The influence of regulatory fit and interactivity on brand satisfaction and trust in e-health marketing inside 3d virtual worlds (second life)

Cyberpsychology, Behavior, and Social Networking

Volumn 13, Issue 6, 2010, Pages 673-680

  Jin, Seung A Annie ^a   Lee, Kwan Min ^b,c  

^a BOSTON COLLEGE   (United States)

^b UNIVERSITY OF SOUTHERN CALIFORNIA   (United States)

^c Sungkyunkwan University   (South Korea)

Author keywords

[No Author keywords available]

Indexed keywords

ARTICLE; COMPUTER INTERFACE; CONSUMER; HUMAN; MARKETING; THEORETICAL MODEL; TRUST;

CONSUMER SATISFACTION; HUMANS; MARKETING; MODELS, THEORETICAL; TRUST; USER-COMPUTER INTERFACE;

EID: 78650276771     PISSN: 21522715     EISSN: 21522723     Source Type: Journal    
DOI: 10.1089/cyber.2009.0292     Document Type: Article

References (66)

1. Ahern DK. Challenges and opportunities of eHealth re-search. American Journal of Preventive Medicine 2007; 32: S75-82.
2. Eysenbach G. What is e-health? Journal of Medical Internet Research 2001; 3. www.jmir.org/2001/2/e20 (accessed May 11, 2009).
3. Pagliari C, Sloan D, Gregor P, et al. What is e-health (4): A scoping exercise to map the field. Journal of Medical Internet Research 2005; 7. www.jmir.org/2005/1/e9? (accessed May 11, 2009).
4. Fox J, Arena D, Bailenson JN. Virtual reality: A survival guide for the social scientist. Journal of Media Psychology 2009; 21:95-113.
5. Bailenson JN, Blascovich J, Beall AC, et al. Equilibrium theory revisited: Mutual gaze and personal space in virtual environments. Presence: Teleoperators & Virtual Environ-ments 2001; 10:583-98.
6. Williams D. Virtual cultivation: Online worlds, offline per-ceptions. Journal of Communication 2006; 56:69-87.
7. Higgins ET. Beyond pleasure and pain. American Psychol-ogist 1997; 52:1280-300.
8. Kohler T, Matzler K, Füller J. Avatar-based innovation: Using virtual worlds for real-world innovation. Technova-tion 2009; 29:395-407.
9. Jin SA. The roles of modality richness and involvement in shopping behavior in 3D virtual stores. Journal of Interactive Marketing 2009; 23:234-46.
10. Bahorsky R, Graber J, Mason S. (1998) Official Internet dic-tionary: A comprehensive reference for professionals. Portland, ME: ABS Consulting.
11. Bente G, Rüggenberg S, Krämer NC, Eschenburg F. Avatar-based mediated networking: Increasing social presence and interpersonal trust in net-based collaborations. Human Communication Research 2008; 34:287-318.
12. Sivaramakrishnan S, Wan F, Tang Z. Giving an "e-human touch" to e-tailing: The moderating roles of static informa-tion quantity and consumption motive in the effectiveness of an anthropomorphic information agents. Journal of Inter-active Marketing 2007; 21:60-75.
13. Komiak S, Wang W, Benbasat I. Trust building in virtual salespersons versus in human salespersons. E-Service Journal 2005; 3:49-63.
14. Jin SA. The roles of regulatory focus and medical recom-mendation avatars' trustworthiness in virtual environment-based e-health. CyberPsychology, Behavior, & Social Networking 2010; in press.
15. Jin SA. The effects of incorporating a virtual agent in a computer-aided test designed for stress management education: The mediating role of enjoyment. Computers in Human Behavior 2010; in press.
16. Jin SA. E-health education on Human Papillomavirus: The effects of message framing in 3D virtual environment-based e-health intervention on HPV preventive behavioral inten-tions. Health Communication Research 2009; 1:49-64.
17. Jin SA. Leveraging avatars in 3D virtual environments (Second Life) for interactive learning: The moderating role of behavioral activation system vs. behavioral inhibition system and the mediating role of enjoyment. Interactive Learning Environments 2010; in press.
