• Title, Summary, Keyword: Cognitive Dissonance

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Linking Emotional Brand Attachment and Sales Promotion to Post-Purchase Cognitive Dissonance: The Mediating Role of Impulse Buying Behavior

  • AKBAR, Muhammad Imad Ud Din;AHMAD, Bilal;ASIF, Mirza Huzaifa;SIDDIQUI, Shahid Ali
    • The Journal of Asian Finance, Economics and Business
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    • v.7 no.11
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    • pp.367-379
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    • 2020
  • The primary objective of this research is to develop a better understanding of consumer's post-purchase psychological state by examining the influence of sales promotion and emotional brand attachment on post-purchase cognitive dissonance, taking into account the mediating role of impulse buying behavior. The current study addresses several gaps in literature. Firstly, it is hard to find the direct impact of sales promotion and emotional brand attachment on post-purchase cognitive dissonance. Secondly, to the best of our knowledge, few studies have investigated the mediating role of impulse buying behavior in consumer research. A sample of 256 respondents was collected from Pakistani retail consumers. The statistical findings of this study show that sales promotion has a significant positive effect on the impulse buying behavior and post-purchase cognitive dissonance. Furthermore, results indicate that emotional brand attachment has a negative influence on impulse buying behavior but has a significant positive impact on post-purchase cognitive dissonance. Meanwhile, impulse buying behavior is a potential mediator between sales promotion, emotional brand attachment, and post-purchase cognitive dissonance relationships. The moderating role of Gender describes that the positive relationship between sales promotion and post-purchase cognitive dissonance will be stronger for women as compared to men at a higher level of sales promotion.

Repurchase intention toward fast fashion brands - Product characteristics, consumer characteristic, and cognitive dissonance - (패스트 패션 브랜드에 대한 재구매 의도 - 제품 특성, 소비자 특성, 인지부조화 -)

  • Jeon, Kyung Sook;Park, Hye-Jung
    • The Research Journal of the Costume Culture
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    • v.23 no.6
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    • pp.940-954
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    • 2015
  • The purpose of this study is to identify the antecedents of repurchase intention toward fast fashion brands. Perceived quality, perceived price, deindividuation, and overly trendy styles, which are product characteristic variables, and fashion innovativeness, which is a consumer characteristic variable, were considered as antecedents. It was hypothesized that product and consumer characteristics influence repurchase intention toward fast fashion brands not only directly, but also indirectly through cognitive dissonance. Data were gathered by surveying university students in Seoul using convenience sampling. Three hundred and fifty-two questionnaires were used in the statistical analysis. SPSS was used for exploratory factor analysis, and AMOS was used for confirmatory factor analysis and path analysis. The factor analysis of product characteristics revealed four dimensions: "perceived quality", "perceived price", "deindividuation", and "overly trendy styles", and the factor analysis of consumer characteristics revealed one dimension. The factor analysis of cognitive dissonance revealed two dimensions, "regrets" and "perceived uncertainty." The hypothesized path test proved that perceived quality, deindividuation, overly trendy styles, and fashion innovativeness influence repurchase intention directly. Perceived price and deindividuation influence repurchase intention indirectly through the factor of cognitive dissonance, which is the perceived uncertainty, indicating the importance of cognitive dissonance. The results indicate effective marketing strategies should be used to decrease consumers' cognitive dissonance, and suggestions for future study are provided.

Effect of Cognitive Dissonance in Franchise Foodservice Advertisement on Customer Satisfaction and Post-purchase Behavior (외식광고로 인한 인지부조화가 소비자의 구매 만족도 및 구매 후 행동에 미치는 영향)

