How do bidders’ organism reactions mediate auction stimuli and bidder loyalty in online auctions? The case of Taobao in China

Currently, it is critical to nurture bidder loyalty in the highly competitive online auction business. This study investigated the mediating effect of consumer perceptions between technological/brand stimuli and bidder loyalty to an online auction website by applying the traditional and evolutionary stimulus–organism–response models. We tested these models using 449 bidders from Taobao, an online auction service provider in China. Based on the results of covariance-based structural equation modelling, we showed that consumer perceptions fully mediate technological stimuli, but only partially mediate brand stimuli, and bidder loyalty. These results can be used to further improve the related research and practice.     

Factors associated with early adolescents’ anticipated emotional and behavioral responses to ambiguous teases on Facebook

A total of 69 sixth- through eighth-grade students rated their experiences with antisocial and prosocial teases as well as their general attitudes toward teases. Subsequently, the participants read hard copies of four ambiguous teases, one at a time, posted on a simulation of “their” Facebook wall by four different, hypothetical acquaintances. After reading each tease, the participants were asked to complete a questionnaire that assessed their emotional and behavioral response to the tease. Consistent with  and  cognitive (attribution)–emotion–action model of motivated behavior, path analyses revealed that the participants’ negative experiences with teases and negative attitudes toward teases were predictive of a negative emotional response to the ambiguous teases on Facebook which, in turn, was predictive of various negative behavioral responses to the ambiguous teasers. Therefore, consistent with the prior finding of a hostile attribution bias in some children’s reactions to ambiguous face-to-face teases (Barnett, Barlett, Livengood, Murphy, & Brewton, 2010), the early adolescents in the present study with relatively negative experiences with and attitudes toward teases appear to display a hostile attribution bias whereby teases on Facebook with an uncertain intent are viewed as if they were meant to be antagonistic and antisocial.     

Consequences of customer engagement behavior: when negative Facebook posts have positive effects

Sharing product information has become an integral part of today’s online social networking world. This research study addresses the effects of customer engagement behavior in online social networks on other consumers in order to understand how online social connections impact decision making. We investigate how different variations of a brand-related Facebook post trigger different response reactions. In particular, we analyze under which conditions negative posts can have positive consequences. The results of two online experiments set in a restaurant context suggest a difference when the user knows the restaurant brand. For users who are familiar with the restaurant brand, a positive effect of negative information posted by distant acquaintances is found with regard to the visiting intention of the user. The results of both experiments demonstrate that information posted by a close friend is perceived to be more diagnostic. For users not familiar with the restaurant brand, negative posts from strong ties induce the highest diagnosticity levels.     

The role of atmospheric cues in online impulse-buying behavior

This study extends a stimulus–organism–response (S–O–R) model to include impulse-buying behavior, which plays a vital role in electronic shopping but has not gained much attention in e-commerce research. Grounding our research in environmental psychology, we test the effects of virtual atmospheric cues on online impulse-buying behavior and spending, via a consumer survey. The study applies elaborated mediating variables (shopping enjoyment and impulsiveness) to develop a structural model linking three categories of atmospheric cues of an electronic store (content, design, and navigation) to approach behavior variables (impulse-buying behavior and expenditure). The results support the validity of the S–O–R model in the context of online impulse-buying behavior and show a significant positive effect of two dimensions of virtual atmospheric cues (design and navigation).     

Impact of virtual atmospherics and functional qualities on the online gambler's experience

This study empirically tests a stimulus–organism–response (S–O–R) structural model that proposes that an online casino's atmospheric cues and functional qualities influence individuals' affective and cognitive responses, which in turn impact consumer behavioural intentions. Using self-reported data from a primarily US-based sample, analysed elements of the online gambling site stimulus included high and low task-relevant cues, financial trust, and gambling value. Demographic characteristics were found to moderate the relationship between the stimulus and internal satisfaction, with demographic group differences found among all stimulus constructs. Results emphasise the significant role that atmospherics and functional qualities play in generating positive behaviours from online gamblers, with additional implications in marketplace competitiveness and in responsible gambling practices.     

Attitude contagion in consumer opinion platforms: posters and lurkers

The study details why and how product reviews from consumer opinion platforms affect individual users’ brand buying behavior. Drawing on social theories, the authors predict that consumers’ perceptions of other consumers’ product reviews affect brand buying intentions through two intervening variables: product- and brand-related attitudes. Moreover, the authors investigate whether these relationships are contingent on user type (i.e., active posters or passive lurkers). The empirical results support a multiple mediation framework in which product- and brand attitudes mediate the effects of consumer product reviews on individual brand buying intentions. In addition, consumer product reviews appear to more strongly affect the brand-related attitudes of posters than lurkers. Lurkers, who make up the majority of opinion platform users, are much less influenced by the opinions of others than posters. Encouraging variations in poster- and lurker rates may be an effective means for companies to manage and control consumer-to-consumer communication.     

