish sneaker, known as the king of style, which adapts to your various outfit styles.”…”

Section: Theoretical Research Framework and Hypothesis Developmentmentioning

confidence: 99%

See 1 more Smart Citation

A study on the influence of the characteristics of key opinion leaders on consumers’ purchase intention in live streaming commerce: based on dual-systems theory

Jin

2022

Electron Commer Res

View full text Add to dashboard Cite

Drawing on the dual-systems theory (DST), this study proposes a research model that focuses on how the characteristics of the key opinion leader influence consumers’ purchase intention in live streaming commerce (LSC). We collected data through questionnaire surveys from samples of consumers in China ( N = 467), which indicated that key opinion leader’s characteristics (i.e., attractiveness, trustworthiness, expertise) are all positively related to purchase intention. Importantly, the mediator analyses indicated that the effect of systems 1 on the relationship between attractiveness and purchase intention persisted is persistent, regardless of the type of goods purchased by the consumers (utilitarian or hedonic). This finding highlights the importance of attractiveness and reveals unconscious thought (UT) of consumers when shopping in LSC. This study provides a new theoretical perspective (i.e., DST) to identify attractiveness as a determinant of purchase intention in LSC and influence purchase intention by activating systems 1, thus solving the problem of identifying key factors in stimulus–organism–response theory. Besides, our results identify and test UT in LSC. The practical implications of these findings are to provide guidance for the selection of key opinion leaders in LSC and the development of live streaming industry.

show abstract

“…Then, all participants reported their thoughts and feelings. Immediately after, they answered one question assessing the extent to which they sensed power during the imagination task on a seven-point scale (1 5 completely powerless, 7 5 very powerful) (Jin and Zhu, 2016). Then, participants were asked to evaluate their first impressions of a new colleague based on her image.…”

Section: Perceived Power and Smile Intensitymentioning

confidence: 99%

Perceived power and smile intensity in service encounters

Yao

Wan

et al. 2022

MIP

View full text Add to dashboard Cite

PurposeSmiles displayed at varying intensities by service providers may result in different social judgments by customers, affecting decision-making. This study investigates the joint effect of customers' sense of power (low vs. high) and service providers' smile intensity (slight vs. broad) on their warmth and competence perceptions in service encounters.Design/methodology/approachThe authors conducted four experiments based on the Stereotype Content Model (SCM) of social judgments and the agentic-communal model of power, and assessed the impact of perceived power and smile intensity in different service encounter contexts.FindingsThe interaction effect of customers' sense of power (low vs. high) and service providers' smile intensity (slight vs. broad) influences customers' social judgments (warmth perceptions vs. competence perceptions). A service provider who displays a broad smile is more likely to be perceived as warmer by customers with a low sense of power, but less competent by those with a high sense of power. Furthermore, mediation analysis revealed that the combined effect of customers' sense of power and service providers' smile intensity on customers' subjective well-being and purchase intentions might be attributed to their social judgments.Originality/valueThis study reveals the intrinsic mechanism behind the interaction effect between smile intensity and sense of power affecting customers' purchase intentions and subjective well-being, namely, warmth/competence perceptions.

show abstract

Consumers' power states and impulsive buying

Cited by 7 publications

References 0 publications

How Does the Horizontal Position of Pictures and Text Affect Product Evaluation? Based on Left and Right Position Effect

How Does the Horizontal Position of Pictures and Text Affect Product Evaluation? Based on Left and Right Position Effect

A study on the influence of the characteristics of key opinion leaders on consumers’ purchase intention in live streaming commerce: based on dual-systems theory

Perceived power and smile intensity in service encounters

Contact Info

Product

Resources

About