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1 – 10 of 811Yeneneh Tamirat Negash, Liao Pei Jyun, Ali Tarhini and Shafique Ur Rehman
This study aims to contribute to the International Business literature by investigating the marketing stimuli that drive impulsiveness and perceived value in mobile shopping (MS…
Abstract
Purpose
This study aims to contribute to the International Business literature by investigating the marketing stimuli that drive impulsiveness and perceived value in mobile shopping (MS) platforms and their impact on consumer response.
Design/methodology/approach
This study uses a sample of 891 MS platform users and applies structural equation modeling based on the stimulus–organism–response and the consumption value theory.
Findings
The empirical finding revealed that rewards, recognition, reviews and ratings are the most influential factors driving perceived value. In addition, the results indicated that customized offerings and visually appealing experiences were the most critical factors affecting the state of impulsiveness. This study also highlights the negative impact of the ubiquitous nature of MS on impulse buying behavior, emphasizing the importance of providing consumers with tools to make informed decisions. This study demonstrates a significant positive relationship between perceived value and impulsiveness, influencing MS.
Practical implications
This study reveals generational differences in the impact of reviews and ratings on perceived value, which can inform businesses’ MS strategies. The results have implications for managers of international firms seeking to optimize their business strategies.
Originality/value
To the best of the authors’ knowledge, using structural equation modeling, this study is the first to conduct a comprehensive examination of marketing stimuli, impulsiveness and perceived value in MS platforms. It offers businesses strategic insights by identifying rewards, recognition and customized offerings as the key determinants of consumer behavior.
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Andrea Lučić, Marija Uzelac and Andrea Previšić
The purpose of this paper is to investigate the effects of values of materialism on cognitive and affective impulsiveness and responsible financial behavior among young adults.
Abstract
Purpose
The purpose of this paper is to investigate the effects of values of materialism on cognitive and affective impulsiveness and responsible financial behavior among young adults.
Design/methodology/approach
A large-scale study (n = 483) was conducted on a sample of young adults 18 to 25 years of age in Croatia.
Findings
The research found that materialism has no direct effect on responsible financial behaviour (RFB), however, cognitive impulsiveness fully mediates the relationship of all three there three elements of materialism, centrality, success and happiness and RFB. Affective impulsiveness has no effect on the relationship. Furthermore, only materialism as centrality strongly and positively influences cognitive and affective impulsiveness.
Practical implications
Presented conclusions could be used by policymakers as guidelines for developing educational plans and curriculum to build financial capability and consumer protection among young adults and could be helpful for brand management activities targeting young people purchase decisions.
Originality/value
This paper’s ultimate purpose is to uncover the mechanism and the power of materialism on impulsiveness and responsible financial behavior. The paper’s originality is established by the focus on the investigation of materialism as an antecedent factor of impulsiveness and by questioning the nature of the relationship between materialism and responsible financial behavior through the mediating effect of impulsiveness.
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Kem Z.K. Zhang, Haiqin Xu, Sesia Zhao and Yugang Yu
Online reviews have shown important information that affects consumers’ online shopping behavior. However, little research has examined how they may influence consumers’ online…
Abstract
Purpose
Online reviews have shown important information that affects consumers’ online shopping behavior. However, little research has examined how they may influence consumers’ online impulse buying behavior. The purpose of this paper is to bring theoretical and empirical connections between them.
Design/methodology/approach
The framework of this study was tested on three popular online group shopping websites in China (ju.taobao.com, dianping.com, and meituan.com). An online survey with 315 participants who had experience using these websites was recruited to verify the effects of consumers’ perceived value from reading online reviews on urge to buy impulsively and impulse buying behavior.
Findings
The empirical findings show that consumers’ perceived utilitarian and hedonic value from reading online reviews enhance their browsing behavior. Browsing positively affects consumers’ urge to buy impulsively and finally affects their impulse buying behavior. Further, this study finds that consumers with high impulsiveness focus more on hedonic value of online reviews, whereas consumers with low impulsiveness put more emphasis on utilitarian value. Browsing demonstrates a stronger effect on urge to buy impulsively for consumers with high impulsiveness.
