Can Regulatory Focus Help Explain Why We Shop Differently Online?--A Proposed Model and Research Agenda_

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題名：	Can Regulatory Focus Help Explain Why We Shop Differently Online?--A Proposed Model and Research Agenda
書刊名：	Contemporary Management Research
作者：	Atorough, Peter／Donaldson, Bill
出版日期：	2011
卷期：	7:3
頁次：	頁231-241
主題關鍵詞：	Internet shopping；Regulatory focus theory；Consumer behavior；REFCOS
原始連結：	連回原系統網址
相關次數：	被引用次數:期刊(1) 博士論文(0) 專書(0) 專書論文(0) 排除自我引用:1 共同引用:0 點閱:37

As an important behavioral trait in consumer psychology, regulatory focus (RF) has been proven to describe and predict human behavior in numerous situations as it demonstrates that individuals can be distinguished according to two independent structures of strategic inclination and orientation in the pursuit of goals: promotion focus and prevention focus. However, to date no research has explicitly considered the potential link between RF and perceived risk in the various dimensions of online shopping (OS). This paper aims to fill this gap. By developing an RF model of online consumer shopping behavior (REFCOS) covering motives, behaviors, and continuance-evaluation and empirically testing a number of hypotheses, we find how consumers with different foci use the Internet. Our findings provide confirmatory evidence for emerging literature that RF is a powerful predictor of behavior in OS.

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期刊論文
1.	Brockner, J.、Higgins, E. T.、Low, M. B.(2004)。Regulatory Focus Theory and the Entrepreneurial Process。Journal of Business Venturing，19(2)，203-220。
2.	Haws, K. L.、Dholakia, U. M.、Bearden, W. O.(2010)。An assessment of chronic regulatory focus measures。Journal of Marketing Research，47(5)，967-982。
3.	Tsai, H. T.、Huang, H. C.(2009)。Online consumer loyalty: Why e-tailers should seek a high-profile leadership position。Computers in Human Behavior，25(6)，1231-1240。
4.	Higgins, E. T.、Shah, J. Y.、Friedman, R.(1997)。Emotional responses to goal attainment: Strength of regulatory focus as moderator。Journal of Personality and Social Psychology，72(3)，515-525。
5.	Higgins, E. T.(2002)。How self-regulation creates distinct values: The case of promotion and prevention decision making。Journal of Consumer Psychology，12(3)，177-191。
6.	Jayawardhena, C.(2004)。Personal values' influence on e‐shopping attitude and behaviour。Internet Research，14(2)，127-138。
7.	Förster, J.、Higgins, E. T.、Idson, L. C.(1998)。Approach and avoidance strength during goal attainment: Regulatory focus and the "goal looms larger" effect。Journal of Personality and Social Psychology，75(5)，1115-1131。
8.	Venkatesh, Viswanath、Morris, Michael G.、Davis, Gordon B.、Davis, Fred D.(2003)。User Acceptance of Information Technology: Toward a Unified View。Management Information Systems Quarterly，27(3)，425-478。
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11.	Higgins, E. Tory(1997)。Beyond pleasure and pain。American Psychologist，52(12)，1280-1300。

其他
1.	Brown, M., Pope, N., and Voges, K.(2003)。"Buying or browsing?" An exploration on shopping orientations and online purchase intention。
2.	Bryant, P., and Dunford, R.(2008)。The influence of regulatory focus on risky decision making。
3.	Carla, R. M., and Carlos, L. N.(2009)。Segmenting consumers by e-shopping behaviour and online purchase intention。
4.	Chen, K., Chen, I., and Paul, H.(2001)。Explaining online behavioral differences: an Internet dependency perspective。
5.	Chen, K., Tarn, M., and Han, B. T.(2004)。Internet dependency: Its impact on online behavioral patterns in e-commerce。
6.	Cheung, C. M. K., Zhu, L., Kwong, T., Chan, G. W., and Limayem, M.(2003)。Online consumer behaviour: a review and agenda for future research。
7.	Chiang, K. P., and Dholakia, R. R.(2003)。Factors driving consumer intention to shop online。
8.	Constantinides, E., Lorenzo, C., and Gómez-Borja, M. A.(2010)。Effects of Web experience on consumer choice: a multicultural approach。
9.	Dennis, C., Merrilees, B., Jayawardhena, C., and Wright, L. T.(2009)。E-consumer behaviour。
10.	Forster, J., Higgins, E. T., and Bianco, A. T.(2003)。Speed/accuracy in performance: Tradeoff in decision making or separate strategic concerns?。
11.	Ha, S., and Stoel, L.(2008)。Promoting customer-retailer relationship building: influence of customer trustworthiness of customer loyalty programme marketing。
12.	Higgins, E. T.(2000)。Does personality provide unique explanations for behaviour? Personality, a cross-person variability in general principles。
13.	Jayawardhena, C., Wright, L. T., and Dennis, C.(2007)。Consumers online: intentions, orientations and segmentation。
14.	Kalapesi, C., Willersdorf, S., and Zwillenberg, P.(2010)。The Connected Kingdom: how the Internet is transforming the UK economy。
15.	Moran, N.(1999)。Brand and trust on the Internet: how to build Amazon.com。
16.	Noort, G. van(2009)。Validating the persuasiveness of online safety cues: The effect of multiple cues on online spending。
17.	Noort, G. van, Kerkhof, P., and Fennis, B. M.(2008)。The persuasiveness of online safety cues: the impact of prevention focus compatibility of web content on consumers' risk perceptions, attitudes, and intentions。
18.	Rodríguez-Ardura, I. J., Martínez-López, F., and Luna, P.(2009)。The consumer and the Web: a critical revision of the contributions to Web science from the marketing and the consumer behaviour discipline。
19.	Taylor, G., Bagby, R., and Parker, J.(1997)。Disorders of affect regulation。
20.	Vellido, A., Lisboa, P. J., and Meehan, K.(2000)。Quantitative characterization and prediction of on-line purchasing behavior: a latent variable approach。
21.	Vijayasarathy, L. R.(2004)。Shopping orientations, product types and internet shopping intentions。
22.	Werth, L., and Foerster, J.(2007)。How regulatory focus influences consumer behavior。

圖書論文
1.	Higgins, E. Tory(1998)。Promotion and prevention: Regulatory focus as a motivational principle。Advances in experimental Social Psychology。Academic Press。

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