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Effect of dynamic promotion display on purchase intention: The moderating role of involvement

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  • Chen, Zihe
  • Zhu, Dong Hong

Abstract

Some studies have shown that dynamic information can attract attention and promote engagement, whereas others have found that it interferes with attention and negatively affects decisions. Currently, some online stores use dynamic displays to present promotional information on product pages. However, to the best of our knowledge no research has been conducted on how the dynamic display of promotional information affects purchase intentions. This study examined the link between dynamic promotion displays on online product pages and purchase intentions. Studies 1 and 2 proved that dynamic (vs. static) promotion displays reduced the purchase intention for high-involvement products, while the effect was not significant for low-involvement products. Studies 3A and 3B revealed that attention distraction played a mediating role in the negative effect. Study 4 showed that a negative effect existed in the low-scarcity condition, while it was reversed in the high-scarcity condition.

Suggested Citation

  • Chen, Zihe & Zhu, Dong Hong, 2022. "Effect of dynamic promotion display on purchase intention: The moderating role of involvement," Journal of Business Research, Elsevier, vol. 148(C), pages 252-261.
    • Handle: RePEc:eee:jbrese:v:148:y:2022:i:c:p:252-261
    DOI: 10.1016/j.jbusres.2022.04.043
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    2. Bilal Afzal & Xiao Wen & Ahad Nazir & Danish Junaid & Leidy Johanna Olarte Silva, 2024. "Analyzing the Impact of Social Media Influencers on Consumer Shopping Behavior: Empirical Evidence from Pakistan," Sustainability, MDPI, vol. 16(14), pages 1-23, July.
    3. Fennell, Patrick B. & Schneider, Gustavo, 2023. "The influence of visually dynamic imagery on purchase intentions: The roles of arousal and lay rationalism," Journal of Retailing and Consumer Services, Elsevier, vol. 75(C).

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