Originality/value
This study is one of the early studies to investigate the relationship between social influence (e.g. influence of online reviews) and impulse buying. It draws upon the perspectives of browsing and consumer’s perceived value from the literature. This research also considers consumer differences regarding the level of impulsiveness.
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Rejikumar G. and Aswathy Asokan-Ajitha
Online cart abandonment is a severe issue posing challenges to e-commerce growth. Emerging economies such as India fascinates global marketing practitioners because of favorable…
Abstract
Purpose
Online cart abandonment is a severe issue posing challenges to e-commerce growth. Emerging economies such as India fascinates global marketing practitioners because of favorable demographics and high levels of internet penetration. This study aims to consider the role of certain exogenous factors in developing shopping motivations that sequentially mediate to online purchase completion through impulsiveness under risk perceptions. The primary motivation behind this study is to understand the mental mechanism among online customers that develop purchase completion intentions, which prevent cart abandonment significantly.
Design/methodology/approach
Impact of e-commerce exogenous factors related to e-commerce such as website attributes, product features, promotional excellence and decision-making easiness on shopping motivations, impulsiveness and purchase completions intentions under the moderating effect of risk was estimated from the perceptions of Indian online customers (n = 243) using variance-based structural equation modeling and SPSS process macro v.3.0.
Findings
The most important exogenous variable that can influence purchase completion directly, sequentially through shopping motivations is decision easiness and promotions. Even though utility motivations are dominant in purchase completion intentions, hedonistic aspects are more critical in developing impulsiveness. The translation of impulsiveness to purchase completion is happening, but risk perception significantly moderates impulsiveness formation.
Research limitations/implications
Theoretically, this study examined online purchase completions being the most sought response by a customer to various stimuli in e-commerce. The study adopted a moderated mediation analysis in which shopping motivations and impulsiveness were mediators and risk as moderator. The interaction effect of risk on purchase completions was significant even when the mediating effects were prominent.
Practical implications
Contributes to the current knowledge-related online buying behavior in virtual retail formats and helps marketers in streamlining their focus in using impulsiveness as a strategic tool in reducing cart abandonment.
Originality/value
This study helps in understanding emerging trends in online buying behavior in India.
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Namho Chung, Hyo Geun Song and Hyunae Lee
First, this paper aims to investigate the impact of impulsiveness on two types of shopping value (e.g. utilitarian and hedonic value) and the urge to buy restaurant products and…
Abstract
Purpose
First, this paper aims to investigate the impact of impulsiveness on two types of shopping value (e.g. utilitarian and hedonic value) and the urge to buy restaurant products and services impulsively in social commerce environments. Second, the study assesses the impact of situational factors (e.g. scarcity and serendipity) on individuals’ shopping values.
Design/methodology/approach
Data were collected from 332 participants. By using PLS-graph 3.0, structural equation modeling was conducted. Furthermore, a hierarchical regression model was conducted for testing the mediating and moderating effects.
Findings
The results indicate that impulsiveness is a strong predictor for two types of shopping value (hedonic and utilitarian) and the urge to buy impulsively. While the hedonic shopping value was found to have a significant influence on the urge to buy impulsively, utilitarian value was not. Scarcity was moderator in the relationships between impulsiveness and both types of shopping value, whereas serendipity was found to moderate only the relationship between impulsiveness and the utilitarian shopping value.
Practical implications
The findings show that the marketing managers and application developers of social commerce should place their focus on scarcity and serendipity to stimulate consumers in having a hedonic shopping value so to have an urge to buy impulsively.
Originality/value
First, although most previous studies focused on only rational or planned consumption, this study focused on irrational and unplanned consumption as well. Second, the authors assessed the role of situational factors (scarcity and serendipity) occurring in social commerce and asserted that these factors moderate the relationship between consumers’ shopping values and their urge to buy impulsively.
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Marco Hubert, Mirja Hubert, Marc Linzmajer, René Riedl and Peter Kenning
The purpose of this study is to examine how consumer personality trait impulsiveness influences trustworthiness evaluations of online-offers with different trust-assuring and…
Abstract
Purpose
The purpose of this study is to examine how consumer personality trait impulsiveness influences trustworthiness evaluations of online-offers with different trust-assuring and trust-reducing elements by measuring the brain activity of consumers. Shoppers with high degrees of impulsiveness are referred to as hedonic shoppers, and those with low degrees are referred to as prudent consumers.
