Majority versus minority influence and prediction of behavioral intentions and behavior

Two experiments examined the effects of majority and minority influence on attitude-consistent behavioral intentions. In the first experiment, when attitudes were changed via minority influence there was a greater likelihood to engage in an attitude-consistent behavioral intention than when attitudes were changed via majority influence. This suggests that minority influence leads to stronger attitudes (based on systematic processing) that are more predictive of behavioral intentions, while attitude change via majority influence is due to compliance through non-systematic processing. Further support for this interpretation comes from the finding that the amount of message-congruent elaboration mediated behavioral intention. When there was no attitude change, there was no impact on behavioral intention to engage in an attitude-consistent behavior. Experiment 2 explored the role of personal relevance of the topic and also included a real behavioral measure. When the topic was of low personal relevance, the same pattern was found as Experiment 1. When the topic was of high personal relevance, thus increasing the motivation to engage in systematic processing, attitudes changed by both a majority and minority source increased behavioral intention and actual behavior. The results are consistent with the view that both majorities and minorities can lead to different processes and consequences under different situations.     

The influence of personal and public health and smart applications on biking behavior in South Korea

Bicycling is an important form of active transport that contributes to sustainability mobility as a result of its role in personal and public health and emissions reduction. The significance of which has grown since the COVID-19 pandemic outbreak. However, biking studies have neglected, in theoretical terms, developing an understanding of why consumers bike. Therefore, this research designs and verifies an extended theory of planned behavior adding personal and public health and a moderator of perceived smart application usage to help explain such consumer behavior. This study is based on a digital survey of South Koreans who biked for leisure, tourism, and/or work, utilizing partial least squares-structural equation modeling with multi-group analysis and Fuzzy-set Qualitative Comparative Analysis. Results revealed that personal health is most important to cyclists, followed by public health, attitude, and subjective norm. Interestingly, people with perceived high usage of smart applications for biking show stronger relationships between public health and attitude and perceived behavioral control and behavioral intention than low users. In contrast, individuals with perceived low usage of smart applications for biking reveal a stronger relationship between attitude and behavioral intention than high users. The high and low user groups of smart applications also distinctively differ in levels of cycling behavior. Consequently, this work offers several theoretical and managerial implications for research and practice.     

信任倾向与主观参照对网上购物意向的影响

该研究对225名大学生、在职人员进行问卷调查,通过分层回归分析探讨了信任倾向与主观参照对网上购物意向的影响。结果表明:男性在职人员的信任倾向要显著大于男大学生的信任倾向,而对于女性,这种差异不显著。工作与否、性别、学历在信任倾向、主观参照以及网上购物意向上差异不显著。主观参照对网上购物意向的影响受到信任倾向的缓冲,相对于高信任倾向的人,低信任倾向人的网上购物意向更容易受到主观参照的影响。信任倾向和主观参照对网上购物意向都有显著影响,但主观参照的回归效应更大。     

The Effects of Electronic Word of Mouth on Product Judgment and Choice: The Moderating Role of the Sense of Virtual Community1

Electronic word‐of‐mouth (WOM) communication influences potential consumer attitudes and behavioral intentions toward a product. Since consumers frequently assess online information based on their relationships with communities, rather than with individuals, online communities themselves function as referents for assessing information quality. This study examines whether consumer perceptions toward virtual communities (i.e., sense of virtual community or SOVC) moderate the perceived influence of product comments on attitude and purchase intention. This study manipulated 2 scenarios involving positive comments and negative comments regarding a newly issued game product. Analytical results indicated that SOVC reinforced the influences of online comments on attitude and purchase intention. Thus, marketers should consider the role of virtual communities when implementing WOM strategy online.     

