Need for touch and online consumer decision making: the moderating role of emotional states

Abstract

PurposeWith the growth of online shopping, during which consumers are not able to touch products, there is much for researchers and marketers to learn about the underlying role of the need for touch (NFT) in driving online shopping decisions. Consumers' emotional state prior to purchase is considered a situational variable that affects their attitude and behaviour. This study explores the effects of consumers' NFT and pre-purchase emotional states on their online decision-making behaviour, examining perceived quality, confidence in product judgment and intention to purchase.Design/methodology/approachA field experiment was conducted using a scenario presenting buying a sweater as a real purchase opportunity available to participants. A convenience sample of two hundred ninety-eight university students at a university in the southeast of France was used in this study. A 2 (NFT: high/low determined by a median split) × 2 (emotional states: high/low level) analysis of variance (ANOVA) was used to further examine the interaction of NFT and emotional states in consumer decision making.FindingsThe results indicate that autotelic NFT and positive emotional states experienced before shopping have an impact on consumers' decisions in relation to perceived quality, confidence in product judgment and intention to purchase. Furthermore, this study demonstrates that instrumental vs autotelic NFT affects consumer decision making, with mixed support found for negative emotional states acting as possible moderators.Originality/valueThis study advances the NFT field and leads to insights regarding online consumer purchase decision making by exploring instrumental vs autotelic NFT and pre-purchase emotional states as antecedents of consumer decisions.