Compulsive buying of branded apparel, its antecedents, and the mediating role of brand attachment

2020 ◽  
Vol 32 (7) ◽  
pp. 1539-1563 ◽  
Author(s):  
Xin-Jean Lim ◽  
Jun-Hwa Cheah ◽  
Tat Huei Cham ◽  
Hiram Ting ◽  
Mumtaz Ali Memon
Keyword(s):  
Compulsive Buying ◽  
Maladaptive Behavior ◽  
Equation Modeling ◽  
Buying Behavior ◽  
Obsessive Compulsive ◽  
Brand Attachment ◽  
Content Type ◽  
Hedonic Value ◽  
Utilitarian Value

PurposeCompulsive buying continues to be a maladaptive behavior that draws the attention of both scholars and marketers. The present study aims to investigate the determinants of compulsive buying, which are conceptualized as impulsive and obsessive–compulsive buying, and the mediation effect of brand attachment.Design/methodology/approachUsing purposive sampling, a self-administered questionnaire was completed by 600 young consumers in Malaysia. Partial least squares structural equation modeling was used to test the hypothesized relationships.FindingsThe results show that materialism, utilitarian value, and brand attachment are positively related to impulsive buying, while materialism, hedonic value, and brand attachment have a positive effect on obsessive–compulsive buying. In addition, brand attachment is found to mediate the effect of materialism and utilitarian value on both compulsive buying.Research limitations/implicationsThe study provides new insights into brand management literature by examining the predictors of impulsive and obsessive–compulsive buying. Moreover, brand attachment is found to be a significant mechanism that induces negative buying behavior. However, due to the growth of online shopping, future research should consider different types of retailers to provide a more comprehensive understanding of the subject matter in the modern business landscape.Originality/valueBeing one of the few studies to address both impulsive and obsessive–compulsive buying behaviors among consumers, this study highlights the essential role of brand attachment as a mediator in the contemporary setting. Moreover, the interrelationships between self-congruence, materialism, hedonic value, utilitarian value, brand attachment, and compulsive buying behavior are examined in a holistic manner.

The effects of cruise attributes on impulse buying behavior: the mediating role of impulsive buying tendency

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Jookyung Kwon ◽  
Jiseon Ahn
Keyword(s):  
Service Providers ◽  
Equation Modeling ◽  
Impulse Buying ◽  
Buying Behavior ◽  
Content Type ◽  
Mediating Role ◽  
Impulsive Buying ◽  
Positive Direct ◽  
The Relationship

Purpose This study aims to examine the effects of cruise attributes on impulse buying of service customers through impulsive buying tendency. Specifically, this study investigates whether service attributes (variety of selection and price) influence the impulsive buying behavior of customers by stimulating their impulsive buying tendency. Design/methodology/approach Partial least squares-structural equation modeling was used to test the hypothesis using a sample of 143 cruise customers. Mediating analysis was conducted to examine whether customer personal traits (impulsivity) mediated the relationship between service attributes and impulsive buying behavior. Findings The findings showed that price attributions had a significant positive direct impact on impulsive buying tendency and behavior, while a variety of selections had a significant direct effect on impulse buying behavior. The results revealed a significant mediating role of impulsive buying tendency in the relationship between price attributions and impulse buying. Originality/value Although studies on the decision-making style of service customers have been widely discussed, a limited number of studies has examined customers’ impulsive buying behavior in the service sector. Considering the importance of impulsive purchasing as a valuable marketing tool, the results of this study can help service providers and researchers enhance their knowledge of the mechanism of impulse buying behavior.

scholarly journals Does brand-relationships matter? The role of brand attachment in salesperson performance in retailing

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Flavia Braga Chinelato ◽  
Cid Gonçalves Filho ◽  
Clodoaldo Lopes Nizza Júnior
Keyword(s):  
Organizational Commitment ◽  
Sales Performance ◽  
Equation Modeling ◽  
Brand Relationships ◽  
Salesperson Performance ◽  
Brand Attachment ◽  
Content Type ◽  
The Impact ◽  
The Relationship

