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《International Journal of Information Management》2016,36(5):759-772
Impulse buying accounts for a large proportion of consumer shopping behavior in the bricks-and-mortar retail market. Online retailers also expect to profit from impulse buying. It is therefore interesting and beneficial to investigate the design elements of online stores and the sales promotion stimuli that e-retailers can use to either arouse consumers’ desire or decrease their self-control to evoke their purchase impulses. This study seeks to explicitly identify the factors associated with online store design and sales promotion stimuli that most affect online impulse buying behavior throughout the consumer decision-making process. Drawing on the two-factor theory, it successfully identifies the hygiene and motivation factors that trigger online impulse buying. The questionnaire responses of 239 valid respondents revealed that most of the hygiene factors are associated with the design of online stores, and all of the motivation factors are forms of sales promotion stimuli that effectively facilitate online impulse buying and present utilitarian or hedonic benefits to consumers. This study also identifies the most effective sales promotion stimuli and offers a comprehensive checklist for Web designers. Moreover, the distribution of motivation and hygiene factors for each stage of the EKB model is uneven, and some stages include only hygiene factors. The findings of this study demonstrate that the triggers of consumers’ online shopping behavior do not always apply to online impulse buying, and have important implications for impulse buying research and practice. 相似文献
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《International Journal of Information Management》2016,36(3):284-296
With the proliferation of e-commerce, a large part of online shopping is attributed to impulse buying. Hence, there is a particular necessity to understand impulse buying in the online context. Impulse shoppers incline to feel unable to control their tendencies and behaviors from various stimuli. Specifically, online consumers are both the impulse shoppers and the system users of websites in the purchase process. Impulse shoppers concern individual traits and system users cover the attributes of online stores. Online impulse buying therefore entails two key drivers, technology use and trust belief, and the mediator of flow experience. Grounding on flow experience, technology-use features, and trust belief, this study proposes a novel research model to examine impulse buying behavior in a complete manner. Data were collected from an online survey. Data analysis considers structural equation modeling technique with formative structure. Empirical results showed that flow experience is an important factor to affect impulse buying from its original drivers. Trust belief is also critical to impulse buying as perceived usefulness is not. Implications for managers and scholars are further discussed. 相似文献
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《International Journal of Information Management》2016,36(3):333-347
Social commerce, a recent branch of e-commerce, has made the experience of consumers on social commerce platform (SCP) different from other contexts, as the consumers have social interactions with each other. Growing evidence also shows that consumers on these platforms are prone to impulse buying behavior owing to the social interactions. However, existing research on online impulse buying was limited when illustrating the behavior of consumers on SCPs as social relationship constructs were not included. New theoretical developments are needed in regard to fill the research gap. In this research, parasocial interaction (PSI) theory is introduced in this research to examine the influence of social relationship factors on the formation of impulse buying behavior. An empirical research has been conducted on Mogujie (www.mogujie.com), one of the most popular image-sharing SCPs in China. Results indicate that PSI exerts an impact on impulse buying tendency, the social-relevant features of the SCP determine PSI, and perceived usefulness and PSI both significantly affect perceived enjoyment. In addition, consumers’ perceived enjoyment and impulse buying tendencies significantly affect their urge to buy impulsively. The implications, limitations, and discussions are provided. 相似文献
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Growing evidence shows that mobile commerce will increase consumers’ impulse buying behavior. However, existing study examining the impact factors on individuals’ impulse buying in mobile commerce is limited. Drawing on stimulus-organism-response (S-O-R) paradigm, this study focuses on situation factors and reaction factors in mobile commerce to examine impulse buying. Building on prior literature of browsing and motivation theory, this study views hedonic browsing and utilitarian browsing as two key drivers on impulse buying in mobile commerce. This study adopts partial least squares estimation to analyze the data obtained from an online questionnaire. Two main findings emerge. First, three situation factors (portability, visual appeal and interpersonal influence) differently affect hedonic browsing and utilitarian browsing. Second, hedonic browsing directly and positively influences consumers’ urge to buy impulsively, whereas utilitarian browsing indirectly influences consumers’ urge to buy impulsively through hedonic browsing. Discussions, limitations, and implications are also presented in the paper. 相似文献
