The Influence of Reminding Message on Intention of Buying Online: The Moderating Effects of Gender and Regulatory Focus
XIONG Su-hong1, JING Feng-jie2, QIU Han-guang1
1.Chongqing Key Laboratory of Electronic Commerce & Supply Chain System; School of Business Planning, Chongqing Technology and Business University, Chongqing 400067, China;
2.School of Business, East China University of Science and Technology, Shanghai 200237, China
When the price gap is not significant between buying online and buying offline, where do consumers choose to buy, online or offline? This article aims to explore how reminding message affects consumers’ intention of buying online. It proposes that comparing to ordinary message, reminding message increases the consumer’s intention of buying online, but this effect is moderated by gender and regulatory focus. Two experiments demonstrate that (1) reminding message increases the consumers’ online-buying intention; (2) gender moderates the relationship between reminding message and intention of buying online, i. e., reminding message influences female greater; (3) regulatory focus moderates the relationship between reminding message and intention of buying online, i. e., reminding message influences prevention focused consumers greater. This research enriches literatures relating to frame effect, information persuasiveness and online shopping, as well as provided advice on designing shopping sites.
XIONG Su-hong, JING Feng-jie, QIU Han-guang.The Influence of Reminding Message on Intention of Buying Online: The Moderating Effects of Gender and Regulatory Focus[J] Economic Survey, 2014,V31(5): 103-108