Purpose Salesperson performance is accepted as a relevant factor of retailing success. However, scarce studies reveal the relationship between sales performance and brand relationship. The purpose of this study is both, from one side, to empirically demonstrate the impact of salesperson brand attachment (SBA) on sales performance and, on the other side, to identify the mediators of this relationship in small retailing. Design/methodology/approach A survey was conducted with a sample of 206 small retailers from different sectors of an emerging country. The proposed model was tested using partial least squares–structural equation modeling (PLS-SEM) in SmartPLS3. Findings The results demonstrated that SBA is relevant to driving sales performance through two relevant paths – one following SBA–satisfaction–performance and one path following the SBA–commitment–performance. The model was able to explain 63% of the outcome performance. Practical implications Regarding small retailers, where the owners, employees and managers have higher levels of interaction than the large national retail chains, the marketing executives must invest in improving the attachment to the brand and create emotional bonds and cognition between marketers and the brand. They must develop strategies to promote job satisfaction and organizational commitment because they determine performance. Originality/value Despite the relevance of small businesses for economies worldwide and the importance of salesperson brand relationships, no study has been developed to demonstrate the impacts of such relationships on salesperson performance in retailing. Furthermore, in addition to the central role of organizational commitment in the sales research, to the best of the authors’ knowledge, this is the first study to explore how to mediate the relationship between brand attachment and sales performance.

The service triad: an empirical study of service robots, customers and frontline employees

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Gaby Odekerken-Schröder ◽  
Kars Mennens ◽  
Mark Steins ◽  
Dominik Mahr
Keyword(s):  
Empirical Study ◽  
Social Presence ◽  
Service Robots ◽  
Service Robot ◽  
Equation Modeling ◽  
Frontline Employees ◽  
Content Type ◽  
Casual Dining ◽  
Utilitarian Value

PurposeRecent service studies suggest focusing on the service triad consisting of technology-customer-frontline employee (FLE). This study empirically investigates the role of service robots in this service triad, with the aim to understand the augmentation or substitution role of service robots in driving utilitarian and hedonic value and ultimately customer repatronage.Design/methodology/approachIn study 1, field data are collected from customers (n = 108) who interacted with a service robot and FLE in a fast casual dining restaurant. Structural equation modeling (SEM) is used to test hypotheses about the impact of service robots' anthropomorphism, social presence, value perceptions and augmentation opportunities in the service triad. In study 2, empirical data from a scenario-based experimental design (n = 361) complement the field study by further scrutinizing the interplay between the service robot and FLEs within the service triad.FindingsThe study provides three important contributions. First, the authors provide empirical evidence for the interplay between different actors in the “customer-FLE-technology” service triad resulting in customer repatronage. Second, the empirical findings advance the service management literature by unraveling the relationship between anthropomorphism and social presence and their effect on perceived value in the service triad. And third, the study identifies utilitarian value of service robots as a driver of customer repatronage in fast casual dining restaurants.Practical implicationsThe results help service managers, service robot engineers and designers, and policy makers to better understand the implications of anthropomorphism, and how the utilitarian value of service robots can offer the potential for augmentation or substitution roles in the service triad.Originality/valueBuilding on existing conceptual and laboratory studies on service robots, this is one of the first field studies on the service triad consisting of service robots – customers – frontline employees. The empirical study on service triads provides evidence for the potential of FLEs to augment service robots that exhibit lower levels of functional performance to achieve customer repatronage. FLEs can do this by demonstrating a high willingness to help and having excellent interactions with customers. This finding advocates the joint service delivery by FLE – service robot teams in situations where service robot technology is not fully optimized.

Ride-hailing apps' continuance intention among different consumer groups in Indonesia: the role of personal innovativeness and perceived utilitarian and hedonic value

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Abu Amar Fauzi ◽  
Margaret L. Sheng
Keyword(s):  
Consumer Behaviour ◽  
Continuance Intention ◽  
Content Type ◽  
Personal Innovativeness ◽  
Demographic Profiles ◽  
Hedonic Value ◽  
Utilitarian Value ◽  
Survey Sample ◽  
Relationship Of

PurposeThis research aims to examine the relationship of personal innovativeness, perceived value (consisting of perceived utilitarian and hedonic value) and continuance intention in the context of ride-hailing apps and to investigate consumer behaviour differences between metro and non-metro consumers.Design/methodology/approachThe survey sample included 402 consumers of popular ride-hailing apps in Indonesia to test the research framework. Then, PLS-SEM-based software was utilised to examine the hypothesised relationship.FindingsThe findings indicate that the effect of personal innovativeness on continuance intention in using ride-hailing apps will operate through the full mediation role of perceived hedonic and utilitarian value, respectively. The findings also show that there are consumer behaviour differences between metro and non-metro consumers, in which the cognitive belief of consumers in the metro areas regarding the usage of ride-hailing apps is more related to hedonic value.Research limitations/implicationsThe variety of respondent demographic profiles in this research is limited in that most of the research respondents are students. In such a case, the study may face the issue of generalisation.Originality/valueThis research generates an extended idea of the information technology continuance model by validating the important role of perceived hedonic and utilitarian value as an integral part of the model and strengthens the insights that Indonesia has consumer behaviour differences regarding technology-based services, particularly ride-hailing apps, between metro and non-metro consumers.

