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Article
Publication date: 1 March 2021

Agung Permana Budi, Made Antara, Anak Agung Putu Agung Suryawan Wiranatha and I. Nyoman Sudiarta

This paper aims to determine the effect of personal values and buying intention on repurchase intention. This paper is based on the social exchange theory (Cropanzano and…

Abstract

Purpose

This paper aims to determine the effect of personal values and buying intention on repurchase intention. This paper is based on the social exchange theory (Cropanzano and Mitchell, 2005) as a basis for understanding the relationship between tourists who give or exchange each other that contains embraced values or personal values between individuals from tourists based on certain social arrangements placing a moderating variable. As an illustration of social phenomena, especially tourism, which shows a non-linear relationship.

Design/methodology/approach

This study used a mixed-method research, combining quantitative and qualitative research techniques, in a single study. The use of mix method research is based on the consideration that the research variables are variables that are rarely used in previous studies so that there is limited literature to explain the research results. In the early stages of the research, a questionnaire was compiled based on all the research variables mentioned above. The questionnaire was then distributed to 160 respondents. The pre-test was carried out using the construct validity and the assistance of the SPSS 13.0 program for the level of reliability. The questionnaire was distributed using the purposive sampling method. The number of samples taken at each tourist attraction was 40 respondents in each tourist destination, namely, Nusa Dua, Kuta, Tanah Lot, Sanur and Ubud. Bali, fits the criteria of Hair et al. (2014).

Findings

This study has two novelties, the first is demographic variable that positions as a moderating variable the influence of personal value on buying intention and personal value on repurchase intention; and the second variable buying intention as an intervening variable between the influence of personal value on repurchase intention.

Research limitations/implications

This study has a limitation in that the questionnaire was only distributed to tourist destinations in Kuta, Nusa Dua, Sanur, Tanah Lot and Ubud. The object of this research is only focused on Chinese tourists, not other tourists either. Furthermore, this study does not distinguish between tourists who visit for the first time and tourists who visit several times which may be a moderating variable for the influence of personal value and buying intention on repurchase intention and the influence of personal value on buying intention.

Practical implications

The practical implications are as follows: tourism managers can use a tourism destination marketing strategy model that integrates independent and moderating variables in increasing buying intention and repurchase intention for Chinese tourists visiting Bali. Strategies that can be carried out by tourism managers in increasing buying intention and repurchase intention of tourists to visit Bali by identifying and creating values that are understood as values for tourists visiting Bali (personal value).

Social implications

Personal values that are adjusted to trends in the world of tourism that are felt and desired by a destination through tourists visiting Bali are one of the marketing strategies for tourism managers to increase the buying intention and repurchase intention of these tourists.

Originality/value

This study integrates personal values, demographics, buying intention and repurchase intention in evaluating Chinese tourists visiting Bali. Demographic variables in Chinese tourists as moderating variables based on age, education, gender, family, including their region of origin, it is very important to pay attention to the unique characteristics of Chinese tourists and the main differences between them, as an illustration of social phenomena, especially tourism, which shows a nonlinear relationship.

Details

International Journal of Tourism Cities, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 2056-5607

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Article
Publication date: 2 April 2020

Raeda Habash and Hani Al-Dmour

This study aims to examine the antecedent factors (internal and external) that influence intentions to buy over-the-counter (OTC) medicines in Jordan.

Abstract

Purpose

This study aims to examine the antecedent factors (internal and external) that influence intentions to buy over-the-counter (OTC) medicines in Jordan.

Design/methodology/approach

A conceptual framework was developed based on consumer buying behavior theoretical background and a review of the relevant literature. A quantitative approach and a convenience sampling method were used to obtain data from self-administered questionnaires, which were completed by 351 academic staff from selected Jordanian universities.

Findings

The results indicate that all antecedent factors (internal, external and combined) have significant positive influences on the intentions to buy OTC medicines. Internal factors are more influential than external factors; however, the combination of internal and external factors resulted in the greatest influence on buying OTC medicines compared to each category separately.

Originality/value

This paper has integrated and examined empirically the antecedent factors that influence intentions to buy OTC medicines (internal, external and combined) in Jordan’s business environment context as a developing country for the first time.

