Virtual test-driving : the impact of simulated products on purchase intention

Savvas PAPAGIANNIDIS, Eric SEE-TO, Michael BOURLAKIS

Research output: Journal PublicationsJournal Article (refereed)

17 Citations (Scopus)

Abstract

This paper studies a number of key determinants of users[U+05F3] experience and engagement when driving a simulated car model, the outcome of this engagement in relation to enjoyment and satisfaction and the role of user satisfaction in purchasing the actual product. We test a holistic model using an experimental quantitative approach. Our analysis suggests that hedonic experience may create higher levels of engagement among users of the simulated car. Enjoyment and engagement were found to positively influence user satisfaction while driving the simulated car. In turn, user satisfaction with the simulated car was found to positively influence purchasing intention for the actual car. Our work has shown how a simulation based on widely available technologies can provide a foundation for the development of a relationship between a user and the simulated product. Consequently, our research findings have significant theoretical and practical implications beyond the auto-manufacturing industry, as experiencing simulated products can play an important role in the context of electronic commerce. This is especially true given the increasingly important role 'experience' plays in electronic marketing. © 2014 Elsevier Ltd.
Original languageEnglish
Pages (from-to)877-887
Number of pages11
JournalJournal of Retailing and Consumer Services
Volume21
Issue number5
Early online date11 Mar 2014
DOIs
Publication statusPublished - Sep 2014
Externally publishedYes

Fingerprint

Car
Purchase intention
User satisfaction
Purchasing
Enjoyment
Simulation
Electronic marketing
Manufacturing industries
Electronic commerce

Keywords

  • Engagement
  • Enjoyment
  • Product authenticity
  • Product simulation
  • Purchase intention
  • User experience

Cite this

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title = "Virtual test-driving : the impact of simulated products on purchase intention",
abstract = "This paper studies a number of key determinants of users[U+05F3] experience and engagement when driving a simulated car model, the outcome of this engagement in relation to enjoyment and satisfaction and the role of user satisfaction in purchasing the actual product. We test a holistic model using an experimental quantitative approach. Our analysis suggests that hedonic experience may create higher levels of engagement among users of the simulated car. Enjoyment and engagement were found to positively influence user satisfaction while driving the simulated car. In turn, user satisfaction with the simulated car was found to positively influence purchasing intention for the actual car. Our work has shown how a simulation based on widely available technologies can provide a foundation for the development of a relationship between a user and the simulated product. Consequently, our research findings have significant theoretical and practical implications beyond the auto-manufacturing industry, as experiencing simulated products can play an important role in the context of electronic commerce. This is especially true given the increasingly important role 'experience' plays in electronic marketing. {\circledC} 2014 Elsevier Ltd.",
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Virtual test-driving : the impact of simulated products on purchase intention. / PAPAGIANNIDIS, Savvas; SEE-TO, Eric; BOURLAKIS, Michael.

In: Journal of Retailing and Consumer Services, Vol. 21, No. 5, 09.2014, p. 877-887.

Research output: Journal PublicationsJournal Article (refereed)

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AB - This paper studies a number of key determinants of users[U+05F3] experience and engagement when driving a simulated car model, the outcome of this engagement in relation to enjoyment and satisfaction and the role of user satisfaction in purchasing the actual product. We test a holistic model using an experimental quantitative approach. Our analysis suggests that hedonic experience may create higher levels of engagement among users of the simulated car. Enjoyment and engagement were found to positively influence user satisfaction while driving the simulated car. In turn, user satisfaction with the simulated car was found to positively influence purchasing intention for the actual car. Our work has shown how a simulation based on widely available technologies can provide a foundation for the development of a relationship between a user and the simulated product. Consequently, our research findings have significant theoretical and practical implications beyond the auto-manufacturing industry, as experiencing simulated products can play an important role in the context of electronic commerce. This is especially true given the increasingly important role 'experience' plays in electronic marketing. © 2014 Elsevier Ltd.

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