18. van Vugt HC, Konijn EA, Hoorn, JF, et al. When too heavy is just fine: Creating trustworthy e-health advisors. Inter-national Journal of Human-Computer Studies 2009; 67: 571-83.
19. Silverman BG, Andonyadis C, Morales A. Web-based health care agents: The case of reminders and todos, too (R2Do2). Artificial Intelligence in Medicine 1998; 14:295-316.
20. Bickmore TW, Pfeifer LM, Paasche-Orlow MK. Using com-puter agents to explain medical documents to patients with low healthy literacy. Patient Education & Counseling 2009; 75:315-20.
21. Whitten P, Steinfield C, Hellmich S. Ehealth: Market potential and business strategies. Journal of Computer-Mediated Com-munication 2001; 6. www3.interscience.wiley.com/cgibin? fulltext/120837825/HTMLSTART (accessed May 11, 2009).
22. Otto JR, Chung QB. A framework for cyber-enhanced retailing: Integrating ecommerce retailing with brick-and-mortar retailing. Electronic Markets 2000; 10:185-91.
23. Steinfield C, Bouwman H, Adelaar T. (2001) Combining physical and virtual channels: Opportunities, imperative and challenges. www.msu.edu/~steinfie/ Bledfinal.pdf (ac-cessed Aug. 28, 2009).
24. Second Life. (2009) How corporations use virtual worlds. secondlifegrid.net/slfe/corporations-use-virtual-world (ac-cessed May 11, 2009).
25. Donath J. Virtually trustworthy. Science 2007; 317:53-4.
26. Dwyer RR, Schurr PH, Oh S. Developing buyer-seller rela-tionships. Journal of Marketing 1987; 51:11-27.
27. Garbarino E, Johnson MS. The different roles of satisfaction, trust, and commitment in customer relationships. Journal of Marketing 1999; 63:70-87.
28. Czepiel JA, Rosenberg LJ, Akerele A. (1974) Perspectives on customer satisfaction. In AMA Educator's Proceedings. Chicago: American Marketing Association, pp. 119-23.
29. Ganesan S. Determinants of long-term orientation in buyer-seller relationships. Journal of Marketing 1994; 58:1-19.
30. Delgado-Ballester E, Munuera-Alemán JL. Brand trust in the context of consumer loyalty. European Journal of Marketing 2001; 35:1238-58.
31. Selnes F. Antecedents and consequences of trust and satis-faction in buyer-seller relationships. European Journal of Marketing 1998; 32:305-22.
32. De Wulf K, Schillewaert N, Muylee S, et al. The role of pleasure in Web site success. Information & Management 2006; 43:434-46.
33. Moorman C, Zaltman G, Deshpandé R. Relationships be-tween providers and user of market research: The dynamics of trust within and between organizations. Journal of Mar-keting Research 1992; 29:314-28.
34. Bütter OB, Göritz AS. Perceived trustworthiness of online shops. Journal of Consumer Behaviour 2008; 7:35-50.
35. Schlosser AE, White TB, Lloyd SM. Converting Web site visitors into buyers: How Web site investment increases consumer trusting beliefs and online purchase intentions. Journal of Marketing 2006; 70:133-48.
36. Chaudhuri A, Holbrook MB. The chain effects from brand trust and brand affect to brand performance: The role of brand loyalty. Journal of Marketing 2001; 65:81-93.
37. Doney PM, Cannon JP. An examination of the nature of trust in buyer-seller relationships. Journal of Marketing 1997; 61:35-51.
38. Moorman C, Deshpandé R, Zaltman G. Factors affecting trust in market research relationships. Journal of Marketing 1993; 57:81-101.
39. Delgado-Ballester E. Applicability of a brand trust scale across product categories. European Journal of Marketing 2002; 38:573-92.
40. Eysenbach G, Powell J, Kuss O, et al. Empirical studies as-sessing the quality of health information for consumers on the world wide web: A systematic review. Journal of the American Medical Association 2002; 287:2691-700.
41. Arruñada B. Quality safeguards and regulation of online pharmacies. Health Economics 2004; 13:329-44.
