Incorporating social dimensions in Web-store design

Human Systems Management

Volumn 20, Issue 2, 2001, Pages 105-121

  Tractinsky, Noam ^a   Srinivasan Rao, V ^b  

^a BEN GURION UNIVERSITY OF THE NEGEV   (Israel)

^b UNIVERSITY OF TEXAS AT SAN ANTONIO   (United States)

Author keywords

Expertise and aesthetics; Flattery; Internet shopping; Media equation; Politeness; Self and other evaluation; Web store design

Indexed keywords

EID: 0343337153     PISSN: 01672533     EISSN: None     Source Type: Journal    
DOI: None     Document Type: Article

References (77)

1. M. Adams, Browsing for trouble, Restaurant Business, May 15, 1999.
2. G. Anders, Different strokes: Amazon, Etoys make big, opposing bets; Which one is right? Wall Street Journal, November 2, 1999, A1, A14.
3. T.M. Amabile, Brilliant but cruel: Perceptions of negative evaluators, Journal of Experimental and Social Psychology 19(2) (1983), 146-156.
4. M. Argyle, The Social Psychology of Everyday Life, Routledge, London, 1992.
5. B.J. Babin, W.R. Darden and M. Griffin, Work and/or fun: Measuring hedonic and utilitarian shopping value. Journal of Consumer Research 20(March) (1994), 644-656.
6. R.P. Bagozzi, Marketing as exchange. Journal of Marketing 39 (October) (1975), 32-39.
7. D. Berdichevsky and E. Neunschwander, Toward an ethics of persuasive technology, Communications of the ACM 42(5) (1999), 51-58.
8. P. Bloch, Seeking the ideal form: Product design and consumer response, Journal of Marketing 59(July) (1995), 16-29.
9. P.F. Bone, Word-of-mouth effects on short-term and long-term product judgments, Journal of Business Research 32(3) (1995), 213-223.
10. D.E. Bowen, S.W. Gilliland, and R. Folger, HRM and service fairness: How being fair with employees spills over to customers, Organizational Dynamics 27(3) (1999), 7-23.
11. S. Bryant, Learning the visual arts, Marketing, London, April 10, 1997.
12. K.A. Butler, Usability engineering turns 10, Interactions 3(1) (1996), 59-75.
13. W.R. Darden and B.J. Babin, Exploring the concept of affective quality: Expanding the concept of retail personality, Journal of Business Research 29 (1994), 101-109.
14. F.D. Davis, R.P. Bagozzi and P.R. Warshaw, Extrinsic and intrinsic motivation to use computers in the worplace, Journal of Applied Social Psychology 22(14) (1992), 1111-1132.
15. K.G. DeBono and S. Krim, Compliments and perceptions of product quality: An individual difference perspective, Journal of Applied Social Psychology 27(15) (1997), 1359-1366.
16. K. Dion, E. Berscheid and E. Walster, What is beautiful is good, Journal of Personality and Social Psychology, 24(3) (1972), 285-290.
17. B. Donath, Customer response at the extremes, Marketing News, January 4, 1993.
18. R.J. Donovan and J.R. Rossiter, Store atmosphere: An experimental psychology approach, Journal of Retailing 58 (Spring), (1982), 34-57.
19. A.H. Eagly, R.D. Ashmore, M.G. Makhijani and L.C. Longo, What is beautiful is good, but . . .: A meta-analytic review of research on the physical attractiveness stereotype, Psychological Bulletin 110(1) (1991), 109-128.
20. J.A. Edell and M.C. Burke, The power of feelings in understanding advertising effects, Journal of Consumer Research 14 (1987), 421-433.
21. R.H. Fazio, D.R. Roskos-Ewoldsen and M.C. Powell, Attitudes, perception, and attention, in: The Heart's Eye, P.M. Niedenthal and S. Kitayama, eds, Academic Press, 1994.
22. J. Fiske, B. Hodge and G. Turner, Myths of Oz, Allen and Unwin, Sydney, 1987.