Design/methodology/approach
To investigate the differences between neural processes in the brains of hedonic and prudent shoppers during the trustworthiness evaluation of online-offers, the present study used functional magnetic resonance imaging (fMRI) and region-of-interest analysis to correlate neural activity patterns with behavioral measures of the study participants.
Findings
Drawing upon literature reviews on the neural correlates of both trust in online settings and consumer impulsiveness and using an experimental design that links behavioral and fMRI data, the study shows that consumer impulsiveness can exert a significant influence on the evaluation of online-offers. With regard to brain activation, both groups (hedonic and prudent shoppers) exhibit similar neural activation tendencies, but differences exist in the magnitude of activation patterns in brain regions that are closely related to trust and impulsiveness such as the dorsal striatum, anterior cingulate, the dorsolateral prefrontal cortex and the insula cortex.
Research limitations/implications
The data provide evidence that consumers within the hedonic group evaluate online-offers differently with regard to their trustworthiness compared to the prudent group, and that these differences in evaluation are rooted in neural activation differences in the shoppers’ brains.
Practical implications
Marketers need to be made aware of the fact that neurological insights can be used for market segmentation, because consumers’ decision-making processes help explain behavioral outcomes (here, trustworthiness evaluations of online-offers). In addition, consumers can learn from an advanced understanding of their brain functions during decision-making and their relation to personal traits such as impulsiveness.
Originality/value
Considering the importance of trust in online shopping, as well as the fact that personality traits such as impulsiveness influence the purchase process to a high degree, this study is the first to systematically investigate the interplay of online trustworthiness perceptions and differences in consumer impulsiveness with neuroscientific methods.
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This study applies and extends goal concepts by exploring the roles of goal intention and implementation planning in explaining how consumers minimize food waste (FW). It consists…
Abstract
Purpose
This study applies and extends goal concepts by exploring the roles of goal intention and implementation planning in explaining how consumers minimize food waste (FW). It consists of impulsiveness in a food domain and food waste-related habit strength as obstacles in this motivational process.
Design/methodology/approach
Survey data from 399 Vietnamese consumers and structural equation modeling are used to test the proposed model.
Findings
The results establish a causal mechanism from goal intention to food waste reduction behavior via implementation planning. It also highlights mechanisms in which impulsiveness leads to a weak goal intention and careless implementation planning, consolidates FW-related habit strength and makes consumers fail to achieve food waste reduction (FWR) goals.
Research limitations/implications
Future studies would benefit by investigating FWR behavior in different contexts based on the theory of trying or model of goal-directed behavior with the other traits, such as self-esteem or environmental values.
Practical implications
Businesses should design smaller eating portions to limit consumer impulsiveness in buying food. Food policymakers should educate consumers to form and maintain implementation planning, provide them with useful tools to deal with food habits or stimulate ethical motives to reduce FW.
Originality/value
This study extends goal concepts by exploring different routes, highlighting the competing roles of impulsiveness and habit strength compared with goal intention on FWR behavior.
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Boying Li, Fangfang Hou, Zhengzhi Guan and Alain Yee Loong Chong
Charitable crowdfunding features are embedded in social media platforms to encourage pro-social behaviors. Although such new practice allows practitioners to leverage the power of…
Abstract
Purpose
Charitable crowdfunding features are embedded in social media platforms to encourage pro-social behaviors. Although such new practice allows practitioners to leverage the power of a highly connected crowd, accomplishing the fundraising goal is still a challenge. This study seeks to understand what drives the donation intention in charitable crowdfunding features on social media platforms by examining the roles of social experience, empathy and personal impulsiveness.
Design/methodology/approach
A survey questionnaire was distributed to social media users in China to collect data. A total of 206 valid responses were analyzed using structural equation modeling to test the proposed hypotheses.
Findings
The results showed that empathy mediates interaction with the fundraiser and perceived proximity with the donatee on a user's donation intention. We also found that social influence on social media platforms positively influences empathy and donation intention. In addition, personal impulsiveness was found to moderate the relationship between empathy and donation intention.
