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

    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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