  • Ko, Hyun-Ju;An, So-Jung;Han, Ji-Yoon;Yoon, Ji-Young
    • Journal of the Korean Society of Food Culture
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    • v.28 no.6
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    • pp.631-639
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    • 2013
  • The purpose of this study was to analyze the post-purchase behavior of customers who experienced cognitive dissonance after exposure to a franchise foodservice advertisement. The study adopted cognitive dissonance theory to explain the dissonance resulting from the combination of advertisements and actual product that consumers received. In detail, the research hypothesized that cognitive dissonance will affect consumers' post-purchase behavior as well as their efforts to reduce dissonance. Exactly 274 questionnaires were used in the analysis. The results showed that more than 80% of respondents were influenced by advertisements when purchasing menus, and 50% were unsatisfied when the provided menu "was not the same as the advertisement shown". It was found that advertisement type did not significantly affect either group that experienced dissonance. In terms of satisfaction, however, the former group showed greater dissatisfaction when dissonance occurred (p<.001). Finally, there was a significant difference between the two groups regarding post-purchase behavior (p<.05). Customers with dissonance were likely to 'express dissatisfaction directly to the store', 'leave negative reviews', and 'participate in negative word-of-mouth'. Thus, the results revealed that cognitive dissonance could significantly influence customer satisfaction and consequently lead to negative post-purchasing behaviors.

Factors Influencing the Price Acceptability and Cognitive Dissonance for the Purchaser of Digital Knowledge Goods (디지털 지식상품의 가격수용도와 구매인지부조화 영향요인에 관한 연구)

  • Jeong, Dae-Yul
    • The Journal of Information Systems
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    • v.22 no.4
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    • pp.85-115
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    • 2013
  • Digital knowledge and information goods as experience goods have some unique characteristics such as close to zero reproduction and distribution cost, high price volatility, and low price acceptability. For the reasons, the pricing policies of digital knowledge goods are very difficult and complicate. Also, most consumers of digital goods have experienced cognitive dissonance after buying decision. The purpose of this paper is to investigate what factors affect the price acceptability level and cognitive dissonance of digital knowledge goods buyers. This paper suggest a structural model that was established by the cognitive dissonance theory and S-O-R(Stimulus-Organization-Response) model. The model is consisted of four exogenous variables and three endogenous variables. The empirical test and statistical analysis suggest following results and practical implications. The variables such as product involvement and perception of price fairness that have positive roles to price acceptability have strong influence on the all the three endogenous variables. But the variables such as sale proneness and price mavenism that have negative roles to price acceptability have little influence on the all the three endogenous variables. In the model, the payment intention was very important mediating variable between exogenous variables and two dependent variables, ie. price acceptability and cognitive dissonance. These results imply that the digital knowledge portals must have some differentiated pricing policies to the customers who have price consciousness and price mavenism. Also, they need some special promotions to whom have positive attitude to the value of digital goods.

A Study on the Avoidance Intention of Social Network Service in Post Adoption Context: Focusing on the Facebook User (Social Network Service 수용 후 사용회피에 관한 연구: 페이스북 사용자를 중심으로)

  • Park, Kyungja
    • The Journal of Information Systems
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    • v.24 no.1
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    • pp.147-168
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    • 2015
  • Why people reduce or stop using social network services(SNS), which are regarded as a mean of relationship and communication, unlike the early trend? To explain the phenomenon, this study tries to predict psychological decision making process of users from perspectives of cognitive dissonance theory. From this perspective, this study attempted an integrative approach that reflected 'User's literacy' indicating the ability of individuals to use SNS, and 'negative mass media influence' such as media reports on side effects or the bad experiences of acquaintances, along with the 3 factors used in the SNS Prior research. This study conducted an empirical analysis by surveying 256 facebook users, and the major findings are as follows:- First, Social-overload, complexity, uncertainty and negative media influence are significantly affect dissonance on the use of SNS. Second, Dissonance on the use of SNS significantly affects the behavior that possibly reduces and limits the use of SNS. In other words, the users who have experienced psychological dissonance respond passively by avoiding the use of SNS to resolve the dissonance. Third, the moderating effect of User's literacy wasn't a significant. This study presents a clue to understand psychological decision making process of use of SNS and a guideline for establishing practical strategies. In addition, it is important to note that this study contributes to expansion of theoretical discussion about usage.