Originality/value
This study contributes to existing literature and practices. It identifies three dimensions of social experience and examines their effects on donation intention, providing insights into the charitable crowdfunding features on social media. Moreover, this study extends the understanding to empathy by delineating its mediating role in the relationship between social experience and donation intention and examining how personal impulsiveness moderates the effect of empathy on donation intention. Furthermore, this study provides valuable insights for practitioners to craft strategies to stimulate pro-social behaviors and increase donations.
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Min‐Young Lee, Youn‐Kyung Kim and Hyun‐Joo Lee
Online auctions have attracted emotional shoppers through exciting shopping processes such as searching and bidding. The recreational and emotional worth of online auction…
Abstract
Purpose
Online auctions have attracted emotional shoppers through exciting shopping processes such as searching and bidding. The recreational and emotional worth of online auction shopping forces auction retailers to develop tailored strategies for their consumers. To this end, this study aimed to classify online auction shoppers based on their emotional shopping motivations and examine the relations of demographics (i.e. age, gender, income, and education) and psychographics (i.e. impulsiveness, variety‐seeking tendency, price sensitivity, and risk‐consciousness) to online auction shopper groups.
Design/methodology/approach
The data were collected via an online questionnaire utilizing a pre‐recruited consumer panel that had experience of online auction shopping during the past 12 months. Existing measurement scales were adopted and tested for validity and reliability in the processes of academic expert review, expert debriefing, the pretest, and the main study. The measures consisted of consumer psychographics (i.e. impulsiveness, variety seeking, price consciousness, and risk consciousness), emotional shopping motivations (i.e. adventure and gratification), and demographic variables. The analyses of the study proceeded in two stages. First, a cluster analysis uncovered auction shopper segments that emerged from the two dimensions of emotional shopping motivation. Second, regression analyses determined the predictive powers of demographic and psychographic variables in discriminating auction shopper segments.
Findings
The findings suggested that there were distinct auction shopper segments based on adventure and gratification shopping motivations. Four cluster groups showed significant differences in demographic characteristics of age and gender, and psychographic characteristics of impulsiveness, variety‐seeking tendency, and price sensitivity. The regression results provided information on predictive powers of selected variables (i.e. age, gender, impulsiveness, variety‐seeking tendency, price sensitivity, and risk consciousness) for different segments.
Originality/value
This study identified four online auction shopper segments and their differences in demographic and psychographic characteristics.
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David P. Farrington and Marta Aguilar-Carceles
This paper aims to advance knowledge about the life course of impulsive males from childhood to adulthood, based on data collected in the Cambridge Study in Delinquent Development…
Abstract
Purpose
This paper aims to advance knowledge about the life course of impulsive males from childhood to adulthood, based on data collected in the Cambridge Study in Delinquent Development (CSDD) from age 8 to 65 and to investigate which factors are related to impulsiveness at different ages.
Design/methodology/approach
The CSDD is a prospective longitudinal survey of 411 London males first studied in 1961–1962 at age eight. The males have been assessed face-to-face nine times from age 8 to 48. A total of 77 impulsive boys and 334 non-impulsive boys were identified at ages 8–10 using three measures of impulsiveness: daring/risk-taking (rated by parents and peers), psychomotor clumsiness/impulsivity (based on psychomotor tests of the boys) and poor concentration/restless in class (rated by teachers).
Findings
Parental, family, socio-economic, academic attainment and behavioural factors in childhood were the most significant variables that were related to impulsiveness at ages 8–10. Impulsive males had low IQ, truancy, high daring and a high antisocial personality score at ages 12–14. No exams passed, and a low socio-economic status job were especially significant at ages 16–18, while poor employment, convictions (especially for violence), anti-establishment attitudes and an unsuccessful life were especially characteristic of impulsive males in adulthood (ages 32–48).
Practical implications
Child skills training programmes are needed to reduce childhood impulsiveness.
Originality/value
To the best of the authors’ knowledge, this is the first-ever publication that documents the life course of impulsive males from childhood to late adulthood.
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