The effect of interpersonal trust, need for cognition, and social loneliness on shopping, information seeking and surfing on the Web

Samar Das, Raj Echambadi, Michael McCardle, Michael Luckett

Research output: Contribution to journalArticle


This study contends that certain personality traits of e-consumers have an affect on their shopping, surfing and information seeking behaviors on the Web. Specifically, it is proposed that e-consumers who are low on interpersonal trust are less likely to shop on the Web due to their heightened concerns with Web security. Similarly, an argument is made that e-consumers who enjoy cognitively demanding processing tasks are more likely to use the Web for information search. Finally, it is posited that social loners will be selectively drawn to Web surfing. Findings from an empirical study are presented which support these assertions. Implications of this study for marketers and future researchers are discussed.

Original languageEnglish (US)
Pages (from-to)185-202
Number of pages18
JournalMarketing Letters
Issue number3
StatePublished - Oct 1 2003



  • Consumer behavior
  • Internet marketing
  • Interpersonal trust
  • Need-for-cognition
  • Personality traits
  • Social loneliness

ASJC Scopus subject areas

  • Business and International Management
  • Economics and Econometrics
  • Marketing

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