scholarly journals Purchase decision and purchase delay of hedonic and utilitarian products in the face of time pressure and multiplicity of options

2019 ◽  
Vol 26 (2) ◽  
pp. 112-125
Author(s):  
Kenny Basso ◽  
Caroline da Costa Duschitz ◽  
Cassandra Marcon Giacomazzi ◽  
Monique Sonego ◽  
Carlos Alberto Vargas Rossi ◽  
...  
Keyword(s):  
Information Overload ◽  
Time Pressure ◽  
Purchase Decision ◽  
Choice Overload ◽  
Consumer Decision Making ◽  
Content Type ◽  
The Face ◽  
Hedonic Utilitarian ◽  
Hedonic And Utilitarian Products ◽  
The Relationship

Purpose Time pressure may change how people behave. The multiplicity of options and the nature of the products, hedonic or utilitarian, might increase the complexity of the choice and alter the effects of time pressure. Combining both factors, the purpose of this paper is to verify the moderating role played by the nature of the products observing the relationship between interaction (time pressure × multiplicity of options) and choice delay. Design/methodology/approach A two-level factorial experimental design was applied (time pressure: with; without) × 2 (number of alternatives: two; six) × 2 (type of purchase: hedonic; utilitarian), with mixed design, considering the purchase delay a dependent variable. Findings The results signal that the nature of the products moderates the effects of the interaction between time pressure and choice overload in purchase delay. Utilitarian purchases are more susceptible to the effects of time pressure and options overload than hedonic purchases. Originality/value The interaction between time pressure and choice overload, researched in previous works, influences in different ways the purchase of utilitarian or hedonic products. This differentiation, taking into consideration the type of product, brings new perspectives on the purchase decision process and provides theoretical and practical information on the effects of information overload and time pressure over the consumer decision-making process.

scholarly journals Does sustainable consumption matter? Consumer grocery shopping behaviour andthe pandemic

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Ing Grace Phang ◽  
Bamini K.P.D. Balakrishnan ◽  
Hiram Ting
Keyword(s):  
Social Transformation ◽  
Sustainable Consumption ◽  
Well Being ◽  
Grocery Shopping ◽  
Consumer Decision Making ◽  
Content Type ◽  
The Impact ◽  
The Relationship ◽  
Moderating Role

Purpose The COVID-19 pandemic took the world by surprise in early 2020. The preventive measures imposed by many countries limited human movement, causing uncertainty and disrupting consumption patterns and consumer decision-making. This study aims to explore consumers’ panic buying (PB) and compulsive buying (CB) as outcomes of the intolerance of uncertainty (IU). The moderating role of sustainable consumption behaviours (SCBs) (e.g. quality of life [QOL], concern for future generation and concern for environmental well-being) were also tested to raise awareness of responsible and mindful consumption amongst the society and business stakeholders. Design/methodology/approach To empirically examine the grocery shopping behaviours of Malaysian consumers during COVID-19, a total of 286 valid grocery consumer survey responses based on a purposive sampling were collected and analysed during the movement control order period between March and July 2020. Findings The findings confirmed the statistically significant impact of IU on both PB and CB and the impact of PB on CB behaviour. Amongst the three SCBs tested, only QOL significantly moderated the relationship between the IU and PB. Originality/value To the best of the authors’ knowledge, this is the first study to construct a framework of consumers’ PB and CB during the pandemic, building upon the stimulus-organism-response model and the concepts of IU and SCB. This study further serves as the pioneering study on the moderating role of SCB in consumer behaviour research in the pandemic context, whereby consumers’ QOL significantly moderates the relationship between their IU and PB. This study has also drawn specific implications for grocery retailers and government agencies for retail and policy planning to promote positive social transformation in consumer buying behaviours during a pandemic or crisis.

Consumer decision-making in a retail store: the role of mental imagery and gender difference

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Jung-Hwan Kim ◽  
Minjeong Kim ◽  
Jungmin Yoo ◽  
Minjung Park
Keyword(s):  
Decision Making ◽  
Mental Imagery ◽  
Decision Making Process ◽  
Consumer Decision Making ◽  
Consumer Decision ◽  
Content Type ◽  
Perceived Ownership ◽  
Decision Satisfaction ◽  
The Relationship

