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1 – 10 of over 1000
Article
Publication date: 10 April 2019

Chun-Der Chen, Edward C.S. Ku and Chien Chi Yeh

Customers who engage in impulsive online shopping make immediate, unplanned and ill-thought-out purchases online. The purpose of this paper is to present a model to…

2152

Abstract

Purpose

Customers who engage in impulsive online shopping make immediate, unplanned and ill-thought-out purchases online. The purpose of this paper is to present a model to illustrate how website quality (moderated by hedonic value) influences impulsive shopping behaviors in the context of online tourism.

Design/methodology/approach

The model and hypotheses presented here were tested by structural equation modeling. Empirical data were collected by conducting a questionnaire survey, in total, 3,000 invitation messages were mailed to the members of the two travel communities (1,500 invitation messages for each one), of which, 402 were returned completed (a return rate of 13.4 percent).

Findings

Visually appealing websites are more likely to attract customer attention and illicit pleasurable emotional responses. In addition, effective tourism websites also maintain good service quality and ensure accuracy of information. Finally, good functional benefits can help customers reduce the time and effort spent searching for a specific service and can also serve as a stimulus triggering impulse buying.

Research limitations/implications

This study used a reliable multidimensional measure of factors that influence the relational benefit of initiators and buyers to help elucidate which factors encourage impulsive online shopping. From a theoretical perspective, the authors determined that website quality is positively associated with functional benefits, and thereby influences impulsive shopping behaviors; in addition, the functional benefits conferred by websites have a strong and direct influence on impulsive shopping behavior. However, this effect is moderated by hedonic value.

Practical implications

Online tourism retailers should continually seek to enhance this function because it is the primary motivation behind customer use of online shopping websites. Effective tourism websites also maintain good service quality and ensure accuracy of information. Finally, navigation systems should be designed to meet the needs of new users, for example by offering help pages that address a variety of topics. Therefore, tourism websites should feature an adequate number of images, a colorful design, and well-described services and products.

Originality/value

In recent years, the popularity of online shopping websites has continued to rise. In seeking to elucidate impulsive online shopping behaviors, this study focused on online-to-offline applications, the uses-and-gratifications perspective and service-dominant logic. The authors also discussed the important influence of website quality on impulse buying and how this is moderated by hedonic value. The research model presented in this study provides a reliable instrument to operationalize key constructs in the analysis of impulsive shopping behavior and has important implications for the online tourism industry.

Details

Internet Research, vol. 29 no. 4
Type: Research Article
ISSN: 1066-2243

Keywords

Article
Publication date: 11 December 2019

Yang Liu, Qi Li, Tudor Edu, Laszlo Jozsa and Iliuta Costel Negricea

The purpose of this paper is to appraise the impact of mobile shopping platform characteristics on consumer’s emotions, the relationship between emotions and their impact…

2261

Abstract

Purpose

The purpose of this paper is to appraise the impact of mobile shopping platform characteristics on consumer’s emotions, the relationship between emotions and their impact on impulsive buying.

Design/methodology/approach

Mobile shopping platform characteristics were grouped into five dimensions: information, entertainment, personalization, visuality and economic benefits, and integrated in a model built on the Stimulus-organism-response theory to evaluate the influence on arousal (excitement) and pleasure, the relationship between arousal and pleasure and their impact on impulsive buying. In total, 303 valid questionnaires were collected from Chinese mobile shoppers. The research hypotheses were tested through confirmatory factor analysis and structural equation modeling.

Findings

Entertainment and personalization had significant positive influences on consumer’s arousal and pleasure. Information, visuality and economic benefits had significant positive influences on consumer’s arousal. Arousal had a significant positive impact on consumer’s pleasure. Arousal and pleasure had significant positive influences on impulsive buying.

Research limitations/implications

New insights can be obtained by investigating other consumer’s profiles. The model can be improved by including other mobile platform characteristics (product availability, platform ease-of-use and interactivity) and broadening the impulsive buying perspective through assessing flow experience and virtual atmosphere.

Practical implications

Marketing strategies are proposed based on the mobile platform characteristics and considering Chinese customer values, for generating positive emotions and impulsive buying.

