ub.xmlui.mirage2.page-structure.muninLogoub.xmlui.mirage2.page-structure.openResearchArchiveLogo
    • EnglishEnglish
    • norsknorsk
  • Velg spraakEnglish 
    • EnglishEnglish
    • norsknorsk
  • Administration/UB
View Item 
  •   Home
  • Fakultet for biovitenskap, fiskeri og økonomi
  • Handelshøgskolen ved UiT
  • Artikler, rapporter og annet (Handelshøgskolen)
  • View Item
  •   Home
  • Fakultet for biovitenskap, fiskeri og økonomi
  • Handelshøgskolen ved UiT
  • Artikler, rapporter og annet (Handelshøgskolen)
  • View Item
JavaScript is disabled for your browser. Some features of this site may not work without it.

Consumer attention to price in social commerce: Eye tracking patterns in retail clothing

Permanent link
https://hdl.handle.net/10037/10527
DOI
https://doi.org/10.1016/j.jbusres.2016.04.072
Thumbnail
View/Open
article.pdf (516.6Kb)
(PDF)
Date
2016-11
Type
Journal article
Tidsskriftartikkel
Peer reviewed

Author
Menon, R.G. Vishnu; Sigurdsson, Valdimar; Larsen, Nils Magne; Fagerstrøm, Asle; Foxall, G. R.
Abstract
Although the literature establishes the importance of pricing in relation to traditional retailers and e-commerce, few studies consider its importance in social commerce. This study uses eye tracking to examine observational behavior as fixation time on price and the total fixation time on a Facebook page that displays clothing products. This study employs interventions both directly related (via different prices of clothes and price visibility) and indirectly related (via human models vs. mannequins) to the price label. Results show a U-shape function for fixations on price and total fixations on a page with respect to price for females who buy for themselves and males who buy for their partners. This finding points not only to the utilitarian position of price, but also to its informational role. This study introduces a conceptual framework for further research, focused on the mechanisms through which social commerce can lead to increased sales and profits.
Description
Source: http://www.sciencedirect.com/science/article/pii/S0148296316302351
Publisher
Elsevier. Journal of Business Research, Volume 69, Issue 11, November 2016, Pages 5008–5013
Citation
Menon RV, Sigurdsson V, Larsen NM, Fagerstrøm A.F., Foxall GR. Consumer attention to price in social commerce: Eye tracking patterns in retail clothing. Journal of Business Research. 2016;69(11):5008-5013
Metadata
Show full item record
Collections
  • Artikler, rapporter og annet (Handelshøgskolen) [635]

Browse

Browse all of MuninCommunities & CollectionsAuthor listTitlesBy Issue DateBrowse this CollectionAuthor listTitlesBy Issue Date
Login

Statistics

View Usage Statistics
UiT

Munin is powered by DSpace

UiT The Arctic University of Norway
The University Library
uit.no/ub - munin@ub.uit.no

Accessibility statement (Norwegian only)