Details

International Journal of Pharmaceutical and Healthcare Marketing, vol. 14 no. 2
Type: Research Article
ISSN: 1750-6123

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Article
Publication date: 16 February 2018

Gallayanee Starwind Yaoyuneyong, Wesley A. Pollitte, Jamye K. Foster and Leisa R. Flynn

This paper aims to test the relationships between shopping enjoyment, economic motivation, apparel shopping self-confidence, perceived informativeness, perceived…

Abstract

Purpose

This paper aims to test the relationships between shopping enjoyment, economic motivation, apparel shopping self-confidence, perceived informativeness, perceived irritation and buying intention, using Uses and Gratification (U&G) theory, in a mediated model using virtual dressing room (VDR) media.

Design/methodology/approach

The proposed mediation model is tested using the PROCESS (Version 3.0) macro for SPSS with bootstrapping.

Findings

Results indicate that shopping enjoyment, economic motivation and apparel shopping self-confidence have no direct relationship with buying intention. Additionally, no indirect relationship was found between apparel shopping self-confidence and buying intention. However, outcomes show that both perceived VDR informativeness and perceived VDR irritation mediate the relationships of shopping enjoyment and economic motivation with buying intention by different mechanisms when using VDR media. Additionally, the relationship between shopping enjoyment and buying intention is mediated via perceived VDR informativeness. Finally, economic motivation has both an indirect relationship with buying intention through perceived VDR irritation and a serial mediated relationship via perceived VDR irritation and informativeness.

Originality/value

This study is original in that it investigates the mediating effect of informativeness and irritation, from U&G theory, on buying intention during VDR media usage. Previous research suggests a direct relationship between shopping enjoyment, economic motivation, apparel shopping self-confidence, informativeness, irritation and buying intention. Results of this research suggest that online retailers should consider the different and complex mediating roles informativeness and irritation play in the relationship between consumer attributes and buying intention when adding media to a website.

Details

Journal of Research in Interactive Marketing, vol. 12 no. 1
Type: Research Article
ISSN: 2040-7122

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Article
Publication date: 7 September 2015

Brian Tung and Jamie Carlson

– The purpose of this paper is to examine the drivers of the customers’ cross-buying intentions for retail banking services in Hong Kong.

Abstract

Purpose

The purpose of this paper is to examine the drivers of the customers’ cross-buying intentions for retail banking services in Hong Kong.

Design/methodology/approach

The research model was developed based on literature and tested empirically among 269 customers of retail banks in Hong Kong. Structural equation modelling was used to test the system of relationships.

Findings

The results indicate that the customers’ cross-buying intentions are primarily associated with image conflicts about the provider’s abilities to deliver high quality financial services from different activities and high levels of customer loyalty.

Research limitations/implications

The research is limited to a single country focus of Hong Kong retail banking. The generalizibility of these findings is therefore limited to this context.

Practical implications

The findings of the study have important implications for academicians in understanding what drives cross-buying behaviour as well as retail bank practitioners to help design more effective cross-buying strategies.

Originality/value

The authors show that perceived image conflict and customer loyalty directly influences cross-buying intentions and that cross-buying intentions is not affected by dimensions of relationship quality directly. However, relationship quality dimensions was found to influence customer loyalty and play an important indirect role in unlocking cross-buying intentions.

Details

International Journal of Quality & Reliability Management, vol. 32 no. 8
Type: Research Article
ISSN: 0265-671X

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Article
Publication date: 1 September 2004

Paul Valentin Ngobo

Why do some customers cross‐buy different services from the same provider while others are less disposed to do so? The present research examines the drivers of the…

Abstract

Why do some customers cross‐buy different services from the same provider while others are less disposed to do so? The present research examines the drivers of the customers’ cross‐buying intentions for services. Cross‐buying refers to the customer's practice of buying additional products and services from the existing service provider in addition to the ones s/he currently has. The results obtained from two samples of service consumers indicate that the customers’ cross‐buying intentions are primarily associated with image conflicts about the provider's abilities to deliver high‐quality services from different service activities, and the perceived convenience of cross‐buying from the same provider. Customers’ experiences with the service provider have a weaker or marginal effect on cross‐buying.

