...impulse buying stimulus and then later evaluate that prospective purchase as appropriate (O’Guinn and Faber, 1989). Many researchers have provided theoretical frameworks for examining impulse buying related to psychological variables, hedonic experiences and situational variables in a shopping context. The researcher assumed that fashion-oriented impulse buying is related strongly to fashion involvement. And in the 1991, Han et al, found textile and clothing students had significantly higher impulse buying scores than students in other majors. Their finding supports a notion that fashion involvement might encourage fashion-oriented impulse buying by providing sensory or experiential cues of fashion products. Also, fashion-oriented impulse buying can be predicted by other prominent variables such as hedonic consumption tendency (Hausman, 2000) and positive emotion when shopping (Mattila and Enz, 2002). PROBLEM IDENTIFICATION Few studies exist for predicting fashion-oriented impulse buying behavior. This study addresses the need to examine impulse buying behavior related to fashion products. RESEARCH QUESTION Exploring a model of fashion-oriented impulse buying in conjunction with product involvement and experiential aspects of consumption including hedonic consumption tendency...
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...BEHAVIOUR The influences of social e-shopping in enhancing young women’s online shopping behaviour Charles Dennis, Brunel University, UK* Alesia Morgan, UltraSoft Technologies Ltd., UK Len Tiu Wright, Business School, De Montfort University, UK Chanaka Jayawardhena, Loughborough University Business School, UK Abstract The background to this paper is that shoppers, particularly women, are motivated by a variety of different reasons, including socialising and enjoyment. Despite the growth of Internet retailing (e-retailing), these social needs are largely unmet in e-shopping. In the high street, women do most of the shopping but online shopping (e-shopping) tends to be dominated by male shoppers. At the same time, social networking is growing fast and is especially popular amongst young females. The purpose of this paper is to draw on prior research about why people shop in order to explore the concept of social e-shopping, based on combining e-shopping with social networking. We propose that shoppers, particularly young females, will prefer social e-shopping to traditional e-shopping. We carried out a qualitative study for our propositions with a comparison experiment, semistructured questionnaire and focus group, to compare a traditional e-shopping website with a social e-shopping one. The findings reveal that young women prefer social e-shopping sites. Both utilitarian and hedonic young adult female shoppers found social e-shopping enjoyable and useful. However, although...
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...months of 2009 (“US Online Sales Up,” 2009). The growth of online sales may due to the growing number of consumers who shop online. In the case of Asia, survey reported 77.6% of Internet users have online shopping experiences in 2003 (as cited in To, Liao & Lin, 2007). Online shopping is very different from traditional shopping. Consumers cannot touch and check the product before purchasing it, which means they are at higher risk of fraud than traditional shopping. Consumers also have other concerns such as credit cards security of online shopping. Then questions should be raised: what is the advantage of online shopping? Why people shop online? In following paragraphs, the advantage of online shopping for the consumer and consumer’s motivation to shop online will ... ... middle of paper ... ...enerates search intention, which in turn generates purchase intention (To et al., 2007). Consumers’ motivations for online shopping are dual characterization. Research claimed that utilitarian motivation can influence consumers’ intention to search and to purchase, while hedonic motivation has a direct impact on intention to search and indirect impact on intention to purchase (To et al., 2007). Online shopping has many advantages which can fit consumers’ needs and motivation. It might be one reason of the rapid growth of online...
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...The analysis of Chinese department stores with the fierce competition of online stores －A case study of Wanda department stores Word Count: 9850 Executive Summary Chinese department stores have suffered from the strong competition of online stores in recent years, Wanda department stores in particular. A significant 56 Wanda department stores was collapsed in 2015. Jack Ma even predicted that traditional brick-and-mortar sector will be replaced by the online stores. This research intends to first help Wanda department stores to identify the influences of online stores. Then, based on the successful development experience of British department stores industry, the feasibility of creating own-brand to help Wanda department stores to reduce the influences of online stores will be analyzed. This research finds three influences of online stores to Wanda department stores which is the objective one. First is the elicitation of homogenous issues of Wanda department stores. Second one is the low consumer switching cost to shop online. Third come to the high utilitarian value of online stores. From the findings of objective two, it is possible for Wanda department stores to create their own-brands, and own-brand product can reduce those three online influences identified in objective one. Wanda department stores can differentiate themselves and get ride of homogenous issues with the existence of competitive own-brand products. Besides, if Wanda department stores establish own-brands...