The impact of engagement with social networking sites (SNSs) on cognitive skills

The aim of the present study was to investigate the effect of social networking sites (SNSs) engagement on cognitive and social skills. We investigated the use of Facebook, Twitter, and YouTube in a group of young adults and tested their working memory, attentional skills, and reported levels of social connectedness. Results showed that certain activities in Facebook (such as checking friends’ status updates) and YouTube (telling a friend to watch a video) predicted working memory test performance. The findings also indicated that Active and Passive SNS users had qualitatively different profiles of attentional control. The Active SNS users were more accurate and had fewer misses of the target stimuli in the first block of trials. They also did not discriminate their attentional resources exclusively to the target stimuli and were less likely to ignore distractor stimuli. Their engagement with SNS appeared to be exploratory and they assigned similar weight to incoming streams of information. With respect to social connectedness, participants’ self-reports were significantly related to Facebook use, but not Twitter or YouTube use, possibly as the result of greater opportunity to share personal content in the former SNS.     

Insights from consumer interactions on a social networking site: Findings from six apparel retail brands

Consumer social interactions on a social networking site have been discussed in the literature as information sources on consumer negative voice, product market research, and trend forecasting. The present study contributes to this line of research by identifying insights that a retail brand can derive from consumer social interactions about a competing retail brand. Based on 2,573,620 consumer social interactions related to six apparel retailers on the social networking site Facebook, this study analyzes the fan number, brand posting and response behavior, and consumer activities. The number of fans correlates with retail sales and the number of stores. However, the fan number is not an indicator of (social) displeasure. Consumer activities such as commenting, liking, and sharing, provide significant indications of these situations. As posting and response behavior reflect central elements of brand strategies on social networking sites, this study proposes a framework for identifying these strategies and the positioning of competing brands. For the six apparel retail brands, we identified a prototypical representative for three of four social interaction strategies.     

Relationship among Facebook jealousy,aggression, and personal and relationship variables

In the last decade, jealousy research has focused on the Facebook jealousy; however, few studies have identified its relationship to aggression. The purpose of this study is to investigate the relationship between Facebook jealousy and aggression, and some personal and relational variables. A sample of 846 participants (516 females, 330 males) aged 18–66 years from Turkey completed the Facebook Jealousy Questionnaire, Rosenberg Self-Esteem Scale, and Buss–Perry Aggression Questionnaire. From an evolutionary perspective, gender differences in jealousy could be explained through evolution-based differences in parental investment, and that males exhibit increased jealousy in response to sexual infidelity, whereas females become jealous in response to emotional infidelity. A forced-choice question (with a choice of sexual infidelity or emotional infidelity as the more jealousy evoking) was asked to the participants in order to determine gender differences on sexual and emotional jealousy. Results indicated no significant gender differences in Facebook Jealousy scores. Self-esteem and age negatively predicted Facebook jealousy. All aggression sub-types significantly predicted Facebook jealousy. Consistent with the evolutionary perspective and previous evidence, chi-square analysis showed that males’ and females’ responses to the forced-choice question differ significantly.     

Personalization–privacy paradox and consumer conflict with the use of location-based mobile commerce

This study empirically explored consumers’ response to the personalization–privacy paradox arising from the use of location-based mobile commerce (LBMC) and investigated the factors affecting consumers’ psychological and behavioral reactions to the paradox. A self-administered online consumer survey was conducted using a South Korean sample comprising those with experience using LBMC, and data from 517 respondents were analyzed. Using cluster analysis, consumers were categorized into four groups according to their responses regarding perceived personalization benefits and privacy risks: indifferent (n = 87), personalization oriented (n = 113), privacy oriented (n = 152), and ambivalent (n = 165). The results revealed significant differences across consumer groups in the antecedents and outcomes of the personalization–privacy paradox. Multiple regression analysis showed that factors influence the two outcome variables of the personalization–privacy paradox: internal conflict (psychological outcome) and continued use intention of LBMC (behavioral outcome). In conclusion, this study showed that consumer involvement, self-efficacy, and technology optimism significantly affected both outcome variables, whereas technology insecurity influenced internal conflict, and consumer trust influenced continued use intention. This study contributes to the current literature and provides practical implications for marketers and retailers aiming to succeed in the mobile commerce environment.     

