基于心理契约的网络消费者重复购买意向实证研究

网络营销情景下,消费者在进行购买决策时对心理和情感层面的感知依存度很高,通过对消费者交易心理契约、关系心理契约与感知风险、网络信息以及重复购买行为之间的关系假设,并对这些变量进行分别测量的关系验证后发现,关系心理契约主要通过影响消费者的网络信任来影响重复购买意向,而交易心理契约尽管同样主要是通过网络信任来影响重复购买行为意向,但其对网络信任的影响度要低于关系心理契约。从这一点来看,加强关系营销是提高网络营销效果的重要途径。     

The influence of perceived risk on Internet shopping behavior: a multidimensional perspective

The present study analyzes the influence that perceived risk in online shopping has on the process of e‐commerce adoption by end consumers. With this aim, the Technology Acceptance Model is taken as a reference framework, proposing an Extended E‐Commerce Acceptance Model that includes the diverse constructs of perceived risk: financial, performance, social, time, psychological and privacy. Empirical evidence is obtained from two samples, one is composed by Internet users with no experience in web shopping and the other is formed by online buyers. The results obtained confirm that the intention to shop through the Internet is positively influenced by general attitude toward the system and negatively influenced by the risk associated with the Web. Regarding the importance of the risk dimensions considered in the study, the economic and performance facets are the ones that have a greater influence on e‐commerce adoption, while social and time dimensions are the less relevant.     

Effects of the risk sources and user involvement on e-commerce adoption: application to tourist services

Past research has focused on the dimensions (consequences) of perceived risk and the effect of global risk on e-commerce adoption by consumers. This paper uses a new approach to examine the influence of perceived risk on e-commerce adoption and, on the basis of the Theory of Planned behaviour (TPB), develops an integrative model that includes the effect of three risk sources (i.e. technology, vendor and product) on the attitude towards the website use and online purchasing intention of users. In addition, this study examines how involvement, one of the main determinants of consumer behaviour, affects the role of these sources of perceived risk in e-commerce adoption. The results obtained in a sample of 1083 users of tourist services suggest that technology risk is the main determinant of online purchasing intention, which is also influenced by the variables from the TPB model. For its part, the technology risk and vendor risk have a negative influence on attitude towards the website use. In addition, both types of risk have a higher negative effect on attitude in the case of high-involvement users, supporting the moderating influence of involvement on e-commerce adoption. From a practical point of view, the findings of this research help managers to implement actions aimed at reinforcing the users’ trust in their websites and, consequently, at fostering the online purchase.     

An integrative model of installed online trust in the financial services industry

Trust is crucial for any long-term consumer–vendor relationship. It is a central component in many traditional and electronic commercial activities. Studies to date have mostly examined the antecedents that influence initial online trust (new customers), neglecting installed trust in the online company. Thus, the purpose of this article is to test an integrative model of installed online trust in the financial services industry. An online survey conducted with 476 panel members reveals that three website features, namely, design, perceived security/privacy and information quality, as well as quality of support (relationship characteristic), positively affect installed online trust. Findings show that unlike for initial online trust, reputation (company characteristic) does not influence installed online trust. The study also confirmed that installed online trust influences the four levels of loyalty (cognitive, affective, conative and behavioural). Some practical implications are provided.     

Factors affecting investors’ intention to purchase gold and silver bullion: evidence from Malaysia

Gold and silver prices have surged since the 1980s, and they have been used as a store of value for fear of a financial meltdown. However, gold and silver in the form of bullion are still not so popular compared with other gold and silver products (jewellery) and other financial instruments in Malaysia. Limited study has actually verified the factors that affect the investors’ intention to purchase bullion. Thus, this study explores factors affecting investors’ behaviour and their intention to purchase bullion based on the Theory of Planned Behaviour. This study also examines the moderating effect of scepticism between investors’ behaviour and their intention to purchase bullion. A total of 208 sets of data collected in a self-administered online structured survey was analysed using PLS-SEM. This study finds that investors’ behavioural belief and control belief significantly and positively affect their respective attitude towards behaviour and perceived behavioural control and, thus, intention to purchase bullion. Results are found insignificant for normative belief, normative attitude and intention to purchase bullion and the moderating effect of scepticism in affecting investors’ intention to purchase bullion. The findings of this study hope to provide insight and deeper understanding to bullion traders and financial advisors in improving their marketing strategies in growing interest in the bullion market.