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网络环境下感知风险、信任对消费者购物意愿的影响研究 总被引：1，自引：0，他引：1
感知风险是影响消费者购买行为和决策过程的重要因素,也是消费者行为研究的重要内容,而消费者对网上购物的感知风险更成为促进消费者网上购物的关键。在信任模型的基础上,首先对感知风险理论进行了总结回顾,梳理了以往感知风险理论研究的维度。在分析网络环境下信任、消费者感知风险、购物意愿三者关系的基础上,提出信任是感知风险的前因变量;感知易用性和信任共同影响感知有用性,进而影响购买态度和意愿;同时信任对购买态度有直接影响。基于此提出了网上消费者购买意愿模型,并对今后的研究方向作了展望。 相似文献
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移动互联网在社会中的普遍应用,对人们的消费行为产生了显著影响。为此,企业营销创新活动也要加以改变和适应,以扩大在移动社会下的企业收益。消费人群中的大学生群体的购买行为,在移动互联网社会下更具有冲动性购买的行为特征,这就要求企业营销创新中了解影响大学生移动购物冲动性购买行为的各种因素,才能更好制定营销对策。文章以理论研究和实证研究结合,采用了因子分析和方差分析等研究方法,以西安大学生消费群体为样本,对大学生移动购物冲动性购买行为的影响因素进行了具体研究。研究结果发现,平台功能、促销折让、顾客评价、消费者决策、网站互动和手机依赖等因素均发挥着显著影响作用;进而考察大学生自身特性因素发现,大学生性别、月生活费金额、浏览移动购物网站频率等因素对冲动性购买行为具有显著影响,而年龄、学历、手机上网时间和商品类别等则没有显著影响。据此,提出了移动互联网社会下做好大学生消费行为的相关营销对策。 相似文献
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The development of big data and Internet of things (IoT) have brought big changes to e-commerce. Different kinds of information sources have improved the consumers’ online shopping performance and make it possible to realize the business intelligence. Grip force and eye-tracking sensors are applied to consumers' online reviews search behavior by relating them to the research approaches in IoT. To begin with, public cognition of human contact degrees of recycled water reuses with grip force test was measured. According to the human contact degrees, 9 recycled water reuses presented by the experiment are classified into 4 categories. Based on the conclusion drawn from grip force test, purified recycled water and fresh vegetable irrigated with recycled water are regarded as the drinking for high-level human contact degree and the irrigation of food crops for low-level human contact degree respectively. Several pictures are designed for eye-tracking test by simulating an on-line shopping web page on Taobao (the most popular online shopping platform in China). By comparing the fixation time participants spent on the areas of interest (AOIs), we justify that consumers' online reviews search behavior is substantially affected by human contact degrees of recycled products. It was found that consumers rely on safety perception reviews when buying high contact goods. 相似文献
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Tony Cheng-Kui Huang Ing-Long Wu Chih-Chung Chou 《International Journal of Information Management》2013
While improving decisional quality is important to businesses, continued use of DMTs is a critical issue for managerial personnel. This problem mainly concerns the willingness of an individual to participate in the behavior. It can be further defined in a routine-based working behavior. This problem essentially involves three key issues, task fit, technology use, and habit. This study therefore integrates task-technology fit (TTF) model, expectation–confirmation mode (ECM), and habit, to examine the determinants of continued use of DMTs. Prior studies have focused on intention to use DMTs in the first time and only considered part of the three issues for identifying the determinants. 285 respondents from managerial personnel were collected to empirically evaluate this research model. The three issues are all important in influencing continuance use intention of DMTs. In particular, the task-technology fit indicates a direct effect on two factors of the technology use issue, user satisfaction and perceived usefulness, and an indirect effect on continuance use intention. User satisfaction and perceived usefulness, and habit are the key predictors of continuance use intention. 相似文献
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【目的/意义】为揭示当前大学生在线购物过程中隐私披露行为的激发路径,促进个性化营销的健康有序发
展。【方法/过程】本文以402个大学生为样本,以TPB理论为主要框架,结合隐私计算理论,采用NCA与QCA的方
法,分析了大学生在线购物隐私披露行为的发生路径。【结果/结论】研究发现：①TPB理论中单独各要素不构成产
生大学生在线购物隐私披露行为的必要条件,但是感知行为控制和隐私披露意愿在产生隐私披露行为众发挥普适
性的作用。②有两种组态能够激发隐私披露行为的产生,包括内在自主型和外部影响型。其中,外部影响型更有
可能高效地激发网络用户隐私披露行为的发生。③当感知行为控制较高时,行为态度与主观规范存在相互替代作
用,联合激发隐私披露意愿,从而导致大学生在线购物隐私披露行为的产生。【创新/局限】对计划行为理论（TPB）的
拓展是本文的可能贡献。本研究认为TPB理论产生行为意图的三要素之间,在满足一定条件时,可能存在替代作
用。研究局限在于这种替代作用是否只适用于本文所研究的大学生在线购物隐私披露行为,还是在其他行为中也
具有普遍适用性,需要其他的研究样本进一步验证。 相似文献
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结合目前有关冲动性购买问题的研究状况,以冲动性购买后行为作为研究主题,并引入时间维度,重点分析了随着时间的变化消费者冲动性购买后动态满意度问题,同时利用内在可评估理论,探讨了高/低内在可评估性产品在消费者冲动性购后动态满意度中的差异。研究结果显示,消费者冲动购买后购买满意度随时间推移呈现出动态变化趋势;在考虑产品高/低内在可评估属性之后,不同属性的产品受时间的影响程度存在显著差异,即高内在可评估性产品相对于低内在可评估性产品来说,其在时间的影响下变化幅度较小,而低内在可评估性产品则在时间影响下具有较大的变化。 相似文献
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《Information processing & management》2023,60(2):103218