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...Online Shopping Binbin He and Christian Bach Department of Technology Management, University of Bridgeport, Bridgeport, CT 06604, USA Copyright © 2014 ISSR Journals. This is an open access article distributed under the Creative Commons Attribution License, which permits unrestricted use, distribution, and reproduction in any medium, provided the original work is properly cited. ABSTRACT: Perceived risk, Shopping motivations, Experience, Service quality and Trust are five important factors to improve the competitiveness of online shopping. KEYWORDS: Perceived Risk, Shopping Motivations, Experience, Service Quality, Trust. 1 INTRODUCTION This paper wants to research influence factors of online shopping, the advantages and disadvantages of online shopping; and how to improve the competitiveness. The foundation of this paper was based on some factors about if people choose the online shopping. Via analyzed the factors, I will present some suggestion about how to improve the competitiveness. Online shopping had some problems in user-friendliness and aesthetics [1]. Now it is the first evolved of B to C E-commerce [2]. The first factor is Perceived risk. Perceived risk is an important part of online shopping factors. Consumers are worried much about perceived risk. It is a big factor if they choose buy products from online shopping companies or not. Hassan, Perceived risk is an important role, consumers know much about the products and online shopping companies...
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...between the genders at a various level of buying decision. Among all these factor which will influence consumer buying behaviour. Gender is one of the major factor. Putrevu, (2001, p.1) stated that gender is one of the most common method while on segmenting criteria which used by nowadays marketers. This makes sense, by dividing gender into two male and female primary category, its makes marketers ease to identify and access into their market and at the same time it is large enough to be profitable. The differences between men and women is due to their diversity in socialization, biological and psychological factors that illustrate the differences on their behaviour at the various situations. When comes to decision making whether it is on shopping or eating, or perhaps in the aspect of personal or professional life, research found that men and women are tend to have a diversity in decision making. As stated by Eagly & Mladinic, (1989). People are more into women than men and women are preferable the most by people due to the nature characteristic and attitude toward problem are different. Costa et.al., (2001) men have a higher score on assertiveness while women have a higher score on...
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...Ruyter Maastricht University, Maastricht, The Netherlands Keywords Information media, Internet, Purchasing, Shopping Abstract While a large number of consumers in the US and Europe frequently shop on the Internet, research on what drives consumers to shop online has typically been fragmented. This paper therefore proposes a framework to increase researchers’ understanding of consumers’ attitudes toward online shopping and their intention to shop on the Internet. The framework uses the constructs of the Technology Acceptance Model (TAM) as a basis, extended by exogenous factors and applies it to the online shopping context. The review shows that attitudes toward online shopping and intention to shop online are not only affected by ease of use, usefulness, and enjoyment, but also by exogenous factors like consumer traits, situational factors, product characteristics, previous online shopping experiences, and trust in online shopping. 102 Introduction Despite the slowing penetration of regular Internet users, the number of consumers using the Internet to shop for consumer goods and services is still growing (Forrester Research, December 2001). Research from the GfK Group (2002) shows that the number of online shoppers in six key European markets has risen to 31.4 percent from 27.7 percent last year. This means that 59 million Europeans use the Internet regularly for shopping purposes. However, not only does the number of online shoppers grow, the volume of their purchases also...
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...contribution to the project 8 Appendix I 9 Nail Preference Culture of Female Consumers Research Background Since marketers successfully promote the slogan “It is women’s nature to be beauty”, it seems also well-explained a phenomenon why in current market female consumer exists huge growth potential to marketers to pay attention to it. In this research project, we are trying to explore the nail preference culture of female consumers and understand their potential behavior motivations. In order to get practical information from this group of consumers, we interviewed some consumers in Nail D’Amour nail salon store as well as its nail specialist. In addition, we used value – Utilitarian Value/Hedonic Value, Motivation – Maslow’s Hierarchy of Needs, and Decision Making Process Model these three theories to explain behavior and motivations of these consumers. According to the interviewing results, we found that this group of consumers love doing nail is mainly due to its Hedonic value which satisfies consumers’ emotional demands to make them happier, prettier, and more confident. Besides, pretty, unique nails also satisfy their esteem demands by getting respect and compliment from other people for their born-with-nature pretty hands or feet. Last but not least, during the decision making process, the characteristics of 100% customization, long persistence, fashion and elegant image of nail art also make this activity...