Details

European Journal of Marketing, vol. 38 no. 9/10
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 20 July 2012

Jung‐Kee Hong and You‐il Lee

The purpose of this paper is to be the first to explicate the determinants of customers’ cross‐buying intentions in the banking services of Korea and Taiwan, and then…

Abstract

Purpose

The purpose of this paper is to be the first to explicate the determinants of customers’ cross‐buying intentions in the banking services of Korea and Taiwan, and then explore the influence of cross‐cultural values, such as “Collectivism”, to the relationships between these determinants and customers’ cross‐buying intentions.

Design/methodology/approach

The authors employed a triangulation approach of structured surveys to 700 actual customers, and six interviews with professional senior managers engaged in customers’ cross‐buying activities of banking services in two countries – Korea and Taiwan. Confirmatory factor analysis and hierarchal multiple regression were conducted on these data using AMOS 10.1 and SPSS 12.0.

Findings

“Perceived value”, “Trust”, “Image”, and “Satisfaction” were found to be the determinants of customers’ cross‐buying intentions in the banking services of Korea and Taiwan, out of which “Trust” and “Satisfaction” were significantly influenced by “Collectivism”. The research also confirms that, even between countries with similar level of “Collectivism”, its influence can differ according to the determinants of cross‐buying intentions in banking services.

Originality/value

The conceptual model presented in this paper could be extended and tested on customers in an “Individualistic” culture, in future research. The analysis in the research could also be further elaborated for specific segments of customers.

Details

International Journal of Bank Marketing, vol. 30 no. 5
Type: Research Article
ISSN: 0265-2323

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Article
Publication date: 10 October 2016

Shu-Mei Tseng and Meng-Chieh Lee

More and more disputes have quickly emerged and accumulated, hence generating uncertainties and doubts among consumers regarding the online group-buying. In order to…

Abstract

Purpose

More and more disputes have quickly emerged and accumulated, hence generating uncertainties and doubts among consumers regarding the online group-buying. In order to decrease such uncertainties, the purpose of this paper is to explore the relationships among information disclosure, trust, reducing search cost, and online group-buying intention, as well as proposing concrete suggestions for enhancing online group-buying intention.

Design/methodology/approach

In order to explore the relationships among information disclosure, trust, reducing search cost, and online group-buying intention, the questionnaire and statistical analytical techniques were used. Moreover, as this study was an early attempt to develop a model for information disclosure, trust, reducing search cost, and online group-buying intention, partial least square therefore was appropriately to analyze data.

Findings

The results showed that the level of information disclosure and trust on a group-buying website have positive influence on reducing search costs, while reducing search costs and trust have positive influences on online group-buying intention.

Research limitations/implications

This research applied a purposive sampling method and obtained a slightly inadequate number of respondents. Therefore, it is suggested that future research should apply a random sampling method to collect more responses and increase the generalizability of the findings.

Practical implications

By more actively disclosing information it is possible for group-buying websites to increase consumer trust and decrease search costs, thus enhancing their group-buying intentions.

Originality/value

There are few studies on the relationships among reducing search cost, trust, and group-buying intention from the perspective of information disclosure. This study thus applies a questionnaire survey method to explore the relationships among them. This study also offers concrete suggestions to enhance group-buying intentions, and provides marketing strategies that can be used by online group-buying websites to raise their sales.

Details

Journal of Enterprise Information Management, vol. 29 no. 6
Type: Research Article
ISSN: 1741-0398

Keywords

Content available
Article
Publication date: 29 June 2020

J. Lukas Thürmer, Maik Bieleke, Frank Wieber and Peter M. Gollwitzer

This study aims to take a dual-process perspective and argues that peer influence on increasing impulse buying may also operate automatically. If-then plans, which can…

Abstract

Purpose

This study aims to take a dual-process perspective and argues that peer influence on increasing impulse buying may also operate automatically. If-then plans, which can automate action control, may, thus, help regulate peer influence. This research extends existing literature explicating the deliberate influence of social norms.