The rise of online retail platforms has facilitated customers to purchase from the same firm across multiple platform channels. It is challenging for firms to maintain online customer–firm relationships as customers are easily attracted by competitors on different platforms. While previous studies focus on offline-online multichannel shopping, how cross-platform multichannel shopping affects customer–firm relationships is largely neglected. Utilizing longitudinal customer data from an online seller with channels on two major Chinese retail platforms, we found that cross-platform multichannel shopping lengthens, deepens, and broadens online customer–firm relationships. Cross-platform multichannel shopping has a stronger positive effect on the length and depth of online customer–firm relationships as the duration before multichannel shopping increases. After cross-platform multichannel shopping, customers who revert to the original channel weaken their relationship with the firm compared to those who keep using both channels or migrate to another channel. Our empirical results contribute to the literature by examining novel multichannel shopping behavior and its dynamic process. The findings also provide insights into customer relationship management by targeting cross-platform multichannel shopping customers. 相似文献
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Using mobile devices for additional information search before, during and after watching television (either factual news or fictional TV series) - is an increasingly significant information management phenomenon. This activity has been recognised by both TV media executives and academia as ‘second screen’ activity. This paper develops and tests a ‘parasocial interaction-impulse buying’ - model that captures the behaviours of consumers watching a Chinese TV drama series. These audience-consumers were also engaging extensively (most on a daily basis) during the broadcast period with series related influencer social media activities on a second screen. A structural equation model was developed to analyse the data. Findings indicate that TV series audience consumers who are also highly engaged with influencer- consumer ‘second screen’ content are likely to experience positive narrative involvement leading to engagement in parasocial interaction behaviours and ultimately impulse buying behaviour. These findings have implications for managers by providing insights into (1) the effects of influencer second screen content (2) the processes by which consumers’ involvement in a TV show’s narrative leads to impulse buying of products. Thus, influencer related second screen consumer engagement should be considered a significant opportunity for marketers, as such activity makes consumers become more involved in the characters and the narrative of a particular TV show, leading to increased impulse buying. 相似文献
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文章通过市场调查分别使用频数统计、列联表、logistic回归三种分析方法对影响大学生网络购物的消费心理因素进行了分析,结论是：影响或妨碍大学生网购的主要消费心理因素有6个,其中的4个因素对于大学生是否网购的影响是显著的;并给出以上分析结论对于相关企业开展网络营销的启示。 相似文献
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《International Journal of Information Management》2014,34(4):517-532
This study aims to address the gaps inherent in existing studies by exploring the salient e-servicescape attributes. Employing the Means-End Chain (MEC) approach, empirical evidence was obtained through in-depth interviews with online shoppers using laddering technique to determine the most frequently mentioned attributes from four servicescape dimensions: (1) ambient; (2) design; (3) signs, symbols and artifacts; and (4) interaction. Accordingly, we laddered three levels of online shoppers’ responses from concrete to less concrete abstractions, i.e. attributes, benefits, and end-desirable beliefs. As a result, seven salient e-servicescape attributes were identified. Each of the four dimensions suggests the attributes’ linkage to benefits and end-desirable beliefs. Specifically, the study finds quality photograph, as the salient attribute of the ambient dimension, may set the point of initial attraction and move shoppers from understanding the product to linking the web site contents. In the design dimension, navigation bar, categorization, and simple arrangement are the salient attributes. Company logo represents the most salient attribute under the signs, symbols and artifacts dimension because it not only facilitates recognition and recall of prominent web sites, it also acts as the determinant of perceived risks. In the interaction dimension, although pricing information is the salient attribute that evokes happiness and confidence among online shoppers, it may dilute their perception on web site's success. Instead, confirmation mail can possibly act as a determinant to web site's success. By offering a finer granularity of information, our findings provide insights to online sellers on the salient attributes to consider in order to effectively promote their shopping web sites to create positive emotional response and buying behavior among the online shoppers. 相似文献