Additive omnichannel atmospheric cues: The mediating effects of cognitive and affective responses on purchase intention

2022 ◽  
Vol 64 ◽  
pp. 102731
Author(s):  
Chris Lazaris ◽  
Adam Vrechopoulos ◽  
Panagiotis Sarantopoulos ◽  
Georgios Doukidis
Keyword(s):  
Purchase Intention ◽  
Affective Responses ◽  
Mediating Effects ◽  
Atmospheric Cues

Assessing the role of product category involvement and relationship proneness in the satisfaction–loyalty link in retailing

2019 ◽  
Vol 48 (2) ◽  
pp. 207-226 ◽  
Author(s):  
Choukri Menidjel ◽  
Abderrezzak Benhabib ◽  
Anil Bilgihan ◽  
Melih Madanoglu
Keyword(s):  
Relationship Marketing ◽  
Customer Loyalty ◽  
Purchase Intention ◽  
Critical Role ◽  
Product Category ◽  
Retail Industry ◽  
Mediating Effects ◽  
Content Type ◽  
The Relationship

Purpose Product category involvement and relationship proneness are crucial in explaining relationship outcomes. Nevertheless, the authors know little about their roles in the formation of loyalty, especially in the retail industry. Individual consumer traits and preferences are likely to play a critical role in the success of relationship marketing. Yet, relationship marketing studies have fallen short of considering such individual differences. The purpose of this paper is to examine the mediating effects of product category involvement and relationship proneness on the relationship between satisfaction and loyalty in retail clothing stores. Design/methodology/approach Data were obtained using a survey of 220 consumers. Partial least squares structural equation modeling was employed to test the proposed theoretical model. Findings The results show that satisfaction significantly affects product category involvement and relationship proneness, which, in turn, significantly affect purchase intention and word-of-mouth (WOM). The results also show that product category involvement and relationship proneness partially mediate the impact of satisfaction on purchase intention and WOM. Research limitations/implications Product category involvement and relationship proneness play a critical role in explaining the satisfaction–loyalty link. Future research could consider the role of potential moderating variables. Practical implications Retail managers should not only focus on improving customer satisfaction to achieve customer loyalty, but should also consider the importance of product category involvement and relationship proneness, and their role in the formation of customer loyalty both in traditional and online environments. Originality/value To the best of the authors’ knowledge, this study is the first to explore the mediating effects of product category involvement and relationship proneness on the relationship between satisfaction, purchase intention and WOM in the retail industry.

Impact of attitude towards a region on purchase intention of regional products: the mediating effects of perceived value and preference

2020 ◽  
Vol 48 (7) ◽  
pp. 707-725 ◽  
Author(s):  
Florence Charton-Vachet ◽  
Cindy Lombart ◽  
Didier Louis
Keyword(s):  
Purchase Intention ◽  
Perceived Value ◽  
Food Products ◽  
Mediating Effects ◽  
Region Of Origin ◽  
Content Type ◽  
Regional Food ◽  
Intention To Purchase ◽  
Mediating Variables ◽  
The Relationship

PurposeThis research has three research objectives. First, this research will demonstrate that the link between consumers' attitude towards a region and their intention to purchase products from that region is not direct but indirect. Second, this research will establish that perceived value of regional products and consumers' preference for these products are mediating variables of the relationship between consumers' attitude towards a region and their intention to purchase regional products. Lastly, this research will highlight cognitive (through perceived value) and affective (through preference) routes or paths, from consumers' attitude towards a region to their purchase intention of products from that region.Design/methodology/approachAs previous works in the authors’ field of research, the authors conducted a field study, combined with a questionnaire survey. 398 consumers responded to the authors’ questionnaire in a hypermarket (belonging to the retailer Système U) in Vendée (a region in France). The authors measured their attitude towards this region, their preference for regional food products and their purchase intention of these products as well as the perceived value of regional food products.FindingsThe perceived value of regional products and consumers' preference for these products are full mediating variables of the relationship between consumers' attitude towards a region and their intention to purchase products from that region.Research limitations/implicationsThis research supplements prior works. It shows that the link between consumers' attitude towards a region and their intention to purchase regional products is indirect. Consumers' purchase intention of regional products is not directly attributable to their attitude towards the region of origin of these products. Regional products and their features have to be reintegrated into this equation.Practical implicationsThis study identifies several routes or paths to explain consumers' purchase intention of regional products. A cognitive route or path, from consumers' attitude towards a region to their purchase intention of products from that region, mediates by perceived value. An affective route or path, from consumers' attitude towards a region to their purchase intention of products from that region, mediates by preference. A hybrid path that combines cognitive and affective paths, as this research established a link between perceived value and preference.Originality/valueThis research foregrounds regional products and their features, too often neglected in favour of consumers and their characteristics.

