Title

The effect of interpersonal trust, need for cognition, and social loneliness on shopping, information seeking and surfing on the Web

Authors

Authors

S. Das; R. Echambadi; M. McCardle;M. Luckett

Abbreviated Journal Title

Mark. Lett.

Keywords

consumer behavior; Internet marketing; personality traits; interpersonal; trust; need-for-cognition; social loneliness; PRIVACY CONCERNS; INTERNET; PERSONALITY; VALIDITY; ONLINE; MODEL; USAGE; PLS; Business

Abstract

This study contends that certain personality traits of e-consumers have an affect on their shopping, surfing and information seeking behaviors on the Web. Specifically, it is proposed that e-consumers who are low on interpersonal trust are less likely to shop on the Web due to their heightened concerns with Web security. Similarly, an argument is made that e-consumers who enjoy cognitively demanding processing tasks are more likely to use the Web for information search. Finally, it is posited that social loners will be selectively drawn to Web surfing. Findings from an empirical study are presented which support these assertions. Implications of this study for marketers and future researchers are discussed.

Journal Title

Marketing Letters

Volume

14

Issue/Number

3

Publication Date

1-1-2003

Document Type

Article

Language

English

First Page

185

Last Page

202

WOS Identifier

WOS:000186420100004

ISSN

0923-0645

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