Originality/value

This study enriches the literature by recommending a classification for mobile shopping platform characteristics and proposing a model to investigate the characteristics, emotions and impulsive buying nexus.

Article
Publication date: 1 May 2001

Ogenyi Omar and Anthony Kent

Airport shopping is characteristically related to airport environmental conditions. Although consumption‐related emotions have been studied with increasing frequency in…

6603

Abstract

Airport shopping is characteristically related to airport environmental conditions. Although consumption‐related emotions have been studied with increasing frequency in consumer behaviour, issues concerning the evaluation of emotions leading to impulse purchasing and airport environment effect remain hidden in academic context. Airport shoppers tend to make impulse purchases, however, previous studies relating to impulse purchases did not have the shopper as an independent variable. This research paper presents conceptual and empirical evidence that airport shoppers’ self‐assessment (judgement) about the appropriateness of engaging in impulse shopping behaviour moderates the relationship between the airport influences on impulse shopping and consumers’ buying behaviours. The study found that the relationship between airport impulsive shopping and the related shopping behaviour is significant only when airport shoppers believe that acting on impulse is appropriate. This finding supports the proposition for moderating airport shoppers’ self‐evaluations.

Details

International Journal of Retail & Distribution Management, vol. 29 no. 5
Type: Research Article
ISSN: 0959-0552

Keywords

Open Access
Article
Publication date: 13 May 2022

Indrawati Indrawati, Gadang Ramantoko, Tri Widarmanti, Izzatdin Abdul Aziz and Farhat Ullah Khan

The study aims to analyze the influence of hedonic, utilitarian, and self-esteem motivations on online shopping behavior. Likewise, the mediating role of impulsive shopping

Abstract

Purpose

The study aims to analyze the influence of hedonic, utilitarian, and self-esteem motivations on online shopping behavior. Likewise, the mediating role of impulsive shopping and shopping intentions is also analyzed.

Design/methodology/approach

The study was carried out with the results of a survey in which 450 respondents participated, and the data was analyzed by using structural equation modeling (SmartPLS 3.0 software).

Findings

All the hypothesized links were significant and positive except for the relationship of self-esteem motive with impulsive shopping tendency, which was negative as hypothesized. Moreover, hedonic motive had a strong positive impact on impulsive shopping tendency, whereas, in contrast, utilitarian motive had a strong positive impact on shopping intentions.

Practical implications

Managers should focus on functional value rather than emotional value to attract customers who tend to be utilitarian. In contrast, for customers who tend to be hedonic, the product offerings should be visually appealing, stimulating and inspiring, as well as have emotional value.

Originality/value

This study investigates the roles of self-esteem and hedonic motives in impulsive shopping behavior. Moreover, by using the theory of planned behavior, this study highlights the roles of hedonic and utilitarian motives in attitude toward engaging in online shopping.

Propósito

El estudio pretende analizar la influencia de las motivaciones hedónicas y utilitarias y la autoestima en el comportamiento de compra online. Asimismo, se analiza el papel mediador de la compra impulsiva y la intención de compra.

Metodología

El estudio se realizó con los resultados de una encuesta en la que participaron 450 encuestados y los datos se analizaron mediante el modelo de ecuaciones estructurales (software Smart PLS 3.0).

Resultados

Todos los vínculos planteados como hipótesis fueron significativos y positivos, excepto la relación del motivo autoestima con la tendencia a la compra impulsiva, que fue negativa según la hipótesis. Además, el motivo hedónico tuvo un fuerte impacto positivo en la tendencia de compra impulsiva, mientras que, por el contrario, el motivo utilitario tuvo un fuerte impacto positivo en las intenciones de compra.

Originalidad

Este estudio investiga el papel de la autoestima y los motivos hedónicos en la conducta de compra impulsiva. Además, al emplear la teoría del comportamiento planificado, este estudio pone de relieve el papel de los motivos hedónicos y utilitarios en la actitud hacia la realización de compras en línea.

Implicaciones

Los directivos deberían centrarse en el valor funcional más que en el valor emocional para atraer a los clientes que tienden a ser utilitarios. En cambio, para los clientes que tienden a ser hedónicos, las ofertas de productos deben ser visualmente atractivas, estimulantes e inspiradoras, además de tener valor emocional.