Design/methodology/approach

Study 1 (N = 120) obtained causal evidence that forming an implementation intention (i.e. an if-then plan designed to automate action control) reduces peer impact on impulse buying in a laboratory experiment with young adults (students) selecting food items. Study 2 (N = 686) obtained correlational evidence for the role of norms, automaticity and implementation intentions in impulse buying using a large sample of high-school adolescents working on a vignette about clothes-shopping.

Findings

If-then plans reduced impulse purchases in the laboratory (Study 1). Both reported deliberation on peer norms and the reported automaticity of shopping with peers predicted impulse buying but an implementation intention to be thriftily reduced these links (Study 2).

Research limitations/implications

This research highlights the role of automatic social processes in problematic consumer behaviour. Promising field studies and neuropsychological experiments are discussed.

Practical implications

Young consumers can gain control over automatic peer influence by using if-then plans, thereby reducing impulse buying.

Originality/value

This research helps understand new precursors of impulse buying in understudied European samples of young consumers.

Details

European Journal of Marketing, vol. 54 no. 9
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 1 December 2005

Anssi Tarkiainen and Sanna Sundqvist

The purpose of this paper is to test the extension of the theory of planned behaviour (TPB) in an organic food buying context.

Abstract

Purpose

The purpose of this paper is to test the extension of the theory of planned behaviour (TPB) in an organic food buying context.

Design/methodology/approach

The relationships between subjective norms and attitudes and intention to buy organic food were studied by applying structural equation modelling.

Findings

The proposed modified model of the TPB model fitted the data better than the original model, implying that in the organic food‐buying context the role of subjective norms differs from the original theory of planned behaviour. In buying organic food subjective norms affected buying intention indirectly through attitude formation. In addition, results showed that the modified TPB model predicts intention to buy organic food better than the original model. Based on the results, it can be said that consumers' intentions to buy organic food can be predicted with their attitudes (R2=0.558), which can further be predicted by subjective norms (R2=0.374), and that behavioural intentions reliably predict self‐reported behaviour (R2=0.824).

Research limitations/implications

First, this study concerned only organic bread and flour products, and therefore the results cannot be expected to explain consumer behaviour for all organically produced products. Second, just one retail channel of organic foods, a hypermarket, was examined. Since the different store formats have also very different characteristics (e.g. price level and number of products), it is likely that also the consumers' buying behaviour differs between different stores.

Originality/value

In past studies on organic food‐buying behaviour, the role of subjective norms has often been neglected – either they are not included in the models or their explanatory power has been weak.

Details

British Food Journal, vol. 107 no. 11
Type: Research Article
ISSN: 0007-070X

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Article
Publication date: 4 June 2018

Dong Hong Zhu, Ya Wei Wang and Ya Ping Chang

The purpose of this paper is to understand the effect of online cross-recommendation of products from e-retailers on consumers’ instant cross-buying intention, and compare…

Abstract

Purpose

The purpose of this paper is to understand the effect of online cross-recommendation of products from e-retailers on consumers’ instant cross-buying intention, and compare the effect between the contexts that the decision making on focal product is difficult and easy.

Design/methodology/approach

Based on the information adoption model, this paper develops a theoretical model to investigate how online cross-recommendation of products from e-retailers influence consumers’ instant cross-buying intention. Empirical data were collected from 224 online shoppers. The Partial Least Squares technique was used to test the proposed research model.

Findings

Choice confidence on focal product and perceived usefulness of cross-buying is the antecedents of instant cross-buying intention. Brand awareness of recommended product, one-stop shopping convenience, and perceived price advantage are the antecedents of perceived usefulness of cross-buying and choice confidence on focal product when the decision making on focal product is difficult, whereas brand awareness is not when it is easy to make focal product decision. Choice confidence on focal product positively affects perceived usefulness of cross-buying when it is easy to make focal product decision, whereas the effect is not significant when the decision making on focal product is difficult.

Originality/value

Knowledge about the effect of online cross-recommendation of products on instant cross-buying intention is scarce. This study reveals the psychological mechanism of the effect of online cross-recommendation of products on consumers’ instant cross-buying intention and finds that decision-making difficulty on focal product is an important moderator.

Details

Internet Research, vol. 28 no. 3
Type: Research Article
ISSN: 1066-2243

Keywords

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