Title

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

Document Type

Journal article

Source Publication

Journal of Retailing and Consumer Services

Publication Date

9-1-2014

Volume

21

Issue

5

First Page

877

Last Page

887

Publisher

Pergamon Press

Keywords

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

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.

DOI

10.1016/j.jretconser.2014.02.010

Print ISSN

09696989

E-ISSN

18731384

Publisher Statement

Copyright © 2014 Elsevier Ltd.

Access to external full text or publisher's version may require subscription.

Full-text Version

Publisher’s Version

Language

English

Recommended Citation

Papagiannidis, S., See-To, E., & Bourlakis, M. (2014). Virtual test-driving: The impact of simulated products on purchase intention. Journal of Retailing and Consumer Services, 21(5), 877-887. doi: 10.1016/j.jretconser.2014.02.010

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