     

Does prevention as an investment strategy explain the intention to purchase guarantees for unit-linked life insurance?

The present paper examines the relationship between prevention as an investment strategy and the perceptions about unit-linked insurance on the intention to purchase interest rate guarantees for such products. We propose a framework in which the relationship between adopting prevention as an investment strategy, and the intention to purchase interest rate guarantees is moderated by the level of financial literacy of the individual and this interaction is mediated by the perceptions regarding unit-linked insurance. We find support for our conceptual model by testing it on a sample of 1017 financial decision makers in Germany using a moderated mediation analysis. The paper therefore offers insights into the decision-making process of financial consumers in Germany and presents practical implications for designing products for age-old provision.     

Attitudes Towards Genetically Modified Food with a Specific Consumer Benefit in Food Allergic Consumers and Non‐food Allergic Consumers

The aim of the reported study was to investigate attitudes towards genetically modified food with a specific consumer benefit. Fifty food allergic and one hundred non‐allergic consumers took part in a telephone interview study in each of Austria, Spain and the Netherlands. Participants were first asked about their purchase intentions for an unspecified genetically modified food. Next, participants were asked about their purchase intentions for a genetically modified food with a specific consumer benefit. Food allergic consumers were asked about ‘low‐allergen food’ produced using genetic modification and non‐allergic consumers were asked about ‘food that benefits your health’ produced using genetic modification. It was found that intention to purchase genetically modified food with these specific benefits was higher than intention to purchase an unspecified genetically modified food.     

Managing perceived risk for credit card purchase through supplementary services

The present study aims to understand the significance of supplementary services as nonpersonal sources of information to consumers to handle perceived risk associated with the purchase of credit card services. The impact of supplementary services is particularly studied towards functional risk and psychological risk. The study is based on primary data collected by a survey with the help of a questionnaire administered through personal interviews. It is found that supplementary services can play a significant role in controlling functional and psychological perceived risk associated with credit card services. Marketers of credit cards can enhance the value of services to customers and can thus enhance purchase possibilities by reducing perceived risk through supplementary services that are controllable. Perceived risk in financial services marketing is an important factor from the consumers’ point of view for purchase decisions and is also an issue of significance to service marketers. It is an original attempt to examine the relationship between perceived risk and supplementary services.     

Genetic engineering,genetic modification,or agricultural biotechnology: does the term matter?

The risk perception and communication literature appears to use terms such as genetic engineering (GE), genetic modification (GM), and agricultural biotechnology (agbiotech) almost interchangeably. The present research therefore seeks to compare the effect of these three terms on consumers’ cognitive, affective and behavioral component of attitude. The variables under investigation are consumers’ perceptions of risk, benefits, personal control over technology, support and promotion of the development of technology, dread, labeling, and purchase intentions. The study draws on the equivalency framing literature in conducting two question wording experiments whereby participants are randomly assigned to receive a version that uses just one of the three different terms. The first experiment found that the framing effect of food technology as either GE or GM may be contingent on source of information. When the technology was framed as GE and the information source was a consumer organization, respondents reported higher perceived personal control over the technology compared to when the information source was government, newspaper, or no source. Therefore, framing food as GE may be a somewhat beneficial for those who seek to promote the technology while framing the technology as GM might help those who oppose the technology. The second experiment found that using the terms agbiotech and GE were associated with higher perceived benefits, positive feelings, and purchase intention compared to GM. The ‘agbiotech’ term garnered the most relative support for the technology. Implications are discussed.     

The influencing factors of satisfaction and lending intention in online lending investment: an empirical study based on the Chinese market

This paper develops a platform‐based influencing factors model which considers value perception, risk prevention measure, non‐default experience, trust and incentive gap, to better examine the impact of platforms on investors’ satisfaction and lending intention based on the Chinese market. The results reveal that the first four factors positively influence the satisfaction of the investors, while the incentive gap has a negative impact, and there is a positive association between investors’ satisfaction and lending intention. Some specific features of China’s online lending market are identified, which provides valuable insights for online lending platforms and the government.     