Shopping destination choice in Tehran: An integrated choice and latent variable approach

Integrated choice and latent variable (ICLV) models are increasingly considered in many fields as a means to gain a deeper understanding into the decision process of individuals as well as to potentially improve predictive ability. Literature has shown that the application of ICLV in context of shopping destination choice has not been conducted yet. This study uses data collected from the city of Tehran, Iran on shopping destination choice of 812 individuals. Then these attitudinal questions are used for the development of latent variables regarding the attitude and lifestyle of the participants. By including one latent variable (LV) reflecting the attitudes of clothing and lifestyle’s of grocery travelers the structural model reveals a sample distribution of this LV conditional on fundamental socio-economic characteristics. The results of our latent variable model clearly confirm that personal attitude toward clothing shopping center and lifestyle indeed impact destination choice. The results show that our experiment and the expanded hybrid choice model (HCM) allow appropriately identifying and investigating the effects of mixtures of latent attitudes on the intention shopping destination choice.     

Knowledge-sharing intention in a virtual community: a study of participants in the Chinese Wikipedia

This study proposes a model for evaluating virtual community members' knowledge-sharing intention toward Chinese Wikipedia. The results of this study reveal that knowledge-sharing intention is influenced directly by attitude, subjective norms, and perceived behavioral control, whereas anticipated reciprocal relationships and enjoying helping are positively related to attitude; sense of self-worth and peer influences are positively related to subjective norms; and self-efficacy and resource-facilitating conditions are positively related to perceived behavioral control on knowledge sharing.     

Psychological predictors of eco-driving: A longitudinal study

Eco-driving has well-known positive effects on fuel economy and greenhouse-gas emissions. Moreover, eco-driving reduces road-traffic noise, which is a serious threat to the health and well-being of many people. We investigated the psychological predictors of the adoption of eco-driving from the perspective of road-traffic noise abatement. The data came from 890 car drivers who participated in a longitudinal survey over four months. Specifically, we tested the effects of the intention to prevent road-traffic noise, variables derived from the theory of planned behavior (social norm, perceived behavioral control, and attitude), and variables derived from the health action process approach (implementation intention, maintenance self-efficacy, and action control) on the intention to practice eco-driving and on eco-driving behavior. The intention to prevent road-traffic noise was not linked to the intention to practice eco-driving. The strongest predictors of the intention to practice eco-driving were attitude and perceived behavioral control. The strongest predictor of eco-driving behavior was action control. The link between behavioral intention and behavior was weak, indicating that drivers have difficulties putting their intention to practice eco-driving into action. Therefore, intervention efforts should directly address and support the transition from intention to behavior. This could be accomplished by providing reminders, which help to maintain behavioral intention, and by providing behavior feedback, which helps car drivers to monitor their behavior.     

Exploring psychological factors of mobile phone use while riding among motorcyclists in Vietnam

Mobile phone use while riding is one of the five most common risky behaviors of motorcycle riders in Vietnam. This study investigated motorcyclist’s mobile phone use while riding intention and behavior based on the extended Theory of Planned Behavior (TPB) framework. Based on this framework, attitude, subjective norm, perceived behavioral control, habits, and health motivation underlying the rider’s mobile phone use while riding intentions and behavior were included in a questionnaire and captured by direct and indirect measurements. Small-displacement motorcycle riders (N = 291) completed the extended TPB based questionnaire. An exploratory factor analysis technique identified the selected factors (e.g., attitude, habit, etc.). Moreover, Structural Equation Modeling results showed moderate to good fits to the observed data. Therefore, the results supported the utilization of extended TPB framework in identifying factors of mobile phone use while riding intention and behavior. Specifically, negative attitude, perceived behavioral control, and mobile phone use while riding habit related to the intention to use a mobile phone while riding of small-displacement motorcyclists. Meanwhile, habit and behavioral intention related to the behavior to use a mobile phone while riding of small-displacement motorcycle riders. Especially, the correlation between behavioral intention and self-reported behavior was very strong. This finding embraced previous research indicating that intention was a major motivational component of behavior. Based on the results, safety intervention implications for small-displacement motorcycle riders were discussed.     

