Creating emotions via B2C websites

Business Horizons

Volumn 51, Issue 5, 2008, Pages 419-428

  Jones, Marilyn Y ^a   Spence, Mark T ^a   Vallaster, Christine ^b  

^a BOND UNIVERSITY   (Australia)

^b JUSTUS LIEBIG UNIVERSITY   (Germany)

Author keywords

Affect transfer; B2C websites; Emotions; Telepresence

Indexed keywords

EID: 48849104816     PISSN: 00076813     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.bushor.2008.03.009     Document Type: Article

References (48)

1. Allen, C. (2001, January 2). Emotions trigger the right moves. The ClickZ Network. Retrieved February 1, 2008, from http://www.clickz.com/showPage.html?page=834621
2. Ariely D. Controlling the information flow: Effects on consumers' decision making and preferences. Journal of Consumer Research 27 2 (2000) 233-248
3. Bagozzi R.P., and Dholakia U.M. Intentional social action in virtual communities. Journal of Interactive Marketing 16 2 (2002) 2-21
4. Bagozzi R.P., Gopinath M., and Nyer P. The role of emotions in marketing. Journal of the Academy of Marketing Science 27 2 (1999) 184-206
5. Baumgartner H., Sujan M., and Padgett D. Patterns of affective reactions to advertisements: The integration of moment-to-moment responses into overall judgments. Journal of Marketing Research 34 2 (1997) 219-232
6. Brown M., Pope N., and Voges K. Buying or browsing? An exploration of shopping orientations and online purchase intention. European Journal of Marketing 37 11/12 (2003) 1666-1684
7. Carton, S. (2002, July 15). Emotion: The next frontier in online advertising? The ClickZ Network. Retrieved February 1, 2008, from http://www.clickz.com/tech/lead_edge/article.php/1403711
8. Cockton G. Editorial: From doing to being: Bringing emotion into interaction. Interacting with Computers 14 2 (2002) 89-92
9. Cohen J.B., and Areni C.S. Affect and consumer behaviour. In: Robertson T.S., and Kassarjian H.H. (Eds). Handbook of consumer behaviour (1991), Prentice-Hall, Englewood Cliffs, NJ 188-240
10. Coyle J.R., and Thorson E. The effects of progressive levels of interactivity and vividness in web marketing sites. Journal of Advertising 30 3 (2001) 65-78
11. Csikszentmihalyi M. Flow: The psychology of optimal experience (1990), Harper and Row, New York
12. Dellaert B.G.C., and Kahn B. How tolerable is delay? Consumers' evaluations of internet web sites after waiting. Journal of Interactive Marketing 13 1 (1999) 41-54
13. Dijkstra M., and van Raaij F. Media effects by involvement under voluntary exposure: A comparison of television, print and static internet. Journal of Euromarketing 11 2 (2001) 1-21
14. Donovan R.J., Rossiter J.R., Marcoolyn G., and Nesdale A. Store atmosphere and purchasing behavior. Journal of Retailing 70 3 (1994) 283-294
15. Edell J.A., and Keller K.L. The information processing of coordinated media campaigns. Journal of Marketing Research 26 3 (1989) 149-163
16. Eroglu S., Machleit K.A., and Davis L. Empirical testing of online store atmospherics and shopper responses. Psychology & Marketing 20 2 (2003) 139-150
17. Forsyth J.E., Lavoie J., and McGuire T. Segmenting the e-market. McKinsey Quarterly 4 (2000) 1-4
18. Fournier S. Consumers and their brands: Developing relationship theory in consumer research. Journal of Consumer Research 24 40 (1998) 343-373
19. Fredrickson B.L., and Kahneman D. Duration neglect in retrospective evaluations of affective episodes. Journal of Personality and Social Psychology 65 1 (1993) 45-55
20. Griffith D.A., Krampf R.F., and Palmer J.W. The role of interface in electronic commerce: Consumer involvement with print versus on-line catalogs. International Journal of Electronic Commerce 5 4 (2001) 135-153
21. Hoffman D.L., and Novak T.P. Marketing in hypermedia computer-mediated environments: Conceptual foundations. Journal of Marketing 60 4 (1996) 50-68
22. Holland J., and Menzel-Baker S. Customer participation in creating brand site loyalty. Journal of Interactive Marketing 15 4 (2001) 34-45
