Journal of Northeastern University(Natural Science) ›› 2021, Vol. 42 ›› Issue (10): 1514-1520.DOI: 10.12068/j.issn.1005-3026.2021.10.020

• Management Science • Previous Articles    

Will Mental Simulation Make Customers Delighted? A Mediated Moderation Model

ZHANG Yue-xian1,2, YU Pei-yu1, YANG Yong2   

  1. 1. School of Business Administration, Northeastern University, Shenyang 110169, China; 2. School of Management, Northeastern University at Qinhuangdao, Qinhuangdao 066004, China.
  • Revised:2021-03-11 Accepted:2021-03-11 Published:2021-10-22
  • Contact: ZHANG Yue-xian
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Abstract: By examining the mechanism between outcome valence and customer delight, it explains whether mental simulation can make customers more delighted. The research hypothesis was validated using the simulated situational experimental design and regression analysis methods. The results showed that the relationship between mental simulation adjustment outcome valence and customer delight, that is, the difference between good and bad results under the mental simulation of attention result is significantly smaller than the difference between good and bad results under the mental simulation of attention process. The relation between outcome valence and customer delight was selected by the mediation role of expectation discrepancy. The interaction between outcome valence and mental simulation affects customer delight through the mediation of expectation discrepancy. This research provides new perspectives and ideas for online retailers to drive customer delight.

Key words: mental simulation; outcome valence; customer delight; expectation discrepancy; mediated moderation model

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