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...Journal of Business Research 54 (2001) 89 – 96 Seeking something different? A model of schema typicality, consumer affect, purchase intentions and perceived shopping value Barry J. Babin*, Laurie Babin Department of Marketing, College of Business, The University of Southern Mississippi, Hattiesburg, MS 39406-5091, USA Received 1 May 1999; accepted 1 May 1999 Abstract A study is presented that examines the effect of specific retail elements on deviations from the expected schema, or prototypicality, of a retail store. The results suggest that subtle differences in the store name, the location, and the appearance of its salespeople can evoke contrast in the form of variable typicality scores. A structural model is presented that shows the outcomes of this variance in a retail context involving women’s apparel stores. Low typicality is associated with increased excitement and discomfort, and these emotions affect patronage intentions and perceived shopping value. This finding is counterbalanced by a direct, positive link between typicality and patronage intentions. D 2001 Elsevier Science Inc. All rights reserved. Keywords: Schema; Consumer affect; Shopping value Recently, research has demonstrated the key role played by emotional experiences in explaining store choice and consumer– environment interactions and reactions (Bitner, 1992; Baker and Cameron, 1996). Design elements including a store’s employees, prices, lighting, scents, product assortment, background music...
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...understand consumer behavior because the decision-making process for consumers is anything but straight forward. Consumers’ behaviors and their purchasing patterns is a huge advantage to understanding the way customers think and the reason for their purchases. Therefore, the study of consumer behavior is important because it allows the marketers to understand the factors which influence the customer’s thoughts while buying any products or services. There are many factors that can affect this process as a person works through the purchase decision, such as external, internal, and marketing influences. For example, culture, group, or purchase situation are just a few of external influences. Perceptual, attitude, personality, lifestyle, roles, and motivation are a few of internal influences that can affect a consumer’s purchase decision. Marketing strategies, such as price, product, place, and promotion influences the consumer as well. The number of potential influences on consumer behavior is endless. However, by understanding the key influences, marketers can adapt and improve their efforts to take advantage in a way that will satisfy both the consumer and marketer. Not only is understanding consumer behavior importance to marketers, it should be important to the consumer as well. Personal consumption journals are just one of the tools that consumers can use to understanding their own behavior. From the personal consumption journal many observations lead to...
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...technology, online shopping tends to be wildly accepted as a new convenient and efficient method to purchase. This trend may contribute to a dramatically growth in online sales. For example, online grocery has created £15 billion in the UK in 2015 and this figure is probably predicted to almost double by 2020 (Anon., 2015). Hence, analysis of consumer behaviour is quite useful for online vendors to expand their online business. In the previous researches, price is often considered as the most important intention of shopping online. For instance, (Reibstein, 2002) claims that price plays the most essential role in shoppers’ choosing a site; Lu (2009) states that customers often get the same product with a lower price online than in store. Although the importance of price has been accepted by most people, it is also probable to argue that other core factors, such as convenience, quality of product and service, website assortment and satisfaction of shopping experience may reduce the potential impact of price, as well as play the most initial role in online purchasing decision. In order to analyse the most important factors, this argument will take the following steps: (1) Firstly mention the motivations of online shopping; (2) Then provide a normal model of online purchasing decision progress and analyse core factors of each stage; (3) Lastly, identify the most significant factors. In addition, some advice may be given to online stores. Motivation of online shopping There are various...