PurposeThe purpose of the study is to investigate how mental imagery evoked from sensory in-store experience influences consumer anticipatory emotion, perceived ownership and decision satisfaction which eventually impact positive consumer responses such as behavioural intent. In this study, gender difference is proposed as a moderator to completely understand the role of mental imagery in the in-store decision-making process.Design/methodology/approachUsing a market research agency in South Korea, an online survey was employed to collect data. A total of 455 useable respondents (men = 224 and women = 231) largely living in the two most populous provinces in South Korea (i.e. Seoul and Gyeonggi provinces) completed the survey. A number of path analyses were conducted to test hypotheses.FindingsThe results of the study showed that mental imagery evoked from sensory product experience played a critical part in facilitating the consumer decision-making process by influencing anticipatory emotion and perceived ownership. The relationship among anticipatory emotion, perceived ownership, decision satisfaction and behavioural intent was significant except for the relationship between perceived ownership and behavioural intent. This study further indicated that the way mental imagery influences the in-store decision-making process differs between men and women.Originality/valueThe effect of mental imagery in a physical retail context is largely ignored. This study addressed the crucial role of mental imagery in a physical apparel retail setting and examined its impact on consumer decision-making processes. By exploring how to enhance consumers' in-store sensory shopping experiences through mental imagery to influence their positive shopping outcomes, this study offers vital insights into how retailers operating physical stores can successfully utilize their stores.

Transferring knowledge through success stories

2019 ◽  
Vol 28 (1) ◽  
pp. 8-10
Keyword(s):  
Design Methodology ◽  
Information Overload ◽  
Employee Performance ◽  
Simple Task ◽  
Content Type ◽  
Success Stories ◽  
Small Collection ◽  
Pertinent Information ◽  
The Relationship ◽  
Practical Implications

Purpose This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies. Design/methodology/approach This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context. Findings This research paper concentrates on the relationship between the number of success stories an employee receives and that employee's performance, which the results reveal isn't linear since the effect of such stories is impacted by the level of complexity of the employee's task. Hearing increasingly more success stories improves the recent simple task performance of high and low performing employees, but average performers benefit most from exposure to a small collection of stories. For complex tasks a limited number of success stories yield the best employee performance, as this avoids information overload. Originality/value The briefing saves busy executives and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.

Research on social e-commerce reputation formation and state-introduced model

Kybernetes ◽  
2017 ◽  
Vol 46 (06) ◽  
pp. 1021-1038 ◽  
Author(s):  
Chuang Wei ◽  
Zhao-Ji Yu ◽  
Xiao-Nan Chen
Keyword(s):  
System Dynamics ◽  
Empirical Research ◽  
Information Overload ◽  
Search Costs ◽  
Reputation Management ◽  
Future Research ◽  
Content Type ◽  
Markov Network ◽  
Online Reputation ◽  
The Relationship

Purpose This paper aims to solve the problem of information overload and reduce search costs. It proposes a social e-commerce online reputation formation model and community state-introduced model. A system dynamics trend simulation has been run to capture the relationship among the sellers, buyers, social e-commerce platforms and external environment to obtain an online reputation. Design/methodology/approach Empirical research relating to social e-commerce reputation has been used to confirm the influencing factors in social e-commerce, and a conceptual framework is developed for social e-commerce reputation formation. Thereafter, a trend simulation is generated to classify the relationship among the factors based on system dynamics. Also, the improved algorithm for community detection and a state-introduced model based on a Markov network are proposed to achieve better network partition for better online reputation management. Findings The empirical model captures the interaction effect of social e-commerce reputation and the state-introduced model to guide community public opinion and improve the efficiency of social e-commerce reputation formation. This helps minimize searching cost thereby improving social e-commerce reputation construction and management. Research limitations/implications There is no appropriate online reputation system to be constructed to test the relationship proposed in the study for a field experiment. Also, deeper investigation for the nodes’ attributes in social networks should be made in future research. Besides, researchers are advised to explore measurement for the reputation of a given seller by using social media data as from Twitter or micro blogs. Originality/value Investigations that study online reputation in the social e-commerce are limited. The empirical research figured out the factors which can influence the formation of online reputation in social e-commerce. An SD model was proposed to explain the factors interaction and trend simulation was run. Also, a state-introduced model was proposed to highlight the effect of nodes’ attributes on communities’ detection to give a deeper investigation for the online reputation management.

Religiosity, values and consumer behaviour: a study of young Indian Muslim consumers

2019 ◽  
Vol 36 (7) ◽  
pp. 948-961 ◽  
Author(s):  
Tajamul Islam ◽  
Uma Chandrasekaran
Keyword(s):  
Decision Making ◽  
Structural Equation ◽  
Negative Relationship ◽  
Consumer Decision Making ◽  
Content Type ◽  
Mediating Role ◽  
Decision Making Styles ◽  
Consumer Values ◽  
Fashion Consciousness ◽  
The Relationship

Purpose This paper aims to examine the relationship between religiosity and consumer values, religiosity and consumer decision making styles (CDMS), and the mediating role of consumer values in the relationship between religiosity and CDMS among young Indian Muslim consumers. Design/methodology/approach Data were collected from 487 young Muslim consumers across three states of India through a survey using a structured questionnaire. The data were analysed by using the techniques of exploratory factor analysis and structural equation modelling. Findings Religiosity negatively influenced novelty-fashion consciousness and brand consciousness decision making styles. Religiosity was found to have a significant positive relationship with the “interests of collectivities (IOC)” values and a significant negative relationship with the “interests of individual (IOI)” values. The results indicate that both “IOI” values and “IOC” values mediated the relationship between religiosity and novelty-fashion consciousness and brand consciousness. Originality/value The results of the study provide vital insights regarding the relationship between religiosity, values and CDMS. It provides insights about the consumption behaviour of young Muslim consumers of India who have not been studied as a consumer group.

