Title

The Effect Of Interpersonal Trust, Need For Cognition, And Social Loneliness On Shopping, Information Seeking And Surfing On The Web

Keywords

Consumer behavior; Internet marketing; Interpersonal trust; Need-for-cognition; Personality traits; Social loneliness

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.

Publication Date

10-1-2003

Publication Title

Marketing Letters

Volume

14

Issue

3

Number of Pages

185-202

Document Type

Article

Personal Identifier

scopus

DOI Link

https://doi.org/10.1023/A:1027448801656

Socpus ID

3943067695 (Scopus)

Source API URL

https://api.elsevier.com/content/abstract/scopus_id/3943067695

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