目的

本研究旨在分析享乐动机和功利动机以及自尊心对网上购物行为的影响。 而且, 本文也分析了冲动性购物和购物意向在其中的中介作用。

方法

本研究采用了由450名受访者参与的调查结果, 并使用结构方程模型(Smart PLS 3.0软件)对数据进行了分析。

研究结果

除自尊动机与冲动性购物符合假设所提议的负相关倾向外, 其他所有关系均为显著正相关。此外, 享乐动机对冲动性购物倾向有较强的正向影响, 而功利动机则对购物意向有较强的正向影响。

原创性

本研究调查了自尊和享乐动机在冲动性购物行为中的作用。此外, 通过采用计划行为理论, 本研究强调了享乐和功利动机在对参与网上购物态度中的作用。

意义

管理者应该关注功能价值而不是情感价值, 以吸引那些倾向于功利主义的顾客。相反, 对于倾向于享乐主义的顾客, 产品应该具有视觉吸引力、刺激性和启发性, 并具有情感价值。

Article
Publication date: 17 September 2020

Yanzhi Wang, Hongliang Lu and Dahai Wang

The topic of impulsive buying has been studied by researchers for nearly 70 years and made a large number of valuable discoveries. However, most of the existing research…

Abstract

Purpose

The topic of impulsive buying has been studied by researchers for nearly 70 years and made a large number of valuable discoveries. However, most of the existing research studies focused on the impulse buying behavior in the context of single person shopping from the perspective of individuals and lack of research on impulse buying behavior in the context of shopping with others from the perspective of communities. Given that consumers' decision-making in the presence of others is significantly different from that when they are alone, it is necessary to probe into the internal mechanism of impulse purchase behavior in the context of shopping with others.

Design/methodology/approach

In total three experiments were used to test the hypothesis. Study 1 examines the differences in the motivation of impulsive desire among consumers with different impulsive traits. A total of 240 undergraduates were recruited to participate in the study. The purpose of study 2 is to examine the effect of external attribution on consumer guilt, which leads to the failure of self-control. A total of 256 undergraduate students participated in the study 2. The purpose of study 3 was to test the moderating effect of the intensity of ties on the impact of goal on impulse purchase intention. A total of 240 subjects participated in study 3.

Findings

When shopping with companions, consumers with different impulse traits have different initial impulses in the face of temptation, but they may have a similar higher willingness to buy on impulse. There are two reasons: on the one hand, consumers with high-impulsive traits produce a higher desire to buy on impulse driven by hedonistic motivation. In contrast, consumers with low-impulse traits will also have a higher impulse purchase desire driven by prosocial motivation. On the other hand, external attribution can lead to the failure of self-control and impulse purchase behavior. However, the above effects only occur when there is a strong connection between consumers.

Research limitations/implications

First, this paper simulates the phenomenon of impulse purchase in the relational situation through experimental methods; if the research based on the real consumption scenario can be carried out, the research results will be more convincing. Second, whether there are other intermediary mechanisms, such as whether external attribution can affect consumers' self-control through perceived social support, need to be further tested. Finally, it is also necessary to examine the role of other regulatory variables, such as consumers' sense of power, the type of self-construct, etc., and these research clues will further enrich the research on impulsive buying in the context of relationship.

Practical implications

First, businesses can launch more accurate marketing strategies for consumers who are shopping together, find ways to reduce consumers' attention to their own responsibility or fault and guide them to conduct external attribution to their impulsive consumption behavior. The findings also have implications for consumers to control their own impulse purchase behavior. In addition, the results of this study can provide new insights into the government to prevent social crisis and carry out consumer education.

Originality/value

The key contribution of the current research is that, unlike existing studies that focus on the exploration of impulsive buying in the context of single person shopping, this study explores the internal mechanism and causal process on how consumers' impulsive buying behavior occurs when shopping with others. The authors further make a contribution to a self-control theory by demonstrating that external attribution has a negative effect on self-control in relational situations. Finally, this study also finds that the intensity of ties can moderate the impacts of focus goals on impulsive buying behavior.