A Study on the Negative Emotion of Using Social Networking Services and Its Discontinuance Intention (소셜네트워크서비스(SNS)사용의 부정적 감정과 사용중단의도에 관한 연구)

  • Park, Kyungja;Ryu, Il;Lee, YunHee
    • Knowledge Management Research
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    • v.15 no.2
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    • pp.89-106
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    • 2014
  • As an empirical study on the psychological side effects of using Social Networking Services (SNS), this study aims to identify the reality of negative emotion of using SNS and to predict its consequences. To this end, a measurement tool was developed through literature review, in-depth interview with users and expert review to induce negative emotional factors that can arise while using SNS. An exploratory factor analysis was performed for a total of 24 measurement items, which then were divided into the following 6 factors: 'concern over privacy,' 'burden from undesired connection,' 'relative deprivation,' 'a sense of alienation,' 'concern over reputation' and 'negative feeling about simple relationship.' Also, the relationship between the 6 negative emotional factors and psychological dissonance was analyzed. The results indicate that all the factors, except relative deprivation and a sense of alienation, affect psychological dissonance. It was also found that psychological dissonance, which implies a conflicting condition from using SNS, significantly affects the behavior that possibly reduces and limits the use of SNS. In other words, the users who have experienced psychological dissonance respond passively by avoiding the use of SNS to resolve the dissonance. The results of this study provide the base for explaining the psychological side effects of using SNS, which have been understood at a phenomenal level, such as 'Facebook depression' or 'SNS stress.' In addition, this study is of significance as it helps understand the psychological mechanism by identifying the relationship between negative emotion and use behavior with the theory of cognitive dissonance.

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A Study on Dissonance Functions of Scenes and Background Music in Movies

  • Um, Kang-iL
    • International journal of advanced smart convergence
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    • v.9 no.4
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    • pp.96-100
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    • 2020
  • Soundtrack dissonance, which appears in the background music of a movie scene, is a phenomenon of using songs or compositions that contrast with the general sentiment of the situation. A sad scene usually uses a slow tempo of sad music to match the mood of the scene. However, sometimes, in order to play background music that follows a depressing, sad, or anxious scene, there is a case of inserting music with an opposite atmosphere such as bright music, exciting music, fast-tempo music, or magnificent music. The method of presenting music that is contrary to the mood of the scene is a kind of psychological technique that inflicts a kind of mental shock on the audience and makes them remember a particular situation. In this study, we have investigated the meaning coming from scenes and Soundtrack Dissonance in movies, in order to understand the role that music and images play.

A study on the Relationship between Cyberloafing Characteristic and Cognitive Dissonance

  • Chang, Hwal-Sik;Jung, Dae-Hyun
    • Journal of the Korea Society of Computer and Information
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    • v.20 no.9
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    • pp.73-80
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    • 2015
  • Cyberloafing is a term used to describe the actions of employees who use their Internet access at work for personal use while pretending to do legitimate work. This research that this puts the foundation on the general deterrence theory, social control theory, and Triandis model compares the individual characteristic including the group norm, self-control, perceived value among many factors having an effect on the personal ethical decision-making besides the general principles of ethics and stipulated regulation like the severity of sanction together. It was exposed to have the effect that the severity of punishment, self control, and perceived value notes to the internet abuse action. Therefore, the education and rules of punishment which is consistent along with the theoretical thesis supporting the groping of the preparation plan that is active in the various ethic problems has to be built. It is necessary that the company devises the internet application in the appropriate range, that is the partial the affirmation feeling which and it can allow officially. According to the cognitive dissonance, since this will have to allow with the positive direction can move to the misuse action with the intention differently, it can draw a conclusion.

BARRIER TO ELECTRONIC KNOWLEDGE REPOSITORY SUCCESS: INFORMATION OVERLOAD AND CONTRIBUTION OVERLOAD

  • Bock, Gee-Woo;Kang, Youn-Jung
    • 한국경영정보학회:학술대회논문집
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    • pp.284-293
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    • 2007
  • In the present competitive organizational environment more organizations are implementing knowledge management initiatives to gain strategic advantage. One such initiative is that of implementing electronic knowledge repositories (EKR) which often leads to a rapid increase in the quantity of information employees have to process daily; raising concerns of employees being overloaded. This is especially true for current EKRs using distributive technology, enabling customizable individual workspaces which can result in loose knowledge structures. This paper identifies a new type of information overload (IO), extending the concept as occurring in both knowledge seekers and contributors and uses cognitive dissonance theory to provide evidence that IO can change employees' perception of EKR usage. This research paper provides the first empirical evidence that overload has no sufficient affect on EKR continuance intention directly, but has significant negative affect on the two main success measures; perceived usefulness and satisfaction of the system.

