Sense and sensibility in personalized e-commerce: How emotions rebalance the purchase intentions of persuaded customers
Journal article, Peer reviewed
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Original versionPsychology & Marketing. 2017, 34 (10), 972-986. 10.1002/mar.21036
This research develops and tests a theoretical model of customer persuasion in personalized online shopping, building on information processing theory, and addressing cognitive and affective stages of the persuasion process. Data from 582 experienced online customers were used to validate the proposed model through structural equation modeling and multigroup analysis. Results show that quality of personalization, message quality, and benefits of the personalized rec- ommendations are important in the persuasion process. Positive emotions increase the effect of persuasion on purchase intentions, contrary to negative emotions. The study extends online per- sonalization theory, offers an in-depth analysis of the persuasion process in online shopping, and provides valuable recommendations for personalized online marketing.