23. B.J. Fogg, Persuasive technologies - introduction, Communications of the ACM 42(5) (1999), 26-29.
24. B.J. Fogg, Persuasive computers: Perspectives and research directions, in: Proceedings of the CHI 98, Los Angeles, CA, 1998, pp. 225-232.
25. B.J. Fogg and C. Nass, Silicon sycophants: the effects of computers that flatter, International Journal of Human-Computer Studies 46 (1997), 551-561.
26. C. Forsythe, E. Grose and J. Ratner, eds, Human Factors and Web Development, Lawrence Erlbaum, Mahwah, NJ, 1998.
27. D. Goleman, Emotional Intelligence, Bantam Books, NY, 1995.
28. R.A. Gordon, Impact of ingratiation on judgment and evaluations: A meta-analytic investigation, Journal of Personality and Social Psychology 71(1) (1996), 54-70.
29. P.A. Green, Why manners matter: The moral duty of politeness, PhD Dissertation, University of California, Irvine, 1997.
30. G. Gumpert and S.J. Drucker, From Agora to the electronic shopping mall, Critical Studies in Mass Communication 9 (1992), 186-200.
31. J.F. Hair, F.L. Notturno and F.A. Russ, Effective Selling, 8th edn, South-Western Publishing, Cincinnati, OH, 1991.
32. P.M. Homer and L.R. Kahle, Source expertise, time of source identification, and involvement in persuasion: An elaborative processing perspective, Journal of Advertising 19(1) (1990), 30-39.
33. K. Hooper, Architectural design: An analogy, in: User Centered System Design, D.A. Norman and S.W. Draper, eds, Lawrence Erlbaum Associates, NJ, 1986.
34. D.J. Howard, C.E. Gengler and A. Jain, The name rememberance effect: A test of alternative explanations. Journal of Social Behavior and Personality 12(3) (1997), 801-810.
35. D.J. Howard, C. Gengler and A. Jain, What's in a name? A complimentary means of persuasion, Journal of Consumer Research 22 (1995), 200-211.
36. M. Igbaria, J. Iivari and H. Maragahh, Why do individuals use computer technology? A Finnish case study, Information & Management 29 (1995), 227-238.
37. S.L. Jarvenpaa, N. Tractinsky and M. Vitale, Consumer trust in an internet store. Journal of Information Technology and Management 1(1-2) (2000), 45-71.
38. S.L. Jarvenpaa and N. Tractinsky, Consumer trust in an Internet store: A cross-cultural validation, Working paper, The University of Texas at Austin, 1999.
39. E.E. Jones, Ingratiation, Appleton-Century-Crofts, New York, 1964.
40. E.E. Jones, Interpersonal Perception, W.H. Freeman, 1990.
41. P.W. Jordan, Human factors for pleasure in product use, Applied Ergonomics 29(1) (1998) 25-33.
42. P.G.W. Keen The real news about e-commerce, published on the Internet at: http://www.peterkeen.com/natpostsupp.htm.
43. J. Kim and J.Y. Moon, Designing towards emotional usability in customer interfaces - trustworthiness of cyber-banking system interfaces, Interacting with Computers 10(1) (1998), 1-29.
44. P. King and J. Tester, The landscape of persuasive technologies, Communications of the ACM 42(5) (1999), 31-38.
45. R. Kraut, V. Lundmark, M. Patterson, S. Kiesler, T. Mukopadhyay and W. Scherlis, Internet paradox: A social technology that reduces social involvement and psychological well-being? American Psychologist, 1998.
46. J. A. Krosnick, Survey research, Annual Review of Psychology 50 (1999), 537-567.
47. B. Laberis, One person's e-commerce horror show, Computer-World, January 10, 2000, 35.
48. E.J. Langer, Mindfulness, Addison-Wesley, Reading, MA, 1989.
49. B. Laurel, Computers as Theatre, Addison-Wesley, 1991.
50. M. Levy and B.A. Weitz, Retailing Management, 3rd edn, 1998.
51. G.L. Lohse and P. Spiller, Electronic shopping, Communications of the ACM 41(7) (1998), 81-85.