Exclusive books: applying a behavioural economics perspective

2020 ◽  
Vol 10 (3) ◽  
pp. 1-30
Author(s):  
Thiroshnee Naidoo ◽  
Charlene Lew
Keyword(s):  
Decision Making ◽  
Learning Outcomes ◽  
Consumer Choice ◽  
Behavioural Economics ◽  
Choice Overload ◽  
Consumer Decision Making ◽  
Consumer Decision ◽  
Content Type ◽  
The Impact

Learning outcomes The learning outcomes are as follows: understanding of the principles of choice overload and the impact of consumer choice overload on company sustainability and growth prospects; understanding of how several heuristics inform consumer decision-making; applying nudge theory to interpret and clarify the impact and consequences of nudges on consumer decision-making; and considering the challenge of a newly appointed CEO to influence consumer choice. Case overview/synopsis The case study and teaching note offers insights into the use of behavioural economics principles in consumer choice. The case study methodology was used to design, analyse and interpret the real-life application of behavioural economics in the retail sector. The case demonstrates how choice overload, dual process theory, decision heuristics and nudge theory play a role in consumer decision-making. The case offers insights into the application of behavioural economics to support the sustainability of a company in an emerging market context. Managers can use the findings to consider how to use behavioural economics principles to drive consumer choice. The application of behavioural economics to an industry facing challenges of sustainability offers new insights into how to design spaces and cues for consumer choice. Complexity academic level The case study is suitable for course in business administration, specifically at postgraduate level. Supplementary materials Teaching notes are available for educators only. Subject code CSS 8: Marketing

Income shocks, informal insurance mechanisms, and household consumption expenditure

2017 ◽  
Vol 44 (12) ◽  
pp. 1818-1832
Author(s):  
Joseph Boniface Ajefu
Keyword(s):  
Probit Model ◽  
Household Consumption ◽  
Model Estimation ◽  
Consumption Expenditure ◽  
Income Shocks ◽  
Rural Dweller ◽  
Content Type ◽  
Idiosyncratic Shocks ◽  
The Face ◽  
The Relationship

Purpose The purpose of this paper is to examine the effect of income shocks on household real consumption expenditure, taking into account the various informal coping strategies adopted by the households. Using Nigerian Household Panel Survey data for the year 2010/2011 and 2012/2013 respectively, and probit model estimation approach, the results suggest that idiosyncratic shocks have effect on household consumption expenditure and the informal insurance strategies play only limited roles in providing the needed insurance to households in the face of shocks. Also, the effect of shocks vary according to households characteristics, which depends on whether the household is headed by male or female and urban or rural dweller. Design/methodology/approach This paper explores the fixed effects and probit model estimation approach to examine the relationship between the effect of covariate and self-reported idiosyncratic shocks on household welfare. The study examines the effectiveness of the various informal coping measures adopted by households against shocks. Findings The results suggest that idiosyncratic shocks have been found to have little effect on real consumption expenditure and the informal insurance strategies play only limited roles in providing the much needed insurance to households in the face of shocks. Also, the effect of shocks vary according to households characteristics, whether the household is headed by male or female and urban or rural dweller is important. Originality/value The novelty of this essay is to investigate the relationship between variation in self-reported shocks to income across households and real consumption expenditure in Nigeria – a poor, risk-prone country – considering also, the ease with which households adopt the various risk-coping strategies, which help them in smoothing consumption over time.

The effects of shopping aid usage on consumer purchase decision and decision satisfaction

2011 ◽  
Vol 23 (5) ◽  
pp. 745-754 ◽  
Author(s):  
Chiu‐chi Angela Chang ◽  
Monika Kukar‐Kinney
Keyword(s):  
Time Pressure ◽  
Situational Factors ◽  
Purchase Decision ◽  
Product Knowledge ◽  
Content Type ◽  
Decision Satisfaction ◽  
Conceptual Paper ◽  
Purchase Likelihood ◽  
Retail Shopping ◽  
Product Ratings

