The Perceived Influence of E-Shopping Cues on Customers’ Buying Decisions

SERGEEVA, Anastasia; BONGARD-BLANCHY, Kerstin; DISTLER, Verena; KOENIG, Vincent

doi:10.1145/3630970.3630980

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The Perceived Influence of E-Shopping Cues on Customers’ Buying Decisions

SERGEEVA, Anastasia; BONGARD-BLANCHY, Kerstin; DISTLER, Verena et al.

2023 • In Proceedings of XI Latin American Conference on Human Computer Interaction (CLIHC 2023),

Peer reviewed

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https://hdl.handle.net/10993/57577

DOI
10.1145/3630970.3630980

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Keywords :

E-shopping; Shopping Cues; Neuroticism; Perceived Influence; Gender; Educational Level

Abstract :

[en] E-shopping sites use a variety of design elements that affect the shopping process and lead customers to favorable buying decisions. Such elements also play a significant role as impulse buying behavior triggers. In this exploratory study based on online questionnaires (N = 401), we investigated customers’ perception of the influence of eleven common e-shopping cues on their buying decisions and explored the connection between the perceived influence of the cues and the respondents’ gender, education level, and neuroticism. We found (1) that participants group the e-shopping cues by their influence power; (2) participants’ gender and educational level contribute to a more critical/favorable perception of some shopping cues; (3) a connection between a higher level of neuroticism and greater perceived influence of shopping cues, which results in lower shopping risks. Drawing on our research, we offer several design recommendations for the advancement of e-shopping websites, particularly concerning the implementation of e-shopping cues.

Disciplines :

Computer science

Author, co-author :

SERGEEVA, Anastasia ; University of Luxembourg > Faculty of Humanities, Education and Social Sciences (FHSE) > Department of Behavioural and Cognitive Sciences (DBCS) > Cognitive Science and Assessment

BONGARD-BLANCHY, Kerstin; Luxembourg Media and Digital Design Center

DISTLER, Verena; University of the Bundeswehr Munich

KOENIG, Vincent ; University of Luxembourg > Faculty of Humanities, Education and Social Sciences > Department of Behavioural and Cognitive Sciences > Team Vincent KOENIG

External co-authors :

yes

Language :

English

Title :

The Perceived Influence of E-Shopping Cues on Customers’ Buying Decisions

Publication date :

2023

Event name :

XI Latin American Conference on Human Computer Interaction (CLIHC 2023)

Event date :

October 30-November 1, 2023

Audience :

International

Journal title :

Proceedings of XI Latin American Conference on Human Computer Interaction (CLIHC 2023),

Publisher :

Association for Computing Machinery (ACM), USA, New York, Unknown/unspecified

Peer reviewed :

Peer reviewed

Focus Area :

Entrepreneurship and Innovation / Audit

Development Goals :

10. Reduced inequalities

Additional URL :

https://doi.org/10.1145/3630970.3630980

FnR Project :

FNR14717072 - Deceptive Patterns Online, 2020 (01/06/2021-31/05/2024) - Gabriele Lenzini

Funding text :

We thank Reha Tuncer and Sophie Doublet for their insightful feedback on the initial draft’s writing and structure. This publication contributes to the DECEPTICON project, funded by the Luxembourg National Research Fund (FNR) under grant number IS/14717072. Verena Distler acknowledges funding through the project Voice of Wisdom, part of dtec.bw – Digitalization and Technology Research Center of the Bundeswehr. dtec.bw is funded by the European Union – NextGenerationEU.

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