Details

Journal of Contemporary Marketing Science, vol. 3 no. 2
Type: Research Article
ISSN: 2516-7480

Keywords

Open Access
Article
Publication date: 9 July 2021

Kavita Kshatriya and Priyanka Sharad Shah

This paper aims to examine the presence of impulsive and compulsive buying among consumers. It studies the various factors that affect and moderate the impulsiveness and…

2803

Abstract

Purpose

This paper aims to examine the presence of impulsive and compulsive buying among consumers. It studies the various factors that affect and moderate the impulsiveness and compulsiveness of buying.

Design/methodology/approach

Literature review resulted in four constructs – social media influence, social media preferences, hedonic motivation and shop in COVID-19. On conducting factor analysis in statistical package for the social sciences, the variables were divided under the influence of social media, social commerce, electronic word of mouth (EWOM) of social commerce, hedonic happiness, hedonic fun and shopping in times of COVID-19. Structural equation modeling is conducted in AMOS (statistical software) for a diagrammatic representation of the relationship between the variables. Regression analysis is used to re-affirm the above relationship. Testing of hypotheses is done with the help of the chi-square test.

Findings

All six latent variables are significantly related to impulsive and compulsive buying. However, the regression analysis shows social media influence as the strongest predictor for impulse buying and hedonic happiness for compulsive buying. Also, the presence of the pandemic COVID-19 leads to impulsive buying as well as compulsive buying in the apparel and accessory segment.

Practical implications

Marketers should capitalize on spontaneous buying in both forms – impulsive buying and compulsive buying. Social media influencers, as well as more consumer engagement on social media, can promote impulsive buying. However, compulsive buyers will be more attracted towards great in-store experiences or hedonically driven advertisements, as they do not just shop for buying the product; they shop for the experience of shopping.

Originality/value

This study uncovers the difference in factors that affect impulsive and compulsive buying. Though both behaviours seem points of the same scale, they are inherently different and can be predicted with social media influence and hedonic happiness.

Details

Vilakshan - XIMB Journal of Management, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 0973-1954

Keywords

Article
Publication date: 3 August 2012

Fang Meng and Yingjiao Xu

This research attempts to expand the understanding of the nature of tourist shopping behavior. More specifically, this study aims to explore the influences of the…

8148

Abstract

Purpose

This research attempts to expand the understanding of the nature of tourist shopping behavior. More specifically, this study aims to explore the influences of the components of planned behavior, impulsive behavior, and experiential consumption on tourists' intentions to shop/purchase in the tourism context.

Design/methodology/approach

This conceptual study reviews and investigates the major current research in the areas of planned behavior, impulse purchase, experiential consumption, as well as tourism shopping behavior/experience. By reviewing and assessing important relevant concepts, this study proposes a conceptual framework of tourist shopping behavior.

Findings

Based on the extensive review and discussion of the related literature, this study proposes that tourist shopping intention and actual purchase behavior are influenced by various indicators, including planned behavior, impulsive behavior, and experiential consumption factors. In other words, tourist shopping behavior is a mixture of planned, impulsive, and experiential consumption behavior.

Originality/value

The study of tourism shopping is still limited and in an exploratory stage. The resulting theoretical framework of this study is an inclusive overarching structure systematically explaining the nature of tourist shopping behavior from the perspectives of planned behavior, impulsive buying, and experiential consumption. This study is expected to provide better information and understanding of the factors influencing tourist shopping behavior, which, in turn, will lead to improved planning, marketing and management of sales, expenditures and opportunities in the tourism and retail industries.

Details

International Journal of Culture, Tourism and Hospitality Research, vol. 6 no. 3
Type: Research Article
ISSN: 1750-6182

Keywords

Article
Publication date: 10 September 2021

Dora Appiadu, Mercy Kuma-Kpobee and Efua Vandyck

The purpose of the study was to identify the apparel shopping styles of Ghanaian female young adults and to assess the applicability of the consumer styles inventory (CSI…

Abstract

Purpose

The purpose of the study was to identify the apparel shopping styles of Ghanaian female young adults and to assess the applicability of the consumer styles inventory (CSI) within the Ghanaian context.

Design/methodology/approach

A multistage random sampling technique was used to select 405 Ghanaian female undergraduate students aged 18–25 years from the University of Ghana. The CSI was used to collect data and these were analyzed using principal component analysis.

