什么激励客户在社交距离下在线回购?
Weishen Wu1, Gumilang Widiatmo2, Dalianus Riantama3
1Department of Information Management, Da-Yeh University, Changhua, Taiwan.
Frontiers in psychology
|August 10, 2023
概括
社会意外性在社交距离期间显著影响在线回购意图,以及感知到的客户价值. 这项研究探讨了在隔离的情况下推动持续电子商务参与的因素.
科学领域:
- 商业 商业 商业 商业
- 经济学 经济学 经济学
- 社会学 社会学 社会学
背景情况:
- 随着COVID-19的流行,全球电子商务的增长加速了.
- 有限的研究已经探索了在社交距离措施下在线购物决策.
- 了解在隔离期间持续的在线购买意图至关重要.
研究的目的:
- 调查影响消费者在社会隔离期间对在线购买的持续意图的因素.
- 提出和测试一个基于技术接受和使用统一理论 (UTAUT) 模型的框架.
- 分析社会突发事件对在线回购行为的影响.
主要方法:
- 在印度尼西亚330名互联网用户中进行了一项定量调查,这是在社会隔离期间进行的.
- 技术接受和使用统一理论 (UTAUT) 模型适应了社会隔离的背景.
- 使用结构方程建模 (SEM) 来验证假设并分析变量之间的关系.
主要成果:
- 社会意外性成为影响客户在社会限制条件下在线回购意图的最重要因素.
- 客户感知价值被确定为在线回购意向的另一个关键驱动力.
- 该研究证实了UTAUT模型在社会隔离期间理解在线购买行为的适用性.
结论:
- 在社会隔离期间,社会偶然性在塑造客户在线回购意图方面发挥着关键作用.
- 调查结果为寻求在前所未有的情况下保持客户忠诚度和参与度的电子商务企业提供了宝贵的见解.
- 这项研究有助于在全球卫生危机和社会距离的背景下对在线消费者行为的细微了解.
相关概念视频
Social Proof
27.7K
Social proof is a form of persuasion based on comparison and conformity. People compare their behavior and actions to what others are doing and will change to conform to do what their peers do.
27.7K
Persuasion Strategies
38.8K
Researchers have tested many persuasion strategies, including the foot-in-the door and the door-in-the-face techniques, in a variety of contexts. Ultimately, the principles are effective in selling products and changing people’s attitude, ideas, and behaviors (Cialdini & Goldstein, 2004).
38.8K
Social Exchange Theory
34.6K
We have discussed why we form relationships, what attracts us to others, and different types of love. But what determines whether we are satisfied with and stay in a relationship? One theory that provides an explanation is social exchange theory. According to social exchange theory, we act as naïve economists in keeping a tally of the ratio of costs and benefits of forming and maintaining a relationship with others (Rusbult & Van Lange, 2003).
34.6K
Framing Effects
7.4K
Information is everywhere and its presentation—such as how and when items are presented—can impact our perceptions and decisions surrounding the info. This broad concept umbrellas framing effects—influences that occur due to the way information is framed in its appearance, whether it’s purely the order or the specific wording of a message. Let’s take a look at numerous ways in which two versions of something can objectively say the same thing, yet we respond in...
7.4K
Self-Discrepancy Theory
18.4K
One influential perspective on what motivates people's behavior is detailed in Tory Higgin's self-discrepancy theory (Higgins, 1987). He proposed that people hold disagreeing internal representations of themselves that lead to different emotional states.
18.4K
Incentive Theory: Pull Theory of Motivation
477
Incentive theory, or the "pull theory" of motivation, suggests that external rewards primarily drive behavior. Individuals are motivated to engage in activities when they anticipate a desirable outcome. This is why people often work hard for promotions or study intensively to achieve high grades. These incentives can be tangible, physical rewards such as money or promotions, or intangible, non-physical rewards like praise and social recognition.
The theory differentiates between...
The theory differentiates between...
477