Psychological determinants of financial buffer saving: the influence of financial risk tolerance and regulatory focus

With governments redistributing more responsibilities unto citizens, individuals have an increasing need for financial resources acting as a buffer against life’s setbacks and unexpected expenditures. The purpose of this study was to examine psychological determinants of saving for a financial buffer, for which a theoretical model was formulated based on the theory of planned behaviour with three new, domain-specific psychological constructs: financial risk tolerance, regulatory focus and perceived saving barriers. Data were collected with an online questionnaire that utilised convenience and snowball sampling to target both students and working individuals (N = 272). Regression analyses offered support for the proposed model, showing that participants’ financial risk tolerance (i.e. an individual’s attitude towards financial risk taking) was significantly associated with their subjective financial knowledge and regulatory focus. Furthermore, perceived financial self-efficacy and financial risk tolerance both predicted participants’ intention to save for a financial buffer. In turn, perceived financial self-efficacy and saving intention predicted self-reported saving behaviour. Importantly, perceived saving barriers mediated the relationship between saving intention and self-reported saving behaviour. In line with the proposed model, results also showed that a specific attitude-based construct (financial risk tolerance) is a considerably better predictor of saving intention than general measures of attitude towards saving. This study is also the first to demonstrate that regulatory focus influences financial risk tolerance. Implications of these findings for stimulating saving behaviour are discussed.     

参考群体对消费者网络购买决策影响的实证研究

以参考群体的信用水平、感知价值水平为自变量,设计3×2×4的模拟实验,考量参考群体对消费者网络购买决策的影响.结果表明:不同信用度的参考群体对消费者网络购买决策有显著正向影响,参考群体的信用度越高,消费者的网络购买决策所受影响越大;不同感知价值的参考群体对消费者网络购买不同产品的决策均有正向显著影响,感知价值越高,消费者购买决策越受影响.参考群体的信用水平与感知价值的交互作用对消费者网络购买决策有正向显著影响.     

Testing the risk as feeling and risk as analysis perspective for insurance: the antecedents of purchasing unit-linked life insurance products

Risk and uncertainty are critical to human decision-making. Yet our understanding of the underlying traits that present the foundation of decision-making remains limited. The work develops a causal model of the antecedents of consumers’ purchase behavior in the context of unit-linked life insurance products. Our experimental approach (n?=?929) builds on the risk as analysis and risk as feeling perspective, which entails huge theoretical and practical contributions. Risk avoidance and uncertainty avoidance are identified to strongly influence the product perceptions. We complement our findings by investigating the conditions that favor the influence of both traits by investigating moderating effects.     

The influence of marketing communications strategy on consumer purchasing behaviour in the financial services industry in an emerging economy

The financial services sector is characterised by a high level of consumer perceived risk and irrational behaviour in decision-making, which is predominantly influenced by the effect of communication and the application of heuristics as a function of communication in consumer decision-making. This situation promotes marketing communication as one of the most essential activities that financial institutions rely on to mitigate the perceived risks and to satisfy consumers’ quest in understanding financial products. Hence the importance of this research is to establish the effects of marketing communication on consumer purchasing behaviour in emerging economies that are experiencing expanded financial markets but limited corresponding research insight. To achieve the aim of this study, the research uses data from 360 customers of selected financial institutions in Ghana. The hypotheses are tested using the structural equations modelling technique. The results of the study reveal marketing communication strategies evaluated have positive and significant impacts on consumer purchase behaviour. However, amongst the marketing communication strategies tested advertising and celebrity endorsement were found to have an insignificant relationship with consumer purchase behaviour. The study offers practical and theoretical insights into understanding the dynamics and nuances of the integrated marketing communication mix and how they influence the purchase behaviours of consumers.

     

Understanding the intention to use mobile banking by existing online banking customers: an empirical study

The Indian banking sector can take advantage of the proliferation of smartphones as well as the government’s encouragement of cashless transactions to accelerate the use of mobile and online banking. The purpose of this study is to understand the initial acceptance of mobile banking by existing online banking users. Few studies have focused on online banking users’ behavioural intention to use similar services (such as mobile banking) in India. To this end, a theoretical model was developed using the technology acceptance model, which was extended to cover the adoption factors that influence users of online banking to use mobile banking. These adoption factors comprise perceived ease of use, perceived security, mobile self-efficacy, social influence and customer support. The dependent variable is customers’ behavioural intention to use mobile banking. A partial least squares structural equation modelling analysis was used to test the theoretical model with sample data from 420 online banking customers of various public, private, foreign and co-operative banks in India. The study found that the adoption factors had a significant impact on customers’ behavioural intention to use mobile banking. The findings of this study provide insight into digital banking channels, contribute to existing research on digital banking adoption and will educate banks and financial institutions on the adoption of mobile banking in India.