Findings

The results showed that the subjects adopted multiple shopping styles when scouting for stores and selecting apparel for managing their appearance. Seven of the CSI dimensions were confirmed (perfectionism, brand consciousness, novelty-fashion consciousness, confused by over-choice, impulsive carelessness, recreational hedonism and habitual brand loyalty). A new shopping style, indifference shopping orientation was identified.

Practical implications

Market segmentation, product development and marketing strategies should be tailored to the shopping styles of female young consumers in Ghana.

Originality/value

This study, for the first time, uses the consumer characteristic approach and the CSI to identify the apparel decision-making styles of young adult female Ghanaians. This fulfils the need for the study of shopping styles, which is vital for producers and marketers to enable them to make informed decisions to meet specific needs and expectations of these cohorts of consumers.

Details

Journal of Fashion Marketing and Management: An International Journal, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 1361-2026

Keywords

Article
Publication date: 17 August 2021

Jookyung Kwon and Jiseon Ahn

This study aims to examine the effects of cruise attributes on impulse buying of service customers through impulsive buying tendency. Specifically, this study investigates…

Abstract

Purpose

This study aims to examine the effects of cruise attributes on impulse buying of service customers through impulsive buying tendency. Specifically, this study investigates whether service attributes (variety of selection and price) influence the impulsive buying behavior of customers by stimulating their impulsive buying tendency.

Design/methodology/approach

Partial least squares-structural equation modeling was used to test the hypothesis using a sample of 143 cruise customers. Mediating analysis was conducted to examine whether customer personal traits (impulsivity) mediated the relationship between service attributes and impulsive buying behavior.

Findings

The findings showed that price attributions had a significant positive direct impact on impulsive buying tendency and behavior, while a variety of selections had a significant direct effect on impulse buying behavior. The results revealed a significant mediating role of impulsive buying tendency in the relationship between price attributions and impulse buying.

Originality/value

Although studies on the decision-making style of service customers have been widely discussed, a limited number of studies has examined customers’ impulsive buying behavior in the service sector. Considering the importance of impulsive purchasing as a valuable marketing tool, the results of this study can help service providers and researchers enhance their knowledge of the mechanism of impulse buying behavior.

Details

International Journal of Quality and Service Sciences, vol. 13 no. 3
Type: Research Article
ISSN: 1756-669X

Keywords

Article
Publication date: 8 July 2014

Ju-Young M. Kang, Kim K.P. Johnson and Juanjuan Wu

The purpose of this paper are to examine: first, whether the consumer style inventory (CSI) consumer decision-making styles were related to opinion seeking using…

4424

Abstract

Purpose

The purpose of this paper are to examine: first, whether the consumer style inventory (CSI) consumer decision-making styles were related to opinion seeking using electronic word of mouth (eWOM) in social networking sites (SNSs) and attitudes toward online social shopping using SNSs; and second, whether opinion seeking in SNSs and attitudes mediated the links between decision-making styles and intent to social shop online for apparel using SNSs.

Design/methodology/approach

The conceptual foundation was based on Engel, Kollat, and Blackwell's model. In total, 304 college students who are SNS users provided usable responses. Structural equation modeling was employed to test the proposed model and research hypotheses.

Findings

Among the CSI consumer decision-making styles, novelty/fashion consciousness decision-making style was the most important antecedent of opinion seeking using eWOM. The brand consciousness decision-making style was the most important antecedent of favorable attitudes. Novelty/fashion consciousness, brand consciousness, and price consciousness decision-making styles had indirect effects on intent to social shop online for apparel using SNS, mediated by both opinion seeking and favorable attitudes.

Originality/value

This study contributes to further theoretical understanding of the types of consumers that are drawn to eWOM and their online social shopping behaviors for apparel using SNSs. By identifying individual consumer characteristics, this study can provide retailers with an initial profile of consumers who shop apparel using SNSs. Retailers can use this information to further develop the design of their social shopping sites using SNSs to meet the needs of their customers.

Details

Journal of Fashion Marketing and Management, vol. 18 no. 3
Type: Research Article
ISSN: 1361-2026

Keywords

1 – 10 of over 1000