CoChat
Sign Up
Cited by 1,283Consumer Retail Behavior StudiesDigital Marketing and Social MediaConsumer Behavior and Marketing Influence

Empirical testing of a model of online store atmospherics and shopper responses

Eroglu, Sevgin A., Machleit, Karen A., Davis, Lenita M.·2003·Psychology & Marketing
DOI 10.1002/mar.10064
Open this paper in CoChat — free account

Abstract

This study empirically tests a model that proposes that the atmospheric cues of the online store influence shoppers' emotional and cognitive states, which then affect their shopping outcomes. The results support the model propositions and show a significant effect of site atmospherics on shopper attitudes, satisfaction, and various approach/avoidance behaviors as a result of the emotions experienced during the shopping episode. In addition, the findings confirm the hypothesized moderating effects of two individual traits, namely, involvement and atmospheric responsiveness. The results underscore the role that online store atmospherics play in creating positive reactions from shoppers and demonstrate that these positive reactions will be more pronounced under certain conditions. © 2003 Wiley Periodicals, Inc.

Integrity signals

Registry

Crossref · 10.1002/mar.10064

Cites

5 of 5 references verified0 citation errors · 0 not checkable

Statistics

Recomputing p-values needs the paper’s full text.

Claims the paper makes

This paper’s full text isn’t openly available, so its claims and self-check weren’t run. The registry and citation checks still apply.

Claims other papers make about this one

Each is checked against this paper’s own text: does it say what the citing paper says it does?

  • Recently, the dimension of organism has been extended to include the general concept of the attitude that consumers may develop toward the atmosphere of online stores in cognitive as well as emotional ways.

    “However, recently, the dimension of organism has been extended to include the general concept of the attitude that consumers may develop toward the atmosphere of online stores in cognitive as well as emotional ways (Eroglu, Machleit, & Davis, 2001: Eroglu et al., 2003: Fiore & Kim, 2007).”

    From Do good return policies work across cultures? Effect of lenient return policies on online shopper perceptions in Eastern culture (2013) · cites this paper as Eroglu et al., 2003

  • Past researchers utilizing the S-O-R model have considered that consumer characteristics can moderate the relationship between stimulus and organism such as gender, familiarity toward the website, and culture.

    “When it comes to cultural effect of the main model, past researchers utilizing the S-O-R model have considered that consumer characteristics can moderate the relationship between stimulus and organism such as gender (Eroglu, et al., 2003), familiarity toward the website (Chen & Dibb, 2010), and culture (Davis, Wang, & Lindridge, 2008).”

    From Do good return policies work across cultures? Effect of lenient return policies on online shopper perceptions in Eastern culture (2013) · cites this paper as Eroglu, et al., 2003

Cites

Flagged first, then by citations

Cited by

Sorted by citations

Authors
Eroglu, S. A., Machleit, K. A., & Davis, L. M.
Affiliations
  • Georgia State University (US)
  • University of Cincinnati (US)
  • University of Alabama (US)
Corresponding author
Machleit, Karen A.
ORCID
Davis, Lenita M.
Venue
Psychology & Marketing
Publisher
Wiley
Published
2003-01-17
Volume
20
Issue
2
Pages
139-150
ISSN
  • 0742-6046 (ISSN-L)
  • 1520-6793
DOI
10.1002/mar.10064
OpenAlex
W2069206189
Cited by
1,283
References
5
Citations by year
2026: 67 · 2025: 61 · 2024: 71 · 2023: 72 · 2022: 97 · 2021: 102 · 2020: 76 · 2019: 84 · 2018: 65 · 2017: 84 · 2016: 62 · 2015: 50 · 2014: 74 · 2013: 50 · 2012: 48
FWCI
46.40
Type
journal article
Language
en
Open access
closed
Licence
onlinelibrary.wiley.com/termsAndConditions#vor (vor)
Locations
Psychology and Marketing (publishedVersion)
Topics
  • Social Sciences › Business, Management and Accounting › Marketing › Consumer Retail Behavior Studies
  • Social Sciences › Sociology and Political Science › Digital Marketing and Social Media
  • Social Sciences › Business, Management and Accounting › Marketing › Consumer Behavior and Marketing Influence
Keywords
customer satisfaction, approach-avoidance behavior, consumer involvement, moderating effect, e-commerce

About these checks

Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.

Statistics and arithmetic are recomputed, not judged.

Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.

What counts as a claim ›How we measure confidence ›How we check this ›

Are you an author, or do you see a problem with this page? Request a review