42. Higgins ET. Making a good decision: Value from fit. American Psychologist 2000; 55:1217-30.
43. Spiegel S, Grant-Pillow H, Higgins ET. How regulatory fit enhances motivation strength during goal pursuit. European Journal of Social Psychology 2004; 34:39-54.
44. Hong J, Lee AY. Be fit and be strong: Mastering self-regulation through regulatory fit. Journal of Consumer Re-search 2008; 34:682-94.
45. Jain SP, Lindsey C, AgrawalN, et al. For better or for worse? Valenced comparative frames and regulatory focus. Journal of Consumer Research 2007; 34:57-65.
46. Keller PA. Regulatory focus and efficacy of health messages. Journal of Consumer Research 2006; 33:109-14.
47. Aaker JL, Lee AY. I seek pleasures and we avoid pains: The role of self regulatory goals in information processing and persuasion. Journal of Consumer Research 2001; 28:33-49.
48. Lee AY, Aaker JL. Bringing the frame into focus: The influ-ence of regulatory fit on processing fluency and persuasion. Journal of Personality & Social Psychology 2004; 86:205-18.
49. Fortin DR, Dholakia RR. Interactivity and vividness effects on social presence and involvement with a web-based ad-vertisement. Journal of Business Research 2005; 58:387-96.
50. Song JH, Zinkhan GM. Determinants of perceived Web site interactivity. Journal of Marketing 2008; 72:99-113.
51. Alba J, Lynch J, Weits B, et al. Interactive home shopping: Consumer, retailer, and manufacturer incentives to participate in electronic marketplaces. Journal of Marketing 1997; 6:38-53.
52. Deighton JA, Kornfeld L. Interactivity's unanticipated con-sequences for marketers and marketing. Journal of Inter-active Marketing 2009; 23:4-10.
53. Yoon D, Choi SM, Sohn D. Building customer relationships in an electronic age: The role of interactivity of e-commerce web sites. Psychology & Marketing 2008; 25:602-18.
54. Liu Y. Developing a scale to measure the interactivity of Web sites. Journal of Advertising Research 2003; 43:207-16.
55. Hoffman DL, Novak TP. Marketing in hypermedia computer-mediated environments: Conceptual foundations. Journal of Marketing 1996; 60:50-68.
56. Williams F, Rice RE, Rogers EM. (1988) Research methods and the new media. New York: Free Press.
57. Rafaeli S. (1989) Interactivity: From new media to commu-nication. In Hawkins RP, Wiemann JM, Pingree S, eds. Advancing communication science. Thousand Oaks, CA: Sage, pp. 110-34.
58. Teo HH, Oh LB, Liu C, et al. An empirical study of the effects of interactivity on web user attitude. International Journal of Human-Computer Studies 2003; 58:281-305.
59. Freitas AL, Higgins ET. Enjoying goal-directed action: The role of regulatory fit. Psychological Science 2002; 13:1-6.
60. Holzwarth M, Janiszewski C, Neumann MM. The influence of avatars on online consumer shopping behavior. Journal of Marketing 2006; 70:19-36.
61. Hess JS. (1995) Construction and assessment of a scale to measure consumer trust. In Stern BB, Zinkhan GM, eds. 1995 AMA Educator's Proceedings. Vol. 6. Chicago: American Marketing Association, pp. 20-6.
62. Naquin CE, Paulson GD. Online bargaining and interper-sonal trust. Journal of Applied Psychology 2003; 88:113-20.
63. Ailawadi KL, Beauchamp JP, Donthu N, et al. Commu-nication and promotion decisions in retailing: A review and directions for future research. Journal of Retailing 2009; 85:42-55.
64. Bulgar DW. The evolution of relationship marketing: Reaching an audience of one. Direct Marketing 1999; 61:54-7.
65. Hawkins RP, Kreuter M, Resnicow K, et al. Understanding tailoring in communicating about health. Health Education Research 2008; 23:454-66.
66. Ganesan S, Hess R. Dimensions and levels of trust: Impli-cations for commitment to a relationship. Marketing Letters 1997; 8:439-48.