Uncovering Relationships Between Emotional States and Higher-Order Needs: Enhancing Consumer Emotional Experiences in Computer-Mediated Environment

Andrew Pressey, Laura Salciuviene and Stuart Barnes
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Andrew Pressey: Department of Marketing, Birmingham Business School, Birmingham University, Birmingham, UK
Laura Salciuviene: Department of Marketing, Lancaster University Management School, Lancaster, UK
Stuart Barnes: Department of Management, Norwich Business School, University of East-Anglia, Norwich, UK

International Journal of Online Marketing (IJOM), 2013, vol. 3, issue 1, 31-46

Abstract: The purpose of the study is to examine the effects of emotional states on higher-order need attainment in the computer-mediated environment. A survey data were collected from 404 adult visitors within the Second Life of virtual worlds. The findings suggest that the emotional states exert significant effects on attainment of higher-order needs (i.e. belongingness, esteem and self-actualization); the flow emotional state exerts a greater effect on attaining higher-order needs than the remaining emotional states of anxiety, confusion and apathy. Companies with presence in the Second Life of virtual worlds will be able to make more informed decisions when directing their efforts to enhance visitors’ emotional experiences in their virtual islands.

Date: 2013
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Persistent link: https://EconPapers.repec.org/RePEc:igg:jom000:v:3:y:2013:i:1:p:31-46

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International Journal of Online Marketing (IJOM) is currently edited by Hatem El-Gohary

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