Cross-Industrial User Channel Preferences on the Path to Online Purchase: Homogeneous, Heterogeneous, or Mixed?

Becker, Ingo; Linzmajer, Marc; Wangenheim, Florian von

doi:10.1080/00913367.2017.1300076

Cited by 18 publications

(14 citation statements)

References 52 publications

Supporting

Mentioning

Contrasting

Unclassified

Order By: Relevance

“…Web stores and apps) and offline channels (i.e. regular stores), as well as customer touchpoints (i.e., social media, TV ads), is a very complex undertaking in contemporary marketing research and of large interest for both researchers and practitioners (Becker et al , 2017; Braun and Moe, 2013; Verhoef et al , 2015).…”

Section: Introductionmentioning

confidence: 99%

Trust me if you can – neurophysiological insights on the influence of consumer impulsiveness on trustworthiness evaluations in online settings

Hubert

Hubert²,

Linzmajer

et al. 2018

EJM

Self Cite

View full text Add to dashboard Cite

Purpose-The purpose of this study is to examine how consumer personality trait impulsiveness influences trustworthiness evaluations of online-offers with different trust-assuring and trust-reducing elements by measuring the brain activity of consumers. Shoppers with high degrees of impulsiveness are referred to as hedonic shoppers, and those with low degrees are referred to as prudent consumers. Design/methodology/approach-To investigate the differences between neural processes in the brains of hedonic and prudent shoppers during the trustworthiness evaluation of online-offers, the present study used functional magnetic resonance imaging (fMRI) and region-of-interest analysis to correlate neural activity patterns with behavioral measures of the study participants. Findings-Drawing upon literature reviews on the neural correlates of both trust in online settings and consumer impulsiveness and using an experimental design that links behavioral and fMRI data, the study shows that consumer impulsiveness can exert a significant influence on the evaluation of online-offers. With regard to brain activation, both groups (hedonic and prudent shoppers) exhibit similar neural activation tendencies, but differences exist in the magnitude of activation patterns in brain regions that are closely related to trust and impulsiveness such as the dorsal striatum, anterior cingulate, the dorsolateral prefrontal cortex and the insula cortex. Research limitations/implications-The data provide evidence that consumers within the hedonic group evaluate online-offers differently with regard to their trustworthiness compared to the prudent group, and that these differences in evaluation are rooted in neural activation differences in the shoppers' brains. This paper forms part of a special section on Neuromarketing. The authors thank the editors and reviewers for their valuable input during the different stages of the review process. Furthermore, the authors also thank participants of the International Conference of Information Systems 2014 for their comments and remarks on a preliminary working paper of this version.

show abstract

Section: Introductionmentioning

confidence: 99%

Trust me if you can – neurophysiological insights on the influence of consumer impulsiveness on trustworthiness evaluations in online settings

Hubert

Hubert²,

Linzmajer

et al. 2018

EJM

Self Cite

View full text Add to dashboard Cite

show abstract

“…Path to online purchase (Becker, 2017;Cheng et al, 2017) No definition given in either paper Cancer journeys (Torres and DeBerry-Spence, 2019) No definition, but refer to "traumatic experiences across long-term consumer journeys" and the context of "consumers' cancer journeys where consumers experience extended service encounters with a variety of providers and a range of both positive and negative emotions, situations, and events" (p516)…”

Section: Author(s) and Year Definitionmentioning

confidence: 99%

Framing the customer journey: touch point categories and decision-making process stages

Towers

2021

IJRDM

View full text Add to dashboard Cite

PurposeThis paper aims to define and frame the understanding of customer journeys, associated areas of consumer decision-making process stages and touch point categories based on an ownership perspective.Design/methodology/approachThe research is based on a detailed literature review of customer journeys, in peer-reviewed marketing and retail journals, within the last decade. The Chartered Association of Business Schools (ABS) academic journal guide marketing discipline list was used because it only includes peer-reviewed journals, based on an internationally accepted quality ranked list.FindingsThe detailed analysis of the journals identified three groups of touch points (brand owned, partner owned/managed and outside the control of brand owner/partner) and three decision-making process stages (pre-purchase, purchase and post–purchase) that informed a clearer definition and understanding of the customer journey.Research limitations/implicationsLimitations concern the ABS database was used and a ten-year date period was selected, which may exclude some relevant journal articles, particularly those written in a language other than English.Originality/valueThe authors have provided a revised definition of customer journey, clarified the decision-making stages and subsequent categorisation of touch points from an ownership perspective.

show abstract

“…En outre, les informations provenant de différents acteurs (distributeurs, producteurs, autres consommateurs, etc.) augmentent les craintes de désinformation (Becker et al, 2017). Que l'information provienne de plusieurs canaux et/ou plusieurs acteurs, sa surcharge rend la prise de décision plus complexe (Andrews et al, 2016 ;Yadav et Pavlou, 2014).…”

Section: Information : Contrôle-chaosunclassified

Entre peur et désir de la digitalisation du commerce de détail : une première conceptualisation pour comprendre les réactions ambivalentes des chalands

Rogeon¹,

Michaud-Trévinal

Collin-Lachaud

2021

Recherche et Applications en Marketing (French Edition)

View full text Add to dashboard Cite

Résumé La digitalisation a entraîné de profonds changements dans le paysage de la distribution qui ont fait l’objet de recherches approfondies. La plupart des recherches ont considéré ce phénomène uniquement comme une source d’avantages pour les chalands. Cependant, quelques chercheurs ont récemment souligné l’écart entre cet optimisme technologique et les problèmes auxquels sont confrontés les distributeurs lorsque les technologies qu’ils proposent sont fréquemment ignorées ou rapidement abandonnées par les chalands. Pour combler cette lacune, notre recherche étudie la manière dont les chalands réagissent face à la digitalisation de la distribution à travers le prisme de l’ambivalence. Une revue systématique de la littérature a permis d’identifier un ensemble de 108 articles publiés dans des revues majeures entre 2005 et 2020. Notre analyse critique a révélé des réactions positives et négatives des chalands à l’égard de la digitalisation. En regroupant ces derniers par paires de deux opposés, nous proposons une conceptualisation initiale de l’ambivalence des acheteurs divisée en huit composantes distinctes. De plus, nous mettons en évidence les composantes de l’ambivalence des acheteurs qui nécessitent une plus grande attention des chercheurs et proposons un agenda de recherche en conséquence. Enfin, notre conceptualisation peut aider les managers à mieux comprendre le sens des réactions hétérogènes des chalands confrontés aux technologies qu’ils proposent.

show abstract

Cross-Industrial User Channel Preferences on the Path to Online Purchase: Homogeneous, Heterogeneous, or Mixed?

Cited by 18 publications

References 52 publications

Trust me if you can – neurophysiological insights on the influence of consumer impulsiveness on trustworthiness evaluations in online settings

Trust me if you can – neurophysiological insights on the influence of consumer impulsiveness on trustworthiness evaluations in online settings

Framing the customer journey: touch point categories and decision-making process stages

Entre peur et désir de la digitalisation du commerce de détail : une première conceptualisation pour comprendre les réactions ambivalentes des chalands

Contact Info

Product

Resources

About