Pictorial content, sequence of conflicting online reviews and consumer decision-making: The stimulus-organism-response model revisited

Bigné, Enrique; Chatzipanagiotou, Kalliopi; Ruiz, Carla

doi:10.1016/j.jbusres.2019.11.031

Cited by 211 publications

(161 citation statements)

References 72 publications

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“…The S-O-R framework (Mehrabian and Russell, 1974) argues that a stimulus (S) perceived in the environment is processed by an internal component, the organism (O), which, in turn, produces positive or negative responses (R). The S-O-R framework has been used in different contexts, including restaurants, movie tickets and hospitality (Fu et al, 2018;Bigne et al, 2020;Ali et al, 2021). Using the S-O-R paradigm Fu et al (2018) analysed whether similarities amongst users increased their online purchase intentions for movie tickets.…”

Section: Theoretical Framework and Hypotheses Development 21 The Stimulusorganismresponse Modelmentioning

confidence: 99%

Engaging consumers through firm-generated content on Instagram

Ballester

Ruiz

2021

SJME

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Purpose The purpose of this paper is to analyse the impact of consumers’ perceptions of the enjoyment and originality of firm-generated content (FGC) posted on Instagram on affective customer engagement (CE). In addition, an examination is undertaken of affective CE as a driver of customer behaviour. Design/methodology/approach The paper takes a quantitative approach using a sample of 334 women followers of an eco-friendly restaurant Instagram account. After validation of the measurement scales, the hypotheses were tested through structural equation modelling. Drawing on the stimuli-organism-response framework the authors posit that consumers’ perceptions of the enjoyment and originality of Instagram posts generate affective CE, which, in turn, influences customer behaviour. Findings The results showed that the perceived enjoyment and perceived originality of Instagram posts generated by an eco-friendly restaurant have a positive influence on affective CE, which, in turn, affects consumers’ recommendation behaviours, intention to follow the restaurant’s advice on Instagram and intention to revisit the restaurant. Originality/value This research provides novel insights into how the perceived enjoyment and originality of FGC posted on Instagram increases women’s affective engagement and expands knowledge of how affective CE might increase positive electronic word-of-mouth, intention to follow the restaurant’s advice and repurchase intentions.

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Section: Theoretical Framework and Hypotheses Development 21 The Stimulusorganismresponse Modelmentioning

confidence: 99%

Engaging consumers through firm-generated content on Instagram

Ballester

Ruiz

2021

SJME

Self Cite

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“…Online purchase behavior has always been the study object in behavior science. Scholars have widely applied the S-O-R model to the online environment to study the virtual environment's influences on consumers' psychological states and behaviors [19][20][21][22]. The S-O-R model has become a concise framework for consumer behavior research in the e-commerce environment.…”

Section: Stimulus-organism-response Modelmentioning

confidence: 99%

The Influences of Consumer-to-Consumer Interaction on Dissatisfactory Consumers’ Repetitive Purchases in Network Communities

2021

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Consumer-to-consumer interaction is an important activity in network communities. Consumer-to-consumer interaction involves information interaction and social interaction, which greatly influences consumers’ experience and behaviors. The model of stimulus-organism-response (S-O-R) is usually applied to explain how environmental stimulus affects consumer behavior through the internal state. Thus, this research takes dissatisfactory consumers as the object, sets information interaction and social interaction as a stimulus, consumer knowledge and trust as an organism, and repetitive purchases as a response. It constructs a theoretical model that consumer-to-consumer interaction influences repetitive purchases through consumer knowledge and trust. In this study, the model and hypotheses were tested by analyzing 328 valid questionnaires. The results show that information interaction had a significant positive effect on consumer knowledge, while social interaction had no significant effect on consumer knowledge. Information interaction and social interaction each had significant positive effects on consumer trust. Consumer knowledge and trust each had significant positive effects on repetitive purchases. Consumer knowledge and trust played a partial mediating role between information interaction and repetitive purchase, respectively. Consumer knowledge had no mediating role between social interaction and repetitive purchases, while consumer trust played a complete mediating role between social interaction and repetitive purchases. The results revealed that the deep mechanism of consumer-to-consumer interaction’s influence on dissatisfactory consumers’ repetitive purchases in network communities further enriched consumers’ purchase behaviors, at least theoretically. This research also provided insights for network community marketing.

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“…This framework implies that characteristics of the environment or informational cues, for example, spatial arrangement, artifacts, and symbols, behave as stimuli that cause changes to someone's internal or organismic, affective, and cognitive experiences. These experiences then shape the person's behavioral response to the stimuli (Animesh et al, 2011;Bigne et al, 2020;Bitner, 1992). Numerous studies have used this framework to examine consumer behavior.…”

Section: Stimulus-organism-response Frameworkmentioning

confidence: 99%

The value of visual quality and service quality to augmented reality enabled mobile shopping experience

David

Senn

Peak

et al. 2021

Quality Management Journal

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This study demonstrates that visual quality is an emergent factor in explaining behavioral intention in online shopping, as online retail technology continues to evolve. The researchers develop, and test a model, in augmented reality (AR) and non-AR contexts, explaining the effect of aesthetic appeal of the interface of a mobile retail app and position relevance of a product in the user environment on visual quality of the app. The model explains the influence of visual and service quality on user satisfaction toward the app and the influence of user satisfaction on recommendation intention. The data were collected from 102 mobile app users who were asked to use the view-in-room features on a mobile augmented reality (MAR) app. Another group of 155 mobile app users were requested to search for a product using a typical mobile app search interface. Both groups provided their responses via an online survey. The researchers used partial least squares structural equation modeling (PLS-SEM) to analyze the collected data. Results indicate that the model has superior explanatory power when applied to an AR context. This research also provides key insights for practitioners related to improving the rate of mobile app recommendations by their customers.

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Pictorial content, sequence of conflicting online reviews and consumer decision-making: The stimulus-organism-response model revisited

Cited by 211 publications

References 72 publications

Engaging consumers through firm-generated content on Instagram

Engaging consumers through firm-generated content on Instagram

The Influences of Consumer-to-Consumer Interaction on Dissatisfactory Consumers’ Repetitive Purchases in Network Communities

The value of visual quality and service quality to augmented reality enabled mobile shopping experience

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