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...Management journal homepage: www.elsevier.com/locate/im User acceptance of hedonic digital artifacts: A theory of consumption values perspective Ofir Turel a,*, Alexander Serenko b,1, Nick Bontis c,2 a College of Business and Economics, California State University Fullerton, P.O. Box 6848, Fullerton, CA 92834-6848, USA Faculty of Business Administration, Lakehead University, 955 Oliver Road, Thunder Bay, Ontario P7B 5E1, Canada c DeGroote School of Business, McMaster University, 1280 Main Street West, Hamilton, Ontario L8S 4M4, Canada b A R T I C L E I N F O A B S T R A C T Article history: Received 24 June 2008 Received in revised form 11 September 2009 Accepted 2 October 2009 Available online 14 October 2009 Hedonic digital artifacts have become prevalent in today’s society. Their users typically pay for them, and in exchange are generally provided with benefits involving enjoyment. Today’s research on technology adoption and use, though, has focused mostly on organizational or personal aids that provide efficiency and effectiveness and are free of charge for users. To bridge this gap, we identified several value drivers of hedonic digital artifacts and measured them in the context of mobile phone ringtones using the theory of consumption values. Hypothesis testing was performed using PLS on data collected from 422 ringtone users. Results confirmed that the overall value of hedonic digital artifacts is a third-order composite assessment, which successfully...
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...looking at the process of turning a need into a want into the acquisition of a product; then having the product do something for them (creating value) be it hedonic or utilitarian. Internal Influences: Learning, Perception, Memory, Attitude, Categorisation (cool, uncool) Personality of Consumer: Motivation, Personal Values, Lifestyle, Emotional Expressiveness (Assignment) Consumption Process: Needs, Wants, Exchange, Costs/Benefits, Reactions Value: Utilitarian/Hedonic Relationship Quality External Influences Situational Influencers Affect: feelings Consumer research: defining, establishing and testing individual differences in order to divide market External Influences: interpersonal, social environment (workmates/housemates/family) Situational Influences: time of day Learning Outcome 2: Define consumer value and compare and contrast two key types of value Value: What you get – What you give up eg. 7/11 convenience of opening 24/7 allows the company to introduce a higher premium Utilitarian: utility aspect (product, functionally, does something for you) Hedonic: facebook updates on your phone Learning Outcome 3: Apply the concepts of marketing strategy and marketing tactics to describe the way firms go about creating value for consumers basic benefits, plus augmented benefits, plus 'feel' (hedonic) benefits value co-creation: customers play a part, interaction with each other C2C Learning Outcome 4: Explain the way market characteristics like...
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...* Nilesh Neelmani INTRODUCTION The Indian retail sceneis all poised for a tremendous growth and is estimated to reach $54 billion by the year 20 12 with an annual growth rate of about 9 percent. The growth in the retail sectorhas made the consumersto experiencePrivate Labels. With the approval of 51 % direct investment by Government of India in single brand retail showrooms, foreign retail majors like Tesco,Walmart and Carrefour are all set in to enterthe Indian market. All thesecompanies are known for their Private label brands. Tasty treat ofF ood Bazaar has now become popular and comes in a wide range of product categories. Food Bazaar's in house tea-brand -which is 20-30% cheaperthan the major National Brands has cornered 40% market share. In salt, Food bazaarhas market share of 40-50% .Kishore Biyani of Future Group has evensaid that -Private Labels can be usedto hedgethe inflation. According to the Private Label Manufacturers' Association (PLMA), "Private label products encompass all merchandisesold under a retailer's brand. That brand can be the retailer's own name or a name created exclusivelyby that retaile1: In some cases,a retailer maybelong to a wholesale group that owns the brands that are available only to the members of the group". According to (Baltas,1997), a Private Label is, "A consumer product produced by, or on behalf of,retailers and sold under theretailers' own name or trademarked through their own outlets " . Private labels or store brands are generally...
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...mixes to appeal to the target customer. CULTURAL FACTORS include a consumer’s culture, subculture and social class. These factors are often inherent in our values and decision processes. SOCIAL FACTORS include groups (reference groups, inspirational groups and member groups), family, roles and status. This explains the outside influences of others on our purchase decisions either directly or indirectly. PERSONAL FACTORS include such variables as age and lifecycle stage, occupation, economic circumstances, lifestyle (activities, interests, opinions and demographics), personality and self concept. These may explain why our preferences often change as our `situation' changes. PSCHOLOGICAL FACTORS affecting our purchase decision include motivation (Maslow's hierarchy of needs), perception, learning, beliefs and attitudes. Other people often influence a consumer’s purchase decision. The marketer needs to know which people are involved in the buying decision and what role each person plays, so that marketing strategies can also be aimed at these people. (Kotler et al, 1994). Regarding women garments, it is...
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