     

社会互动与健康保险购买意愿关系研究

本文系统检验了社会互动对受访者购买健康保险意愿的影响。结果表明:网络互动和传统互动均显著提高消费者为自己购买健康保险的意愿,而且网络互动的影响力更大;网络互动对为父母健康保险的购买意愿没有解释力,传统互动则显著提高了消费者为父母购买健康保险的意愿。本文在检验影响健康保险购买意愿的传统因素之外,重点关注社会互动的影响,为分析个体的保险决策提供新的视角。     

A comprehensive model of information search and processing behaviour of mutual fund investors

Understanding the investment behaviour, specifically information search and processing behaviour of mutual fund (MF) investors is a key to the effective marketing of MF schemes, and yet we have only limited understanding of it. This study proposes and validates a model of information search and processing of MF investors. The proposed model is arrived at by combining the limited insights from the existing studies dispersed across multiple domains of literature, viz., Traditional Finance, Behavioural Finance and Consumer Behaviour. The model suggests that: (i) MF investors’ subjective knowledge (SK) negatively impacts their perceived purchase risk (PPR); (ii) MF investors’ SK positively impacts their purchase decision involvement (PDI); (iii) PPR negatively impacts their PDI; (iv) PDI positively impacts their depth of information search (DIS) and information processing behaviour (DIP); and (v) DIS positively impacts their DIP. The model is empirically validated through structural equation modelling of data collected from a survey of 268 MF investors. The implications of the model, as are relevant for the MF marketers and the policymakers, are also discussed.     

The effects of board gender diversity on a firm's risk strategies

We study whether board gender diversity (BGD) affects corporate risk strategies. Specifically, we investigate the association between BGD and firms’ reputation risk and financial risk. Using S&P data from 1997 to 2013, we find that BGD is negatively associated with tax avoidance, suggesting firms with gender‐diverse boards are more cautious about potential reputation risks associated with aggressive tax strategies. However, we find that BGD is positively associated with firms’ financial risk. The combined findings illustrate that BGD aligns a firm's risk exposure closer to risk‐neutral shareholders’ preferences by reducing reputation risk exposure while enabling necessary financial risk exposure.     

The consequences of perceived risk and objective knowledge for consumers’ investment behavior

Knowledge and risks have a focal role in consumer behavior. However, studies on consumers’ perceive risks in decision situations and the influence of objective knowledge and experience on risk perceptions, consumers’ attitudes and behavioral intentions are scarce. This paper introduces and tests a novel conceptual model that shows how consumers’ objective financial knowledge and investing experience affect their future investment intentions mediated by perceived risks, and attitudes toward investing. The data were analyzed using structural equation modeling. The proposed model fits the data and accounts for attitudes and intentions to investing. This study advances knowledge by directly measuring the behavior-related objective knowledge and experience. We also suggest new insights into the risk concept by showing that consumers perceive five types of risk in investing context and objective financial knowledge and investment experience has varying effects on different risks types, attitudes and intentions. The results also show significant gender differences.     

婴儿奶粉安全性对消费者选择行为的影响

以婴儿奶粉这一特殊消费群的食品为例,本文利用2013年7月在内蒙古呼和浩特市的调查数据,以结合分析（ Conjoint Analysis）技术为理论框架,分析了消费者对婴儿奶粉的选择行为和边际支付意愿。结果表明,三聚氰胺事件的发生,使消费者对婴儿奶粉的购买意愿和选择行为产生了很大的影响。对进口奶粉的边际支付意愿比较高。从国产知名的乳品大企业生产的婴儿奶粉里也检测出三聚氰胺成分这一事情,使消费者失去了对国产乳品大企业产品的信任,该事件亦重创国产商品的信誉。根据以上结论,针对婴儿奶粉安全问题,提出了相关政策建议。