Branding in a multichannel retail environment

2017 ◽  
Vol 30 (4) ◽  
pp. 853-886 ◽  
Author(s):  
Sajad Rezaei ◽  
Naser Valaei
Keyword(s):  
Brand Equity ◽  
Brand Attitude ◽  
Product Type ◽  
Equation Modeling ◽  
Brand Experience ◽  
Retail Environment ◽  
Brand Attachment ◽  
Content Type ◽  
Proposed Model

Purpose The purpose of this paper is to investigate the structural relationship between online brand equity, brand experience, brand attitude, and brand attachment while considering the moderating effect of store type (online stores vs app stores) and product type. Design/methodology/approach A total of 459 completed online questionnaires were collected from experienced online (n=254) and app shoppers (n=205) to empirically test the proposed model. Partial least squares path modeling approach, a variance-based structural equation modeling, was performed to evaluate the measurement and the structural model. Findings The study’s empirical investigation validates the proposed model and implies that online brand equity, brand experience, and brand attitude explain 66 percent of variances in brand attachment. Partial least square-multi group analysis reveals that the type of store and product type are moderators to all the proposed relationships except the hypothesis on the relationship between online brand equity and brand attachment. Originality/value With the tremendous advancement of information technology that enables firms to deploy multichannel strategy in their core business activities, the role of brand in a multichannel retail environment has been ignored. This study is among several attempts to examine the role of brand among consumers experienced with online and app stores. The practical implications and limitation are discussed.

Determinants of consumption intention of Chinese cuisines for foreigners: the mediating role of variety seeking behavior

2018 ◽  
Vol 12 (2) ◽  
pp. 213-222 ◽  
Author(s):  
Wang Xuhui ◽  
Asif Muhammad ◽  
Samia Ayyub
Keyword(s):  
Food Quality ◽  
Structural Equation ◽  
Liaoning Province ◽  
Equation Modeling ◽  
Variety Seeking ◽  
Content Type ◽  
Utilitarian Value ◽  
Seeking Behavior ◽  
Food Novelty

Purpose The purpose of this study is to explore the factors affecting the consumption intention of Chinese cuisines for the foreigners living in China. The study also explains the role of variety seeking behavior of consumers in the consumption intention of Chinese cuisines. Design/methodology/approach The quantitative data were obtained using a structured questionnaire that is based on Dalian, Liaoning province, of People’s Republic of China. A total of 305 responses were collected, and out of which, 282 were analyzed using structural equation modeling. Findings The results indicate that food novelty and utilitarian value are better predictors of consumption intention of Chinese cuisines. The food quality is also found to be significant with consumption of Chinese cuisines. The variety seeking behavior of consumers found to mediate the relationship of food quality, food novelty and utilitarian value with consumption intention toward Chinese cuisines. Originality/value The contribution made by the current study is twofold. First, the value of study lies in identifying the factors that are responsible for food consumption intention of foreigners in China, which is an overlooked area in the previous literature. Second, the study also establishes the role of variety seeking behavior of consumers in consumption intention. The authoritative construct of variety seeking behavior matches well with the context of the current study, as the Chinese cuisine is well renowned in the world for its wide variety. Further, the findings are valuable to the stakeholders of restaurant industry in guiding them on how best they can attract foreign consumers toward local Chinese cuisines.

Consumer online flow experience

2017 ◽  
Vol 117 (10) ◽  
pp. 2452-2467 ◽  
Author(s):  
Chi-Hsun Lee ◽  
Jyh Jeng Wu
Keyword(s):  
Perceived Control ◽  
Structural Equation ◽  
Purchase Behavior ◽  
Equation Modeling ◽  
Flow Experience ◽  
Research Model ◽  
Content Type ◽  
Hedonic Value ◽  
Utilitarian Value ◽  
Online Consumer

Purpose The purpose of this paper is to investigate the consumer experience of flow in an online consumer shopping environment and use online consumer participants to examine how consumer pursuit of shopping value links in turn affects their satisfaction and unplanned purchase behavior. Design/methodology/approach The research model was tested using the data collected from 363 valid questionnaires. Structural equation modeling was employed to verify and validate the research model. Findings The results of this study show that perceived control of flow and concentration will positively affect consumer utilitarian value, while concentration and cognitive enjoyment will positively affect hedonic value. Further, the effect of utilitarian value on satisfaction is greater than that of hedonic value. Finally, hedonic value positively affects unplanned buying behavior. This research results may serve as a reference for online store operators. Research limitations/implications This study used cross-sectional data for its cause and effect analysis. Long-term conclusions based on this study are not possible. Future scholars may consider using a longitudinal approach. Practical implications The results of this study clearly demonstrate that e-commerce operators must construct environments that create flow experiences for shoppers by increasing their perceived control, concentration, and cognitive enjoyment. Doing so will create both utilitarian and hedonic values, making consumers feel satisfied with their shopping experience and leading them to make purchases not originally planned in their shopping list. Originality/value This study’s major contribution is its successful linkage of the dimensions of flow experience to purchase values. Moreover, it confirms that when online shoppers have an unselfconscious flow experience, they will experience both utilitarian and hedonic values, thus increasing their satisfaction.

