Price sensitivity and online shopping behavior during the COVID-19 pandemic

Purpose: The COVID-19 pandemic has disrupted numerous businesses and upended the lives and shopping habits of most consumers. This study aims to examine the price sensitivity and the efficacy of online reviews during a pandemic crisis. Design/methodology/approach: This study borrowed from the regulatory focus theory and heuristic-systematic model and used a unique longitudinal sample of 320,000 product/day observations from the jeans category, collected before and during the pandemic, to investigate how consumers' online shopping behavior changed during the pandemic. Findings: The results of several hierarchical linear modeling analyses revealed that during the pandemic consumers were less price-sensitive and more willing to pay price premiums for jeans. Furthermore, consumers were more (less) likely to be influenced by online review volume than valence. Finally, the results of a post-hoc study highlighted the potential role of regulatory focus as the underlying psychological mechanism explaining the effect of the pandemic. Originality/value: This research contributes to the digital marketing and regulatory-focus literatures by showing that the COVID-19 pandemic may have triggered a prevention-focus state of mind and prompted consumers to place a greater value on online review volume than valence when shopping online (for jeans). Furthermore, this paper contributes to the pricing literature by offering further evidence that the pandemic may have inclined consumers to be less price-sensitive. © 2023, Emerald Publishing Limited.

Futile or fertile? The effect of persuasive strategies on citizen engagement in COVID-19 vaccine-related tweets across six national health departments.

National health departments across the globe have utilized persuasive strategies to promote COVID-19 vaccines through Twitter. However, the effectiveness of those strategies is unclear. This study thereby examined how national health departments deployed persuasive strategies to promote citizen engagement in COVID-19 vaccine-related tweets in six countries, including the UK, the US, Germany, Japan, South Korea, and India. Guided by the heuristic-systematic model and the health belief model, we found that national health departments differed significantly in the use of systematic-heuristic cues and health belief constructs in COVID-19 vaccine-related tweets. Generally, the provision of scientific information and appeals to anecdotes and fear positively, while appeals to bandwagon negatively, predicted citizen engagement. Messages about overcoming barriers and promoting vaccine benefits and self-efficacy positively affected engagement. Emphases of COVID-19 threats and cues to vaccinate demonstrated negative impacts. Importantly, health departments across countries often used futile or detrimental strategies in tweets. A locally adapted evidence-based approach for COVID-19 vaccination persuasion was discussed.

What makes an online help-seeking message go far during the COVID-19 crisis in mainland China? A multilevel regression analysis.

Various studies have explored the underlying mechanisms that enhance the overall reach of a support-seeking message on social media networks. However, little attention has been paid to an under-examined structural feature of help-seeking message diffusion, information diffusion depth, and how support-seeking messages can traverse vertically into social media networks to reach other users who are not directly connected to the help-seeker. Using the multilevel regression to analyze 705 help-seeking posts regarding COVID-19 on Sina Weibo, we examined sender, content, and environmental factors to investigate what makes help-seeking messages traverse deeply into social media networks. Results suggested that bandwagon cues, anger, instrumental appeal, and intermediate self-disclosure facilitate the diffusion depth of help-seeking messages. However, the effects of these factors were moderated by the epidemic severity. Implications of the findings on support-seeking behavior and narrative strategies on social media were also discussed.