THE EFFECT OF LONELINESS AND NOSTALGIC ADVERTISING ON MOBILE SHOPPING INTENTION: A CONCEPTUAL FRAMEWORK

Abstract

Factors influencing mobile shopping intention have been discussed very frequently in the literature. However, the effect of psychological reasons like loneliness on mobile shopping intention has received little attention in the consumer behaviour literature. Especially, there is a dearth of studies regarding how lonely consumers respond to mobile shopping intention when exposed to nostalgic advertising. Grounded on the Uses and Gratification Theory (UGT), this article conceptualizes that lonely consumer when exposed to nostalgic advertising may enter the flow state and eventually engage in mobile shopping. Consistent with prior literature, the authors consider four distinct dimensions of advertising-evoked personal nostalgia: past imagery, positive emotions, negative emotions, and physiological reactions. Marketers face considerable challenges when appealing to lonely consumers to engage in mobile shopping. This article provides a framework to aid marketers to successfully develop marketing strategies to engage lonely consumers in mobile shopping. Theoretical and managerial implications are discussed. Keywords: Loneliness, Nostalgic Advertising, Mobile Shopping Intention.