Negative emotional and cognitive responses to being unfriended on Facebook: An exploratory study

We consider Facebook unfriending as a form of relationship termination with negative emotional and cognitive consequences. Specifically, ruminative and negative emotional responses are examined via an online survey of adult Facebook users who were unfriended. These responses were positively related to each other and to Facebook intensity. Rumination was positively predicted by using Facebook to connect with existing contacts and was more likely when the unfriender was a close partner. Participants also responded with greater rumination and negative emotion when they knew who unfriended them, when they thought they were unfriended for Facebook-related reasons, and when participants initiated the Facebook friend request. The contribution of these exploratory findings to our growing understanding of negative relational behaviors on Facebook are discussed.     

The diffusion decision model: theory and data for two-choice decision tasks

The diffusion decision model allows detailed explanations of behavior in two-choice discrimination tasks. In this article, the model is reviewed to show how it translates behavioral data-accuracy, mean response times, and response time distributions-into components of cognitive processing. Three experiments are used to illustrate experimental manipulations of three components: stimulus difficulty affects the quality of information on which a decision is based; instructions emphasizing either speed or accuracy affect the criterial amounts of information that a subject requires before initiating a response; and the relative proportions of the two stimuli affect biases in drift rate and starting point. The experiments also illustrate the strong constraints that ensure the model is empirically testable and potentially falsifiable. The broad range of applications of the model is also reviewed, including research in the domains of aging and neurophysiology.     

The influence of web aesthetics on customers’ PAD

One key focus of an online retail website is to enhance the consumers’ online shopping behavior. Based on the Stimulus-Organism-Response (S-O-R) framework and pleasure, arousal, and dominance (PAD) emotional model, we investigated the relationship between consumers’ emotional model and purchase behavior from the perspective of web aesthetics, and how web aesthetics affect their purchase behaviors through the emotional model. Using 441 questionnaire responses and structural equation modeling, we verified that both aesthetic formality and aesthetic appeal influence purchase behaviors through the emotional model. In the emotional model, web aesthetics have significant and positive influences on control, which is composed of behavior control, cognitive control, and decisional control. Control indirectly influences pleasure through the mediations of energetic arousal and tense arousal. Additionally, pleasure and searching on other websites positively influences purchasing behavior. The aim of this study was to provide practical recommendations in the establishment of a pattern of web aesthetics that influence consumers’ emotions.     

The impact of negative online social network content on expressed sentiment,executive function,and working memory

Given the paucity of research examining emotional states in social networking, the aim of this study was to examine the impact of negatively valanced social media network content on the amount of sentiment that participants included in their free-text responses, as well as on their executive functioning and working memory. Eighty participants aged between 18 and 67 (M = 29.39, SD = 11.21 years) completed baseline mood and cognitive measures (working memory and executive functioning) before exposure to three control posts and one negative emotional post. For each post, participants wrote a free-text response or indicated that they would not respond. Participants then completed the mood and cognitive measures a second time. After exposure to an emotionally negative post, participants' mood was lower and their executive functioning improved (as measured by reaction time and number of incorrectly identified target words). Participants' responses to an emotional post contained higher levels of sentiment compared to their responses to control posts. After controlling for demographic variables, participants' mood and trait empathy predicted the level of sentiment that they included in their responses to the emotional post. Mood, executive function, and trait empathy contributed to individuals’ online social network engagement for emotionally negative posts.     

Impacts of behavioral engagement and self-monitoring on the development of mental models through serious games: Inferences from in-game measures

The present study investigated the potential of serious games for the acquisition of complex cognitive skills by assessing learners’ mental model development, operationalized as an increase in Mental Model Accuracy (MMA). Furthermore, we assessed behavioral engagement and self-monitoring as two specific engagement types within the gameplay process and analyzed their impact on mental model development. German undergraduate students (N = 97) played a serious game developed to foster practical money skills. We obtained pre- and post-gaming measures of MMA to analyze the development of mental models by applying a structural assessment method. Unobtrusive measures of behavioral engagement and self-monitoring were obtained by computerized collection of participants’ in-game activities. Although we did not find a significant increase in overall MMA through playing, the degree of self-monitoring had a significant and positive effect on post-gaming MMA, even beyond the effect of initial MMA. Behavioral engagement had no impact on mental model development; however, it was positively related to self-monitoring behavior. The results are discussed in light of findings from research on self-regulated learning and controversial notions regarding the effect of behavioral engagement in serious games. In addition to insights into gameplay processes that affect mental model development through serious games, the present study also has practical implications in stressing the importance for game designers to provide learners with the opportunity to engage in self-monitoring behavior while playing a serious game.     