23. Holzwarth M., Janiszewski C., and Neuman M.M. The influence of avatars on online consumer shopping behavior. Journal of Marketing 70 4 (2006) 19-36
24. Hubbard T.L. Memory psychophysics. Psychological Research 56 (1994) 237-250
25. Kemper T.D. A social interactional theory of emotions (1978), Wiley, New York
26. Klein L.R. Creating virtual product experiences: The role of telepresence. Journal of Interactive Marketing 17 1 (2003) 41-55
27. Koufaris M. Applying the technology acceptance model and flow theory to online consumer behavior. Information Systems Research 13 2 (2002) 205-223
28. Leong E.K.F., Huang X., and Stanners P. Comparing the effectiveness of the website with traditional media. Journal of Advertising Research 38 5 (1998) 44-49
29. Levine R., Locke C., Searls D., and Weinberger D. The Cluetrain manifesto: The end of business as usual (2000), Perseus Book Group, Cambridge, MA
30. Lindgaard G., Fernandes G., Dudek C., and Brown J. Attention web designers: You have 50 milliseconds to make a first impression!. Behaviour and Information Technology 25 2 (2006) 115-126
31. Lindstrom, M. (1999, August 26). Morphing offline into online. Retrieved February 1, 2008, from http://www.clickz.com/showPage.html?page=816981
32. Machleit K.A., and Eroglu S.A. Describing and measuring emotional response to shopping experience. Journal of Business Research 49 2 (2000) 101-112
33. MacKenzie S.B., and Lutz R.J. An empirical examination of the structural antecedents of attitude toward the ad in an advertising pretesting context. Journal of Marketing 53 2 (1989) 48-65
34. McAlexander J.H., Schouten J.W., and Koenig H.F. Building a brand community. Journal of Marketing 66 1 (2002) 38-54
35. Novak T.P., Hoffman D.L., and Duhachek A. The influence of goal-directed and experiential activities on online flow experiences. Journal of Consumer Psychology 13 1&2 (2003) 3-16
36. Novak T.P., Hoffman D.L., and Yung Y.F. Measuring the customer experience in online environments: A structural modeling approach. Marketing Science 19 1 (2000) 22-44
37. Peracchio L.A., and Meyers-Levy J. Evaluating persuasion-enhancing techniques from a resource matching perspective. Journal of Consumer Research 24 2 (1997) 178-191
38. Petty R.E., and Cacioppo J.T. Attitudes and persuasion: Classic and contemporary approaches (1981), WC Brown, Dubuque, IA
39. Philport J.C., and Arbittier J. Advertising: Brand communications styles in established media and the internet. Journal of Advertising Research 37 2 (1997) 68-76
40. Plutchik R. The psychology and biology of emotion (1994), Harper Collins, New York
41. Ross W.T., and Simonson I. Evaluations of pairs of experiences: A preference for happy endings. Journal of Behavioral Decision Making 4 (1991) 273-282
42. Shiv B., and Fedorikhin A. Heart and mind in conflict: The interplay of affect and cognition in consumer decision making. Journal of Consumer Research 26 3 (1999) 278-292
43. Steenkamp J.B., and Dekimpe M.G. The increasing power of store brands: Building loyalty and market share. Long Range Planning 30 6 (1997) 917-930
44. Steuer J. Defining virtual reality: Dimensions of determining telepresence. Journal of Communication 42 4 (1992) 73-93
45. Thorbjornsen H., Supphellen M., Nysveen H., and Pedersen P.E. Building brand relationships online: A comparison of two interactive applications. Journal of Interactive Marketing 16 3 (2002) 17-34
46. Trouble brewing. (2007, March 1). The Economist. Retrieved February 1, 2008, from http://www.economist.com/business/displaystory.cfm?story_id=8776372
47. Varey C., and Kahneman D. Experiences extended across time: Evaluation of moments and episodes. Journal of Behavioral Decision Making 5 3 (1992) 169-185
48. Watson L., and Spence M.T. Causes and consequences of emotions on consumer behaviour: A review and integrative cognitive appraisal theory. European Journal of Marketing 41 5/6 (2007) 487-511