... of the EU energy label. They also help online retailers make decisions about when and how to present product information on their websites. Originality/value This study contributes to the literature on product labelling by examining the effects of relatively unexplored types of reference information...

...Chenyan Gu; Zhe Zhang; Yuansi Hou Purpose To investigate the psychological mechanism of observational learning in the online retailing context, the purpose of this paper is to show how the psychological distance between consumers and products affects modes of observational learning. Design...

...., 2014). Elika Kordrostami can be contacted at: Kordrostami@rowan.edu 15 04 2019 17 02 2020 12 05 2020 01 07 2020 © Emerald Publishing Limited 2020 Emerald Publishing Limited Licensed re-use rights only Regulatory focus Purchase intention Online retailing...

... activating behavioural responses in customers and an established precedent to consider CE from a consumer behaviour theoretical perspective, the adoption of this lens facilitates a comprehensive understanding of the nature of CE in an online retail context. Specifically, by considering the environmental cues...

...Maurits Kaptein; Richard McFarland; Petri Parvinen Purpose This paper aims to develop and test a method of automating, for online retailers, the practice of adaptive selling, which is typically used by salespeople in face-to-face interactions. This method customizes persuasive messages...