Publication in refereed journal
香港中文大学研究人员 ( 现职)
| Professor Robert Selden WYER JR (市场学系) |
| 尹振英教授 (酒店及旅游管理学院) |
全文
| 数位物件识别号 (DOI) http://dx.doi.org/10.1093/jcr/ucv044 |
引用次数
Web of Sciencehttp://aims.cuhk.edu.hk/converis/portal/Publication/0WOS source URL
其它资讯
摘要Attractive service providers are often assumed to elicit favorable consumer reactions and to increase purchase intentions. However, this may not always be true. A pilot study and five field and laboratory experiments show that when a self-presentation concern is made salient, consumers react less positively to highly attractive providers than to less attractive ones. This concern can be influenced by chronic social anxiety or can be aroused by unrelated experiences that consumers have before being exposed to the service interactions. In addition, it can be activated by the type of product being sold, that is, a product that is likely to cause embarrassment. Thus the attractiveness of a service provider can have either positive or negative effects on consumers' reactions to a consumption experience and their consequent purchase intentions, depending on the type of product under consideration. These effects occur when the service provider is both of the opposite sex and the same sex. However, self-presentation concerns when an opposite-sex provider is attractive are driven by sexual motives, whereas these self-presentation concerns when a same-sex target is attractive are stimulated by social comparison processes.
着者Wan LC, Wyer RS
期刊名称JOURNAL OF CONSUMER RESEARCH
出版年份2http://aims.cuhk.edu.hk/converis/portal/Publication/015
月份12
日期1
卷号42
期次4
出版社OXFORD UNIV PRESS INC
页次578 - 595
国际标準期刊号http://aims.cuhk.edu.hk/converis/portal/Publication/0http://aims.cuhk.edu.hk/converis/portal/Publication/093-53http://aims.cuhk.edu.hk/converis/portal/Publication/01
电子国际标準期刊号1537-5277
语言英式英语
关键词attractive service providers; embarrassing consumption; self-presentation concern; social anxiety; social comparison processes
Web of Science 学科类别Business; Business & Economics