Community engagement and online word of mouth: An empirical investigation

How customer engagement in a firm’s social media marketing platform ? online brand community ? might affect word-of-mouth behavior is an open research issue as well as a vital business problem in e-commerce. To this end, we collected a set of longitudinal data that include community engagement behavior, e-commerce transactions, and customers’ post-purchase reviews. Using a control function approach, we find that consumer engagement in a brand community not only increases the likelihood of generating post-purchase reviews but also increases the likelihood of posting positive online reviews. Furthermore, we find that customer tenure has a positive moderating effect.     

Business engagement on Twitter: a path analysis

Social media services, such as Twitter, enable commercial businesses to participate actively in online word-of-mouth communication. In this project, we examined the potential influences of business engagement in online word-of-mouth communication on the level of consumers’ engagement and investigated the trajectories of a business’ online word-of-mouth message diffusion in the Twitter community. We used path analysis to examine 164,478 tweets from 96,725 individual Twitter users with regards to nine brands during a 5-week study period. We operationalized business engagement as the amount of online word-of-mouth messages from brand and the number of consumers the brand follows. We operationalized consumers’ engagement as the number of online word-of-mouth messages from consumers both connecting to the brand and having no connection with the brand as well as the number of consumers following the brand. We concluded that the business engagement on Twitter relates directly to consumers’ engagement with online word-of-mouth communication. In addition, retweeting, as an explicit way to show consumers’ response to business engagement, indicates that the influence only reaches consumers with a second-degree relationship to the brand and that the life cycle of a tweet is generally 1.5 to 4 hours at most. Our research has critical implications in terms of advancing the understanding of the business’s role in the online word-of-mouth communication and bringing insight to the analytics of social networks and online word-of-mouth message diffusion patterns.     

The influence of computer self-efficacy,metacognitive self-regulation and self-esteem on student engagement in online learning programs: Evidence from the virtual world of Second Life

While the widespread acceptance of social virtual words is being increased in the last years, little are known about how students’ personal factors can affect their engagement in online learning courses. The current study proposed and empirically examined a conceptual model that aimed to fill this gap. The main purpose is to present an extensive empirical data of 305 novice or expert students (153 graduates and 152 postgraduates) who enrolled in online courses at university level which were held in Second Life. On this occasion it was tried to be investigated, measured and finally verified the effects of computer self-efficacy, metacognitive self-regulation and self-esteem that can predict the students’ engagement as an overall multidimensional construct of factors (cognitive, emotional and behavioral). The results from the three-step hierarchical regression analysis revealed that computer self-efficacy, metacognitive self-regulation, and self-esteem in online courses were not only positively correlated with student’s cognitive and emotional engagement factors, but were also negatively correlated with behavioral factors. Educational implications from these results can provide a more expedient and meritorious instructional quality format aimed at reinforcing users’ engagement in Second Life for sequencing and pacing future-driven online courses.     

Understanding civic engagement behaviour on Facebook from a social capital theory perspective

This paper applies the social capital theory to construct a model for investigating the factors that influence online civic engagement behaviour on Facebook. While there is promising evidence that people are making concerted efforts to adopt Facebook to address social issues, research on their civic behaviour from a social capital viewpoint in the social media context remains limited. This study introduces new insights into how Facebook is shaping the landscape of civic engagement by examining three dimensions of social capital – social interaction ties (structural), trust (relational), and shared languages and vision (cognitive). The study contends that these dimensions will influence individuals’ online civic engagement behaviour on Facebook. We also argue that social interaction ties can engender trust, and shared languages and vision among its members, and that shared languages and vision can increase trust among Facebook members. Empirical data collected from 1233 Facebook users provide support for the proposed model. The results help in identifying the motivation underlying the online civic engagement behaviour of individuals in a public virtual community. The implications for theory and practice and future research directions are discussed.     

Some of these things are not like the others: Examining motivations and political predispositions among political Facebook activity

Political engagement via social media has evolved, and web sites including Facebook continue to be a place for individuals, especially young ones, to engage politically. Because politics on social media is diverse, it makes sense that the reasons for participating in it vary. In addition, because current events information and political news is accessible via social media, the role of attention to traditional news sources in this type of political engagement is debatable. The study takes up the opportunity to address these questions by examining young people’s attention to television, print, and online news, their engagement with four Facebook political activities, and their psychological motivations for using the website politically just prior to the 2012 U.S. Presidential election. The results suggest that the primary motivations for using Facebook politically are not universal, and indeed vary by activity. They revolve around connecting with others socially, sharing information with others, and presenting oneself to others. In addition, attention to offline and online news largely do not matter. The study moves research forward by describing the variety of psychological predispositions some Facebook users bring to their political engagement with the web site, and how these predispositions vary across different Facebook political behavior.