scholarly journals The role of ideal self-congruence and brand attachment in consumers’ negative behaviour

2018 ◽  
Vol 52 (3/4) ◽  
pp. 683-701 ◽  
Author(s):  
Arnold Japutra ◽  
Yuksel Ekinci ◽  
Lyndon Simkin ◽  
Bang Nguyen
Keyword(s):  
Structural Equation ◽  
Compulsive Buying ◽  
Well Being ◽  
Dark Side ◽  
Ideal Self ◽  
Brand Attachment ◽  
Content Type ◽  
Buying Behaviour ◽  
Practical Implications

Purpose The purpose of this paper is to investigate the role of ideal self-congruence in instigating two types of negative consumer behaviours – compulsive buying and external trash-talking – and the mediating role of brand attachment on these relationships. Design/methodology/approach Two studies were designed using a structural equation modelling methodology. Study 1a was based on a mail survey of 280 respondents, whereas Study 1b was based on an electronic survey of 152 respondents. Study 1b was conducted to test the external validity of the research model. Findings In Study 1a, ideal self-congruence affects emotional brand attachment and in turn emotional brand attachment affects compulsive buying behaviour and external trash-talking. The mediation analysis indicates that emotional brand attachment mediates the relationships. Study 1b offers support to the results of Study 1a. Practical implications From a practical point of view, this study is useful for policymakers seeking to regulate and prevent excessive consumerism. For marketers, they should understand that brand attachment leads to compulsive buying and external trash-talking, which may provide immediate benefit for the brand or the firm. However, marketers should understand that these two negative behaviours may harm the firm image and consumers’ well-being in the long run. Social implications Apart from practical implications, firms should consider alleviating compulsive buying, as it is harmful to society. Similarly, excessive external trash-talking may lead to physical aggression. Consumers expect firms to be socially responsible. Thus, firms should start conducting activities that promote responsible shopping and reduce external trash-talking. Originality/value The study highlights a dark side of ideal self-congruence and brand attachment. The results suggest that ideal self-congruence with the help of emotional brand attachment predicts compulsive buying behaviour and external trash-talking. This may not only damage brand image but also the consumers’ well-being.

Role of impulsiveness in online purchase completion intentions: an empirical study among Indian customers

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Rejikumar G. ◽  
Aswathy Asokan-Ajitha
Keyword(s):  
Risk Perceptions ◽  
Current Knowledge ◽  
Equation Modeling ◽  
Buying Behavior ◽  
Content Type ◽  
Online Purchase ◽  
Shopping Motivations ◽  
Exogenous Factors ◽  
Online Buying

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.

The effect of hedonic and utilitarian values on satisfaction and loyalty of Airbnb users

2018 ◽  
Vol 30 (3) ◽  
pp. 1332-1351 ◽  
Author(s):  
Seunghwan Lee ◽  
Dae-Young Kim
Keyword(s):  
Structural Equation ◽  
Positive Impact ◽  
Sharing Economy ◽  
Lodging Industry ◽  
Equation Modeling ◽  
Content Type ◽  
Hedonic Value ◽  
Utilitarian Value ◽  
The Relationship ◽  
Customer Values

Purpose The purpose of this study was to identify the relationship between customer values, satisfaction and loyalty in the context of Airbnb. Design/methodology/approach The survey questionnaires were developed based upon review of previous studies. The samples were collected from US- based Airbnb users. The data were analyzed using structural equation modeling. Findings The result of this study indicates that first, Airbnb users’ hedonic value has a positive impact on satisfaction and loyalty, while utilitarian value influences only on satisfaction. Second, this study also shows that product involvement plays as a moderating role in the paths between hedonic value and customer satisfaction. Research limitations/implications Study findings may help researchers understand the roles of hedonic and utilitarian values and their impacts on satisfaction and loyalty in the context of Airbnb. This study also contributes to Airbnb marketers in fulfilling users’ expectations about the company. Originality/value This research contributes to the hospitality literature by expanding the realm of research on Airbnb, which is a unique company applying the sharing economy concept in the lodging industry.

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