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Investigating the Influence of Perceived Usefulness and Self-Efficacy on Online WOM Adoption Based on Cognitive Dissonance Theory: Stick to Your Own Preference VS. Follow What Others Said (온라인 구전정보 수용자의 지각된 정보유용성과 자기효능감이 구전정보 수용의도에 미치는 영향에 관한 연구: 의견고수와 구전수용의 비교)

  • Lee, Jung Hyun;Park, Joo Seok;Kim, Hyun Mo;Park, Jae Hong
    • Asia pacific journal of information systems
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    • v.23 no.3
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    • pp.131-154
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    • 2013
  • New internet technologies have created a revolutionary new platform which allows consumers to make decision about product price and quality quickly and provides information about themselves through the transcript of online reviews. By expressing their feelings toward products or services on virtual opinion platforms, users extend their influence into cyberspace as electronic word-of-mouth (e-WOM). Existing research indicates that an impact of eWOM on the consumer decision process is influential. For both academic researchers and practitioners, investigating this phenomenon of information sharing in online website is essential given the increasing number of consumers using them as sources of purchase decisions. It is worthwhile to examine the extent to which opinion seekers are willing to accept and adopt online reviews and which factors encourage adoption. Discerning the most motivating aspects of information adoption in particular, could help electronic marketers better promote their brand and presence on the internet. The objectives of this study are to investigate how online WOM influences a persons' purchase decision by discovering which factors encourage information adoption. Especially focused on the self-efficacy, this research investigates how self-efficacy affects on information usefulness and adoption of online information. Although people are exposed to same review or comment about product or service, some accept the reviews while others do not. We notice that accepting online reviews mainly depends on the person's preference or personal characteristics. This study empirically examines this issue by using cognitive dissonance theory. Specifically, in the movie industry, we address few questions-is always positive WOM generating positive effect? What if the movie isn't the person's favorite genre? What if the person who is very self-assertive so doesn't take other's opinion easily? In these cases of cognitive dissonance, is always WOM generating same result? While many studies have focused on one direct of WOM which indicates positive (or negative) informative reviews or comments generate positive (or negative) results and more (or less) profits, this study investigates not only directional properties of WOM but also how people change their opinion towards product or service positive to negative, negative to positive through the online WOM. An experiment was conducted quantitatively by using a sample of 168 users who have experience within the online movie review site, 'Naver Movie'. Users were required to complete a survey regarding reviews and comments taken from the real movie page. The data reflected user's perceptions of online WOM information that determined users' adoption level. Analysis results provide empirical support for the proposed theoretical perspective. When user can't agree with the opinion of online WOM information, in other words, when cognitive dissonance between online WOM information and users' preference occurs, perceived self-efficacy significantly decreases customers' perception of usefulness. And this perception of usefulness plays an important role in determining users' intention to adopt online WOM information. Most of researches have been concentrated on characteristics of online WOM itself such as quality or vividness of information, credibility of source and direction of online WOM, etc. for describing effect of online WOM, but our results suggest that users' personal character (e.g., self-efficacy) plays decisive role for acceptance of online WOM information. Higher self-efficacy means lower possibility to accept the information that represents counter opinion because of cognitive dissonance, whereas the people that have lower self-efficacy are willing to accept the online WOM information as true and refer to purchase decision. This study suggests a model for understanding role of direction of online WOM information. Also, our result implicates the importance of online review supervision and personalized information service by confirming switching opinion negative to positive is more difficult than positive to negative through the online WOM information. This implication would help marketers to manage online reviews of their products or services.