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dc.contributor.authorMenon, R.G. Vishnu
dc.contributor.authorSigurdsson, Valdimar
dc.contributor.authorLarsen, Nils Magne
dc.contributor.authorFagerstrøm, Asle
dc.contributor.authorFoxall, G. R.
dc.date.accessioned2017-03-09T14:35:40Z
dc.date.available2017-03-09T14:35:40Z
dc.date.issued2016-11
dc.description.abstractAlthough 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.en_US
dc.descriptionSource: <a href=http://dx.doi.org/10.1016/j.jbusres.2016.04.072>http://www.sciencedirect.com/science/article/pii/S0148296316302351</a>en_US
dc.identifier.citationMenon 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):5008-5013en_US
dc.identifier.cristinIDFRIDAID 1354295
dc.identifier.doi10.1016/j.jbusres.2016.04.072
dc.identifier.issn0148-2963
dc.identifier.issn1873-7978
dc.identifier.urihttps://hdl.handle.net/10037/10527
dc.language.isoengen_US
dc.publisherElsevier. Journal of Business Research, Volume 69, Issue 11, November 2016, Pages 5008–5013en_US
dc.relation.journalJournal of Business Research
dc.rights.accessRightsopenAccessen_US
dc.subjectVDP::Samfunnsvitenskap: 200::Økonomi: 210en_US
dc.subjectSocial commerceen_US
dc.subjectPriceen_US
dc.subjectAttentionen_US
dc.subjectEye trackingen_US
dc.subjectRetail clothingen_US
dc.titleConsumer attention to price in social commerce: Eye tracking patterns in retail clothingen_US
dc.typeJournal articleen_US
dc.typeTidsskriftartikkelen_US
dc.typePeer revieweden_US


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