Consumer responses to high-technology products: Product attributes, cognition, and emotions
AbstractThe present study investigates how high-technology attributes influence consumer responses. Based on Mehrabian and Russell's Stimulus–Organism–Response (S–O–R) framework (1974), this study proposes that high-technology product attributes elicit consumers' cognitive (attitude) and affective states (pleasure and arousal), contributing to their approach–avoidance behavior. High-technology product users (N=408) participated in surveys. The results provide support for the model. Among six factors of high-technology product attributes (usefulness, ease of use, innovativeness of technology, visual appeal, prototypicality, and self-expression), the latter four have major influences on approach behavior through attitude (cognitive state) and pleasure (affective state). Supplemental analysis shows that attitude and pleasure influence approach–avoidance behavior directly, but that arousal affects approach–avoidance behavior indirectly via pleasure.
Download InfoIf you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
As the access to this document is restricted, you may want to look for a different version under "Related research" (further below) or search for a different version of it.
Bibliographic InfoArticle provided by Elsevier in its journal Journal of Business Research.
Volume (Year): 64 (2011)
Issue (Month): 11 ()
Contact details of provider:
Web page: http://www.elsevier.com/locate/jbusres
High-technology product; Attributes; Cognition; Emotions; S–O–R framework;
Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
- Malhotra, Naresh K., 2005. "Attitude and affect: new frontiers of research in the 21st century," Journal of Business Research, Elsevier, vol. 58(4), pages 477-482, April.
- Eric von Hippel, 1986. "Lead Users: A Source of Novel Product Concepts," Management Science, INFORMS, vol. 32(7), pages 791-805, July.
- Veryzer, Robert W, Jr & Hutchinson, J Wesley, 1998. " The Influence of Unity and Prototypicality on Aesthetic Responses to New Product Designs," Journal of Consumer Research, University of Chicago Press, vol. 24(4), pages 374-94, March.
- Eroglu, Sevgin A. & Machleit, Karen A. & Davis, Lenita M., 2001. "Atmospheric qualities of online retailing: A conceptual model and implications," Journal of Business Research, Elsevier, vol. 54(2), pages 177-184, November.
- Campbell, Margaret C & Goodstein, Ronald C, 2001. " The Moderating Effect of Perceived Risk on Consumers' Evaluations of Product Incongruity: Preference for the Norm," Journal of Consumer Research, University of Chicago Press, vol. 28(3), pages 439-49, December.
- Ward, James C. & Barnes, John W., 2001. "Control and affect: the influence of feeling in control of the retail environment on affect, involvement, attitude, and behavior," Journal of Business Research, Elsevier, vol. 54(2), pages 139-144, November.
- Meyers-Levy, Joan & Tybout, Alice M, 1989. " Schema Congruity as a Basis for Product Evaluation," Journal of Consumer Research, University of Chicago Press, vol. 16(1), pages 39-54, June.
- Muthukrishnan, A V & Kardes, Frank R, 2001. " Persistent Preferences for Product Attributes: The Effects of the Initial Choice Context and Uninformative Experience," Journal of Consumer Research, University of Chicago Press, vol. 28(1), pages 89-104, June.
- Mummalaneni, Venkatapparao, 2005. "An empirical investigation of Web site characteristics, consumer emotional states and on-line shopping behaviors," Journal of Business Research, Elsevier, vol. 58(4), pages 526-532, April.
- Tripat Gill & Jing Lei, 2009. "Convergence in the high-technology consumer markets: Not all brands gain equally from adding new functionalities to products," Marketing Letters, Springer, vol. 20(1), pages 91-103, March.
- Foxall, Gordon R. & Greenley, Gordon E., 1999. "Consumers' Emotional Responses to Service Environments," Journal of Business Research, Elsevier, vol. 46(2), pages 149-158, October.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Zhang, Lei).
If references are entirely missing, you can add them using this form.