Digital buying behavior: The role of regulatory fit and self‐construal in online luxury goods purchase intentions

In this study, the consumer types were divided into two groups: power and powerless. First, depending on the sense of power, the interaction effect between power and powerless was verified based on two types of weather: sunny and cloudy. Secondly, the purchase intention of luxury goods was examined as a dependent variable and the difference in purchase behavior patterns were observed. Lastly, based on the mood-congruent effect of consumer purchase intentions, it was confirmed that power influences weather, and the weather and mood are influenced by each other, as also manifested in empirical studies. In particular, the power group had a more significant effect than the powerless group, and the positive mood and weather played a big role for consumers’ intention to purchase luxury goods. Therefore, this study can contribute both theoretically and practically to prepare appropriate marketing strategy plans based on weather and consumer roles—power and powerless.

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Leave or stay? The role of self‐construal on luxury brand attitudes and purchase intentions in response to brand rejection

Journal of Consumer Behaviour ◽

10.1002/cb.1860 ◽

2020 ◽

Author(s):

Xian Liu ◽

Barbara Loken ◽

Liangyan Wang

Keyword(s):

Purchase Intentions ◽

Brand Attitudes ◽

Luxury Brand ◽

Self Construal

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Towards Female Buying Behavior in Beauty and Grooming Industry of Pakistan: Modeling the mediating role of Purchase intentions

10.34091/ajss.14.1.03 ◽

2021 ◽

pp. 34-50

Author(s):

Waiza Rehman ◽

Asif Khurshid Mian

Keyword(s):

Purchase Intention ◽

Value Theory ◽

Theoretical Background ◽

Purchase Intentions ◽

Psychological State ◽

Flow Experience ◽

Buying Behavior ◽

Utilitarian Value ◽

Buying Behaviour

Constructed upon female consumers' buying behaviour, this research study investigates the interrelationship of flow experience, hedonic values, utilitarian value, purchase intention and consumer buying behaviour. This study examines the role of purchase intentions as mediation and elaborated the study with the theoretical background of flow theory and consumer value theory. This study was conducted in the beauty & grooming industry, sampling 705 working women consumers of Pakistan and data was analyzed through SEM using Smart PLS. The findings supplement the creation of positive aspect in buying behaviour rather than letting consumer cashed by their psychological state and companies' tactics. Keywords: Flow Experience, Hedonic Value, Utilitarian Value, Purchase Intention, Consumer Buying Behavior

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Unveiling the role of information levels in consumers’ evaluative process on opaque-selling hotel websites

International Journal of Contemporary Hospitality Management ◽

10.1108/ijchm-07-2015-0367 ◽

2017 ◽

Vol 29 (8) ◽

pp. 2139-2158 ◽

Cited By ~ 4

Author(s):

Hsiangting Shatina Chen ◽

Tun-Min (Catherine) Jai ◽

Jingxue Yuan

Keyword(s):

Quantitative Research ◽

Purchase Intentions ◽

Limited Information ◽

Buying Behavior ◽

Content Type ◽

Perceived Risks ◽

Customer Group ◽

Evaluative Process ◽

Hotel Websites

Purpose The purpose of this study is to investigate how the levels of perceived information influence consumers’ purchase evaluations and intentions when making hotel reservations on an opaque-selling travel website. Because of the uniqueness of the opaque-selling model, consumers must book a hotel room without knowing the hotel’s identity. Thus, consumers’ decision-making process is intricate and substantially influenced by the limited information provided by the websites. Design/methodology/approach This study used an experimental design approach that used promotional and preventative messages to manipulate the information levels. In total, 402 completed questionnaires were collected and analyzed by using quantitative research method. Findings The results indicated that perceived risks and perceived benefits lead toward different paths in regard to purchase intentions and information inquiries. To make a final booking decision, consumers have to go through a “debating” process, which involves assessing the overall value of the hotel deal claimed on the website. Practical implications To reduce consumers’ perceived risks and increase the likelihood of purchasing, opaque-selling websites should cautiously choose what information is displayed on their websites and also improve communications and interactions with the consumers. Originality/value This study contributes to the limited literature on information levels and its role in consumer’s evaluative process in the context of opaque-selling travel websites. In addition, this study has presented insights into opaque-buying behavior so that hotel manager may develop more appropriate pricing strategies for their target customer group.

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Individual Differences in the Name Similarity Effect

Journal of Individual Differences ◽

10.1027/1614-0001/a000133 ◽

2014 ◽

Vol 35 (2) ◽

pp. 111-118

Author(s):

Daniel J. Howard ◽

Roger A. Kerin

Keyword(s):

Individual Differences ◽

Impression Management ◽

Interactive Effect ◽

Purchase Intentions ◽

Brand Attitude ◽

Self Monitoring ◽

Similarity Effect ◽

And Behavior ◽

Usage Context

The name similarity effect is the tendency to like people, places, and things with names similar to our own. Although many researchers have examined name similarity effects on preferences and behavior, no research to date has examined whether individual differences exist in susceptibility to those effects. This research reports the results of two experiments that examine the role of self-monitoring in moderating name similarity effects. In the first experiment, name similarity effects on brand attitude and purchase intentions were found to be stronger for respondents high, rather than low, in self-monitoring. In the second experiment, the interactive effect observed in the first study was found to be especially true in a public (vs. private) usage context. These findings are consistent with theoretical expectations of name similarity effects as an expression of egotism manifested in the image and impression management concerns of high self-monitors.

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