52. M. Lombard and T. Ditton, At the heart of it all: The concept of presence, Journal of Computer-Mediated Comunication 3(2) (1997). Available on-line, http://www.ascusc.org/jcmc/vol3/issue2/lombard.html.
53. P. Martineau, The personality of the retail store, Harvard Business Review 36(January/February) (1958), 47-55.
54. A. Mehrabian, Public Places and Private Spaces: The Psychology of Work, Play and Living Environments, Basic Books, New York, 1976.
55. Y. Moon, The effect of distance in local versus remote human-computer interaction, in: Proceedings of the CHI 98, Los Angeles, CA, 1998, pp. 103-108.
56. C. Nass and Y. Moon, Machines and mindlessness: Social responses to computers', Journal of Social Issues 56(1) (2000), 81-103.
57. R. Ohanian, The impact of celebrity spokespersons' perceived image on consumers' intention to purchase, Journal of Advertising Research 31(1) (1991), 46-54.
58. M. R. Parks and K. Floyd, Making friends in cyberspace, Journal of Computer-Mediated Comunication 1(4) (1996). Available on-line, http://www.ascusc.org/jcmc/vol1/issue4/vol1no4. html.
59. C.A. Pederson, M.D. Wright and B.A. Weitz, Selling: Principles and Methods, 9th edn, Irwin, Homewood, IL, 1988.
60. R.E. Petty and J.T. Cacioppo, Attitudes and Persuasion: Classic and Contemporary Approaches, Wm.C. Brown Co., 1981.
61. R.W. Picard, Affective Computing, The MIT Press, Cambridge, MA, 1997.
62. R. Piron and L. Fernandez, Are fairness constraints on profit-seeking important? Journal of Economic Psychology 16(1) (1995), 73-96.
63. B. Reeves and C. Nass, The Media Equation, CSLI Publications, 1996.
64. J.A. Russell and G. Pratt, A description of the affective quality attributed to environments, Journal of Personality and Social Psychology 38(2) (1980), 311-322.
65. N. Schwarz, Warmer and more social: Recent developments in cognitive social psychology, Annual Review of Psychology 24 (1998), 239-264.
66. B. Shneiderman, Designing the User Interface, 3rd edn, Addison-Wesley, 1998.
67. S.N. Singh and N.P. Dalal, Web home pages as advertisements, Communications of the ACM 42(8) (1999), 91-99.
68. M.R. Solomon, Consumer Behavior, Prentice Hall, London, 1996.
69. P. Spiller and G.L. Lohse, A classification of Internet retail stores, International Journal of Electronic Commerce 2(2) (1998), 29-56.
70. J.M. Spool, T. Scanlon, W. Schroeder, C. Snyder and T. DeAngelo, Web Site Usability: A Designer's Guide, Morgan Kaufmann, 1998.
71. L. Sproull and S. Kiesler, Computers, networks and work, Scientific American, 265(3) (1991), 116-123.
72. D. Strutton, L.E. Pelton and J.R. Lumpkin, Sex differences in ingratiatory behavior: An investigation of influence tactics in the salesperson-customer dyad, Journal of Business Research 34(1) (1995), 35-45.
73. G.J. Tellis, Advertising and Sales Promotion Strategy, Addison-Wesley, 1997.
74. N. Tractinsky, Aesthetics and apparent usability: Empirically assessing cultural and methodological issues, in: CHI 97 Conference Proceedings, New York, 1997, pp. 115-122.
75. N. Tractinsky, A. Shoval-Katz and D. Ikar, What is beautiful is usable, Interacting with computers 13(2) (2000), 127-145.
76. J. Webster and J.J. Martocchio, Microcomputer playfulness: Development of a measure with workplace implications, MIS Quarterly 16(2) (1992), 201-226.
77. E.J. Wilson and D.L. Sherrell, Source effects in communication and persuasion research: A meta-analysis of effect size, Journal of the Academy of Marketing Science 21(2) (1993), 101-112.