PurposeThe purpose of this paper is to compare and contrast two types of shopping aids, that is, research‐supporting and solution‐oriented shopping aids, and examine their effectiveness, considering both consumer and situational factors.Design/methodology/approachExpanded selection and additional detailed information are chosen to illustrate research‐supporting shopping aids, and personalized product recommendations and product ratings are used as examples of solution‐oriented shopping aids. This conceptual paper proposes that usage of shopping aids has an effect on the purchase likelihood and decision satisfaction and focuses on studying the moderating role of consumer product knowledge and time pressure. The thesis is that congruence between the type of a shopping aid and consumer characteristics, such as product knowledge, or situational characteristics, such as time pressure, should enhance the effectiveness of shopping aids.FindingsThe research propositions in this paper delineate how the use of retail shopping aids should affect the consumer's purchase likelihood, decision satisfaction, decision confidence, and evaluation costs, under the moderating influence of product knowledge and time pressure. Overall, knowledgeable consumers and less time‐pressed consumers should benefit from research‐supporting shopping aids (i.e. expanded selection and additional product information), whereas novice consumers and time‐pressed consumers should benefit from solution‐oriented shopping aids (i.e. personalized product recommendation and product ratings).Originality/valueRetail shopping aids are designed to offer sales assistance for consumers to handle the obstacles to purchase completion. However, past efforts to install retail shopping aids have seen mixed results. This conceptual paper advocates that consideration of consumer characteristics and situational factors is necessary to understand the effects of shopping aid usage. This paper thus contributes to the understanding of solutions to purchase decision deferral and the determinants of decision satisfaction, and has practical implications for retailers regarding providing retail shopping aids to facilitate purchase completion and shopping experiences.

Exploring restorative potential of biophilic servicescapes

2018 ◽  
Vol 32 (4) ◽  
pp. 414-429 ◽  
Author(s):  
Keyoor Purani ◽  
Deepak S. Kumar
Keyword(s):  
A Priori ◽  
Content Type ◽  
Psychological States ◽  
Functional Value ◽  
Hedonic Utilitarian ◽  
The Relationship ◽  
Attention Fatigue ◽  
Moderating Role ◽  
Biophilic Elements

PurposeThe purpose of this study is to explore the relationship between the biophilic stimuli present in the servicescape and restorative effects on psychological states among consumers. The research also examines moderating role of service contexts in this relationship.Design/methodology/approachThis empirical study applied a laboratory-like experimental design with one-shot treatment. About 566 usable responses were collected using six photographic images – three were biophilic environments and three were non-biophilic environments – for foura prioriservice contexts: hospital lobby, upscale restaurants, spa and bank lobby.FindingsThe tests of hypotheses confirm restorative effects of biophilic servicescapes on consumer’s psychological states, attention and mood, which, in turn, positively influence service preference. Further, the restorative effects of natural elements are found to vary across hedonic – utilitarian and experience – credence type service contexts.Originality/valueBecause of higher levels of natural stressors, consumers today likely have attention fatigue and depleted mood states, which, in turn, may have adverse effects on their service consumption behaviour. In this context, building upon theories from environmental psychology, findings of this study contribute by establishing restorative potential of biophilic servicescape. The study also establishes that natural elements in biophilic servicescapes influence service preference, which is mediated by consumers’ psychological states – attention and mood. Further, it demonstrates that consumers are more responsive with regards to such restorative effects of biophilic elements in contexts where they seek emotional, experiential value compared to rational, functional value.

Face consciousness and conspicuous luxury consumption in China

2019 ◽  
Vol 2 (1) ◽  
pp. 63-82 ◽  
Author(s):  
Xin-an Zhang ◽  
Wangshuai Wang
Keyword(s):  
Design Methodology ◽  
Two Dimensions ◽  
Unique Contribution ◽  
Chinese Consumers ◽  
Luxury Consumption ◽  
Content Type ◽  
Consumption Behavior ◽  
The Face ◽  
Indigenous Perspective ◽  
The Relationship

Purpose Luxury consumption in China is featured by clear conspicuous purposes. The purpose of this paper is to investigate this phenomenon from the indigenous perspective of face consciousness. Design/methodology/approach Drawing on Ho’s (1976) framework of gaining vs losing face process, the authors decomposed the construct of face consciousness into two dimensions, namely, desire to gain face and fear of losing face, and developed a multi-dimensional scale for face consciousness. Then, a survey that consisted of 338 participants was conducted to test the relationship between face consciousness and luxury consumption. Findings The face consciousness scale was shown to be reliable and valid. Furthermore, the authors found both desire to gain face and fear of losing face had a unique contribution in explaining why Chinese consumers purchase luxury products. Originality/value This paper fills the gap in the extant literature by developing a multi-dimensional face consciousness scale, providing convenience for empirical research in future. Moreover, this research shows that Chinese consumers’ luxury consumption behavior contains both promotion and prevention motivation.

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