在线评论数量和质量对网络购物意愿的影响:认知需要的调节作用

为探讨在线评论数量和质量以及认知需要对个体网络购物意愿的影响及其作用机制。以320名有网购经历的在校大学生为被试,采用2(在线评论质量:高vs.低)×2(在线评论数量:多vs.少)×2(认知需要水平:高vs.低)的实验设计。结果发现:(1)在线评论质量和数量对网络购物意愿都有着积极影响;(2)在线评论质量和数量对网络购物意愿的影响会受到认知需要的调节,即在线评论数量和质量对不同认知需要水平个体的影响不同:低认知需要个体会受到在线评论数量的影响,而高认知需要的个体则会受到在线评论质量的影响。研究结果深化了在线评论对网络购物购买决策影响的研究。     

Explaining Unit Nonresponse in Online Panel Surveys: An Application of the Extended Theory of Planned Behavior1

Unit nonresponse is a critical issue in survey methodology. The purpose of this paper is to understand better the mechanisms that underlie unit nonresponse; i.e., the individual's decision to participate in online panel surveys. Based on the theory of planned behavior (TPB), the determinants of unit nonresponse are one's attitude toward participating in online panel surveys, the subjective norm, and perceived behavioral control. Using a student sample at the University of Berne (N = 308), our results show only a marginal effect of the intention to predict participation behavior, and no effect was found for perceived behavioral control. Instead, additional explanatory variables (e.g., moral obligation, frequency of past behavior) led to a better explanatory power of the TPB.     

Physically active students' intentions and self-efficacy towards healthy eating

This study investigated intentions and self-efficacy of physically active university students towards healthy eating. The application of Planned Behavior theory has shown that attitudes, intention, perceived behavioral control, and subjective norms play an important role in shaping people's behavior. 96 students, who participated in physical activities, voluntarily completed the Questionnaire for the Planned Behavior Model and the Health Behavior Questionnaire. The former examines attitudes, intentions, perceived behavioral control, and the lately added attitude strength, and role identity towards the behavior factors. The latter assesses one's efficacy expectations towards healthy eating. The regression showed strong associations between the examined variables, signifying that attitudes, perceived behavioral control, and role identity could account for one's intention towards healthy eating behaviors. On the other hand, one's self-efficacy for healthy eating could be explained from the attitudes, intention, perceived behavioral control, and attitude strength held. Overall, systematic participation in physical activities appeared to be accompanied with a relatively healthier diet, while self-efficacy had a significant association with maintaining the healthy eating behaviors. Possible interpretations, limitations, and implications for health professionals are discussed.     

Are humans rational? Exploring factors influencing impulse buying intention and continuous impulse buying intention

This study investigates the effects of consumers' impulsivity traits, option framing, product type, and cash refund promotion on consumers' online impulse buying intention. This study follows two stages to investigate factors influencing impulse buying intention and continuous impulse buying intention. In Stage 1, this study investigates the influence of impulsivity traits (high/low), option framing (+OF/−OF), and product type (hedonic product/utilitarian product) in online shopping on impulse buying intention. In Stage 2, this study explores factors moderating the continuous impulse buying intention. Cash refund promotion (high/low) serves as the moderator. The experiment results demonstrated that subjects with high impulsivity traits, “subtractive option framing (−OF), and hedonic products” are more likely to engage in impulse buying intention. In addition, cash refund promotion at a higher level increases consumers' continuous impulse buying intention. The findings provide guidance for designing appropriate online promotion situation to induce consumers' impulse buying intention that favors online retailers. Copyright © 2015 John Wiley & Sons, Ltd.     

Relative influences of affect and cognition on behavior: are feelings or beliefs more related to blood donation intentions?

This study tested the relative predictive power of affect and cognition on global attitude and behavioral intention within the tripartite model of attitude structure. Participants (N = 264) completed questionnaires that included an item regarding blood donation experience, five semantic differential items, four behavioral intention items, and one global attitude item. Participants were randomly assigned to either an affective or cognitive instruction set for the semantic differential items. As predicted, semantic differentials were more highly correlated with both global attitude and behavioral intention when completed under the affective instructions than under the cognitive instructions. In addition, donors' and non-donors' attitudes on the semantic differential scales were distinguished from one another only when they were elicited under the affective instruction set. Results provide support for the tripartite model of attitude structure. Future research should examine the relative importance of affect and cognition in less emotion-laden domains.     

