The DOI matches its Crossref record; 18 of the 18 references it cites were found in a registry or an index.
Promoting sales of online games through customer engagement
Open accessAbstract
Customer engagement has been conceptually reviewed and empirically examined.This study probed the different dimensions of customer engagement in online games.Both psychological and behavioral engagement were positively associated with online sales.Three factors together explained 65% of the variance in psychological engagement. With keen competition in the online game industry, game developers and publishers are finding new ways to induce players' to spend money on subscriptions and virtual items. As the online game itself provides a highly engaging environment, this study examines online sales from the perspective of customer engagement. We propose a research model that examines why game players actively engage in playing online games, and how such engagement can contribute to sales of online games, empirically testing the model using 377 online game players. The results support our research hypotheses and illustrate the effect of customer psychological engagement on stimulating game players' spending in online games. In particular, both psychological and behavioral engagement exerted a positive influence on online sales, and the dimensions and antecedents of psychological engagement were also identified. The findings of this study are expected to provide some suggestions for game developers and publishers on promoting the sales of digital items/goods. This study also adds to the current understanding of customer psychological engagement by identifying its antecedents and consequences in the context of online games.
Overview
The claims and statistics of this paper haven’t been checked yet.
Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.
Integrity signals
Registry
Cites
Statistics
Verification
Claims the paper makes
The claims and statistics of this paper haven’t been checked yet.
Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.
Self-check
Percentages, sums and reported differences re-computed from the paper’s own numbers.
The self-check needs the paper’s full text.
Citations
Cites
Podsakoff, P. M., MacKenzie, S. B., Lee, J.-Y., & Podsakoff, N. P. (2003) · Journal of Applied Psychology · doi:10.1037/0021-9010.88.5.879 · Cited by 82,194
A Paradigm for Developing Better Measures of Marketing Constructs
Churchill, G. A. (1979) · Journal of Marketing Research · doi:10.1177/002224377901600110 · Cited by 16,549
Reconsidering Baron and Kenny: myths and truths about mediation analysis
Zhao, X., Lynch, J. G., & Chen, Q. (2010) · Journal of Consumer Research · doi:10.1086/651257 · Cited by 12,583
Modern Methods for Business Research
(1998) · doi:10.4324/9781410604385 · Cited by 6,534
Antecedents and consequences of employee engagement
Saks, A. M. (2006) · Journal of Managerial Psychology · doi:10.1108/02683940610690169 · Cited by 5,577
Customer engagement behavior: Theoretical foundations and research directions
van Doorn, J., Lemon, K. N., Mittal, V., Nass, S., Pick, D., Pirner, P., & Verhoef, P. C. (2010) · Journal of Service Research · doi:10.1177/1094670510375599 · Cited by 3,536
Consumer Brand Engagement in Social Media: Conceptualization, Scale Development and Validation
Hollebeek, L. D., Glynn, M. S., & Brodie, R. J. (2014) · Journal of Interactive Marketing · doi:10.1016/j.intmar.2013.12.002 · Cited by 3,276 · cited 9×
“Of the few studies including empirical work, the research focuses primarily on customer engagement with brands (Hollebeek et al., 2014; Laroche et al., 2012) and brand communities (Brodie et al., 2013; Gummerus et al., 2012).”
BackgroundInfluentialHow Brand Community Practices Create Value
Schau, H. J., Muñiz, A. M., & Arnould, E. J. (2009) · Journal of Marketing · doi:10.1509/jmkg.73.5.30 · Cited by 2,444
Customer engagement: exploring customer relationships beyond purchase.
Vivek, S. D., Beatty, S. E., & Morgan, R. M. (2012) · Journal of Marketing Theory and Practice · doi:10.2753/mtp1069-6679200201 · Cited by 2,089
The Process of Customer Engagement: A Conceptual Framework
Bowden, J. L.-H. (2009) · Journal of Marketing Theory and Practice · doi:10.2753/mtp1069-6679170105 · Cited by 1,365
Cited by
How live streaming influences purchase intentions in social commerce: an IT affordance perspective.
Sun, Y., Shao, X., Li, X., Guo, Y., & Nie, K. (2019) · Electronic Commerce Research and Applications · doi:10.1016/j.elerap.2019.100886 · Cited by 1,038
Customer engagement in social media: a framework and meta-analysis
de Oliveira Santini, F., Ladeira, W. J., Pinto, D. C., Herter, M. M., Sampaio, C. H., & Babin, B. J. (2020) · Journal of the Academy of Marketing Science · doi:10.1007/s11747-020-00731-5 · Cited by 523
Nikhashemi, S. R., Knight, H. H., Nusair, K., & Liat, C. B. (2021) · Journal of Retailing and Consumer Services · doi:10.1016/j.jretconser.2021.102464 · Cited by 366
Jiang, H., Cheng, Y., Yang, J., & Gao, S. (2022) · Computers in Human Behavior · doi:10.1016/j.chb.2022.107329 · Cited by 362
Technology at the dinner table: Ordering food online through mobile apps
Kapoor, A. P., & Vij, M. (2018) · Journal of Retailing and Consumer Services · doi:10.1016/j.jretconser.2018.04.001 · Cited by 347
Metadata
- Authors
- Cheung, C. M. K., Shen, X.-L., Lee, Z. W. Y., & Chan, T. K. H.
- Venue
- Electronic Commerce Research and Applications
- Publisher
- Elsevier BV
- Published
- 2015-07
- Volume
- 14
- Issue
- 4
- Pages
- 241-250
- ISSN
- 1567-4223 (ISSN-L)
- OpenAlex
- W1965294900
- Cited by
- 220
- References
- 18
- FWCI
- 44.29
- Type
- journal article
- Language
- en
- Open access
- green
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
How to cite
Cite CoChat for the checks on this page, and the paper for its own findings.
- This page
- CoChat. (2026). Citation check: Promoting sales of online games through customer engagement. https://app.cochat.ai/papers/10.1016/j.elerap.2015.03.001
- The paper
- Cheung, C. M. K., Shen, X.-L., Lee, Z. W. Y., & Chan, T. K. H. (2015). Promoting sales of online games through customer engagement. Electronic Commerce Research and Applications. https://doi.org/10.1016/j.elerap.2015.03.001
Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