How Mobile In-Store Advertising Influences Purchase Intention: Value Drivers and Mediating Effects from a Consumer Perspective

2017 ◽  
Vol 34 (2) ◽  
pp. 157-174 ◽  
Author(s):  
Mirja Bues ◽  
Michael Steiner ◽  
Marcel Stafflage ◽  
Manfred Krafft
Keyword(s):  
Purchase Intention ◽  
Mediating Effects ◽  
Value Drivers ◽  
Consumer Perspective

scholarly journals Rational or Emotional? A Study on Organic Grocery Shopping

2020 ◽  
Vol 4 (2) ◽  
pp. 51
Author(s):  
Grace Phang Ing ◽  
Liew Fung Chai
Keyword(s):  
Purchase Intention ◽  
Theory Of Planned Behaviour ◽  
Organic Food ◽  
Grocery Shopping ◽  
Negative Consequences ◽  
Mediating Effects ◽  
Activation Model ◽  
Food Purchase ◽  
Self Interest ◽  
Personal Norm

This paper examined organic food purchase intention among Malaysian grocery shoppers. Adopting the Theory of Planned Behaviour and Norm Activation Model, self-interest and pro-social factors were examined. Selfidentity was added to the framework as an additional variable in shaping the purchase intention of organic food and the mediating effects of the NAM were tested. A total of 131 valid responses were collected and analysed using SPSS v.24 and SmartPLS 3.0 software. The results indicated that purchases of grocery organic products are driven by both rational and emotional motives. There were significant impacts of perceived behavioural control, attitude, and personal norm on purchase intention of organic food. Interestingly, the results show that Malaysian shoppers did not use organic food as a mean to show socially desirable behaviours, but rather as a personal norm in which they were aware of the consequences and felt responsibilities to these negative consequences.

The mediating effects of micro country image by product category and country

2018 ◽  
Vol 61 (6) ◽  
pp. 668-682
Author(s):  
Moudi Almousa ◽  
Byoungho Jin ◽  
Heesoon Yang ◽  
Naeun Kim
Keyword(s):  
Purchase Intention ◽  
Cell Phones ◽  
Product Category ◽  
Product Evaluation ◽  
The United States ◽  
Purchase Intentions ◽  
Country Image ◽  
Mediating Effects ◽  
Mediating Role ◽  
Managerial Implications

Although it is well accepted that country image plays a major role in product evaluation and purchase intention in the literature, there is insufficient evidence regarding the effects of country image dimensionality on purchase intentions by product category (handbags and cell phones) and country (the United States, Korea, Italy, and Malaysia). The current research investigates the mediating effects of micro country image on the relationship between macro country image and consumers’ purchase intentions. Moreover, it highlights how this mediated relationship differs by product category and country. Based on research findings for symbolic products (i.e., handbags), both macro and micro country image should be managed and communicated to consumers. However, for functional products (i.e., cell phones), only micro country image needs to be actively communicated to consumers because it has a direct influence on purchase intentions. Additionally, micro country image was found to play a full mediating role between macro country image and purchase intentions in case of cell phones. This article concludes with a discussion of theoretical and managerial implications and further research.

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