The role of customer regulatory orientation and fit in online shopping across cultural contexts

Ashraf, Abdul R.; Razzaque, Mohammed Abdur; Thongpapanl, Narongsak

doi:10.1016/j.jbusres.2016.05.019

Cited by 38 publications

(34 citation statements)

References 41 publications

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“…Research indicates that the value of hedonic versus utilitarian benefits differs for individuals when they are primed with promotion‐ versus prevention‐focused messages (Chowdhury, Micu, Ratneshwar, & Kim, ). In the realm of online shopping, Ashraf, Razzaque, and Thongpapanl () find that the purchase intention for hedonic (utilitarian) experiences is greater when individuals are promotion (prevention)‐focused. Therefore, building on Study 1 findings, Study 2 takes a regulatory focus perspective to examine the relationships between these benefits and prevention versus promotion‐focused orientation in a social networking context.…”

Section: Discussionmentioning

confidence: 99%

Feelings and functionality in social networking communities: A regulatory focus perspective

Krishen

Berezan

Raab

2019

Psychology and Marketing

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A sense of community is vital to the sustainability of both face‐to‐face and virtual communities. In this study, we use a mixed methods design to study the motivations that lead to satisfaction in a social media network. In Study 1, we semantically analyze the qualitative comments from a survey regarding the reasons for using social networks (n = 237). Consistent with the literature, the results identify two categories of underlying motivations—hedonic (feelings) and utilitarian (functionality). With these results, we apply regulatory focus theory in Study 2 to propose a structural equation model ( n = 622). This model differentiates between the experiences of promotion‐ and prevention‐focused individuals with social networking based on the core elements of feelings versus functionality . Our findings indicate that a sense of belonging and emotional connection are key hedonic elements and are more relevant for promotion‐focused individuals. For prevention‐focused individuals, the utilitarian and functional aspects of interactivity (influence) and innovativeness (risk) are more important in influencing satisfaction with a social network. Overall, positive and innovative user experience with a social media network requires the creation of an emotional connection, the existence of interactivity between members, and the cultivation of a sense of belonging.

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Section: Discussionmentioning

confidence: 99%

Feelings and functionality in social networking communities: A regulatory focus perspective

Krishen

Berezan

Raab

2019

Psychology and Marketing

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“…al., 2012;Mazaheri et. al., 2014;Ashraf et. al., 2016) The specific findings of research further contribute to e-commerce literature on two levels.…”

Section: Discussion and Research Contributionmentioning

confidence: 99%

Revealing the effect of acculturation process on e-commerce acceptance

Lacka

Yip

2018

IMDS

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The popularity of e-commerce has increased significantly over recent years. However, this growth is not shared by all European Union states. One reason for this discrepancy is culture which impacts on e-commerce acceptance. The purpose of this research is to reveal the effect of acculturation process on e-commerce acceptance. Design/methodology/approach Structural equation modeling is employed to test three research models: Technology Acceptance Model, Theory of Planned Behaviour model and Motivational Model Findings The findings show that attitudes towards e-commerce change in relation to the perception of control and the influence of subjective norms, which impact intentions to use e-commerce before movement to a host country's culture. However, its effect diminishes after the exposure to the influence of a host culture Originality/value This is the first study to demonstrate the existence of the effect of acculturation process on mingling and migrating consumers and their changing attitudes towards e-commerce acceptance.

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“…Finns show positive attitude to products with promoting health claims and experience emotions having positive outcomes (Grunert et al, 2009;Luomala et al, 2015), whereas the characteristics of Pakistanis are relatively obligatory, show status or power distance, group orientation, and hierarchy (Sivadas et al, 2008), which shows their VC cultural orientations (Imam, 2013). Moreover, Pakistanis have also been characterised as prevention focused consumers (Ashraf et al, 2016). Therefore, it is hypothesised that: H1a There is a positive influence of HI on consumers' promotion-focused orientations but (H1b) a negative influence, or no influence, on their prevention focus in Finland.…”

Section: Horizontal Individualism Vs Vertical Collectivism Differencmentioning

confidence: 99%

Differences in horizontally individualist and vertically collectivist consumers' environmental behaviour: a regulatory focus perspective

Rahman

2019

IJBEM

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Building on horizontal and vertical individualism and collectivism (HV I-C) typology and regulatory focus theory (RFT), this study aims to examine cross-cultural environmental behaviour differences between HI-Finnish and VC-Pakistani consumers. In regards to consumers' attitude towards environmentally friendly products, the results demonstrated predominantly HI-promotion-focused regulatory fit effect in Finland and VC-prevention-focused regulatory fit effect in Pakistan. Consequently, consumers' environmentally friendly products' attitude positively affect their purchase intentions. This study contributes to the sustainability literature by examining the overlooked appropriateness of RFT and HV I-C in cross-cultural environmental behaviour. Managers can use the insights of this study to market their environmentally friendly products more effectively across different cultures.

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The role of customer regulatory orientation and fit in online shopping across cultural contexts

Cited by 38 publications

References 41 publications

Feelings and functionality in social networking communities: A regulatory focus perspective

Feelings and functionality in social networking communities: A regulatory focus perspective

Revealing the effect of acculturation process on e-commerce acceptance

Differences in horizontally individualist and vertically collectivist consumers' environmental behaviour: a regulatory focus perspective

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