Sports spectator behavior: a test of the theory of planned behavior

The theory of planned behavior has been applied to sports and exercise behaviors. According to this theory, human intention to take action in a specific context is guided by three antecedents: attitude, subjective norm, and perceived behavioral control. Behavioral intention mediates the relationships between these three considerations and its ultimate performance. However, this theory has seldom been applied to the behaviors of spectators of sporting events. A sample of 269 volleyball spectators in Taiwan was studied to examine whether people's intention mediated their attitudes, subjective norms, and perceived behavioral control toward a given behavior, watching the 2010 Fédération Internationale de Volleyball World Grand Prix in Taipei. Regression analyses did not support behavioral intention as a mediator. This result is discussed in the context of planned behavior.     

Factors influencing the intention to watch online video advertising

This study examines the factors influencing consumer intention to watch online video ads, by applying the theory of reasoned action. The attitude toward watching online video ads, the subjective norm, and prior frequency of watching online video ads positively influence the intention to watch online video ads. Further, beliefs held about entertainment and information outcomes from watching online video ads and subjective norm influence attitude toward watching these ads.     

Surrendering personal control to automation: Appalling or appealing?

There has been a growing interest in Autonomous Vehicle (AV) technology worldwide over the last decade. Nevertheless, various studies have noted some potential socio-psychological challenges to AV use and ownership. These challenges can be mitigated by designing AV that accounts for users’ personalities, such as their perceived control and power. The complex relationship between personal control and automation, two concepts that intuitively sound contradictory to each other, is less explored. In this study, two dimensions of personal control, the desire for control and the driver locus of control, were hypothesized to influence the attitude toward AV. The relationships were moderated by power distance, a cultural factor related to one’s sense of control. The hypotheses were tested using Structural Equation Modelling (SEM) approach via the Analysis of Moment Structures (AMOS) software. As many as 457 respondents from two sample groups, Hungarian and Indonesian drivers were gathered via an online questionnaire and compared. The results reveal that 1) the higher the desire for control, the more negative the attitude toward AV 2) the higher the external driver locus of control, the more positive the attitude toward AV 3) the more positive the attitude toward AV, the higher the intention to use AV and 4) power distance moderates the relationship between the desire for control and the attitude toward AV, such that the negative effect of the desire for control is strengthened in high power distance orientation. This study also provides theoretical contributions and managerial implications, especially to AV designers.     

Antecedents of Taiwanese adolescents' purchase intention toward the merchandise of a celebrity: the moderating effect of celebrity adoration

The purpose of the present study was to investigate the relative importance of adolescents' attitude toward an act (the degree to which the person had a favorable or unfavorable evaluation or appraisal of the act's behavior in question), perceived norm, and perceived behavioral control in predicting Taiwanese adolescents' intention to purchase the merchandise of a celebrity when they had different levels of celebrity adoration. The present results showed that the relative strengths of attitude toward the act and the perception of behavioral control in predicting purchase intention toward the merchandise of a celebrity were stronger for adolescents in the celebrity adoration group than for adolescents in the celebrity nonadoration group. On the other hand, the relative importance of the perceived norm in predicting the attitude toward the act and the purchase intention was stronger for adolescents in the celebrity nonadoration group than for adolescents in the celebrity adoration group.     

Extending overjustification: the effect of perceived reward-giver intention on response to rewards

The perceived intention model incorporates a new moderator, beliefs about reward-giver intention, into the overjustification paradigm. In 2 simulated shopping studies featuring products paired with promotional rewards, consumers who believed the marketer was promotion focused (reward used to encourage purchase) reported lower purchase intentions and brand attitudes for promoted products after promotion, whereas consumers who believed the marketer was reward focused (promotion used to distribute the reward) showed no attitude change. Promotion-focus beliefs lowered attitudes by heightening the contingency between the promotion and purchase and thereby increasing the perceived causal role of the reward. This effect was contingent on initial behavior--postpromotion attitude change occurred for consumers who actively engaged in product decisions but not for consumers who passively observed the choice sets.