Analysis on Consumers’ Purchase and Shopping Well-Being in Online Shopping Carnivals with Two Motivational Dimensions

Yu, Han; Zhang, Rong; Liu, Bin

doi:10.3390/su10124603

Cited by 40 publications

(57 citation statements)

References 39 publications

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“…Hedonic and utilitarian shopping values are an active research area in e-commerce. In their study of e-commerce consumers' purchase and shopping well-being, Yu et al ( 2018 ) investigated the role of hedonic and utilitarian shopping values on the intention of consumers to purchase in shopping carnivals held online. The authors concluded that people with hedonic shopping values are persuaded by entertainment while those with utilitarian shopping values are influenced by saving money, selection, and convenience.…”

Section: Related Workmentioning

confidence: 99%

E-Commerce Shopping Motivation and the Influence of Persuasive Strategies

Adaji

Oyibo

Vassileva

2020

Front. Artif. Intell.

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Persuasive strategies are used to influence the behavior or attitude of people without coercion and are commonly used in online systems such as e-commerce systems. However, in order to make persuasive strategies more effective, research suggests that they should be tailored to groups of similar individuals. Research in the traits that are effective in tailoring or personalizing persuasive strategies is an ongoing research area. In the present study, we propose the use of shoppers' online shopping motivation in tailoring six commonly used influence strategies: scarcity, authority, consensus, liking, reciprocity, and commitment. We aim to identify how these influence strategies can be tailored or personalized to e-commerce shoppers based on the online consumers' motivation when shopping. To achieve this, a research model was developed using Partial Least Squares-Structural Equation Modeling (PLS-SEM) and tested by conducting a study of 226 online shoppers. The result of our structural model suggests that persuasive strategies can influence e-commerce shoppers in various ways depending on the shopping motivation of the shopper. Balanced buyers—the shoppers who typically plan their shopping ahead and are influenced by the desire to search for information online—have the strongest influence on commitment strategy and have insignificant effects on the other strategies. Convenience shoppers—those motivated to shop online because of convenience—have the strongest influence on scarcity, while store-oriented shoppers—those who are motivated by the need for social interaction and immediate possession of goods—have the strongest influence on consensus. Variety seekers—consumers who are motivated to shop online because of the opportunity to search through a variety of products and brands, on the other hand, have the strongest influence on authority.

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Section: Related Workmentioning

confidence: 99%

E-Commerce Shopping Motivation and the Influence of Persuasive Strategies

Adaji

Oyibo

Vassileva

2020

Front. Artif. Intell.

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“…In their study, Chakraborty ve Soodan (2019) suggested that convenience, monetary savings and selection affect the utilitarian value positively and entertainment and social status affect the hedonic value positively. In another study, Yu et al (2018) found that convenience, selection and monetary saving affects the utilitarian value positively. In the study, it was determined that hedonic and utilitarian values affect satisfaction positively.…”

Section: Discussing the Findings With The Literaturementioning

confidence: 95%

Alişveri̇ş Merkezi̇ Seçi̇mi̇nde Hedoni̇k Ve Faydaci Değerler

Doğrul

Aksay

2020

bmij

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Dünyada alışveriş merkezi sayıları hızlı bir şekilde artış göstermiş ve bu hızlı artış ise rekabeti beraberinde getirmiştir. Bu durum tüketicilerin alışveriş merkezi tercihlerinde etki eden faktörlerin belirlenmesi gerekliliğini ortaya çıkarmıştır. Bu çalışmanın amacı da tüketicilerin alışveriş merkezlerinden elde ettikleri tatmine etki eden hedonik ve faydacı değerlerin boyutlarını ortaya çıkarmaktır. Bu kapsamda, oluşturulan anketler 371 kişiye uygulanmış ve çalışma hipotezleri yapısal eşitlik modeli ile test edilmiştir. Analiz sonuçlarına göre, parasal tasarruf, seçim, elverişlilik ve özelleştirilmiş ürün faydacı değerleri; eğlence, keşfetme ve sosyal statü ise hedonik değerleri olumlu yönde etkilemektedir. Faydacı ve hedonik değerler ise tüketicilerin alışveriş merkezlerinden aldıkları tatmini olumlu yönde etkilemektedir. Ayrıca çalışmada, tatminin olumlu ağızdan ağıza iletişim ve alışveriş merkezini tekrar ziyaret etme niyetini olumlu yönde etkilediği sonucu da ortaya çıkmıştır.

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“…Since buying is a continuous process, an anticipation of purchase also evokes positive emotions, however, relatively fewer researches have focused on the relationship between purchase intentions and well-being . In separate studies, intention to shop and intention to participate in online shopping carnivals were seen as a predictors of consumer well-being for segments other than BoP (Papagiannidis, Bourlakis, Alamanos, & Dennis, 2017;Yu, Zhang, & Liu, 2018).…”

Section: Non-essential Purchases and Subjective Well-beingmentioning

confidence: 99%

Impact of smartphones, self-determination and patience on subjective well-being of bottom of pyramid customers

2021

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Study objective: This paper analyzes the impact of non-essential purchases, particularly smartphones, and patience on self-determination and subjective well-being of bottom of pyramid customers.Method: 665 questionnaires were personally administered to respondents. Partial Least Squares Structural Equation Modelling (PLS SEM) was performed using SmartPLS software to test multiple dependency relationships between non-essential purchases, self-determination, subjective well-being and patience.Main results: Non-essential purchases, particularly smartphones, had a direct effect on self-determination and an indirect effect on subjective well-being of bottom of pyramid customers. Non-essential purchases fulfilled psychological need for self-determination, that led to subjective well-being. Moreover, patience was established as a significant predictor of self-determination and subjective well-being.Theoretical/ methodological contributions: This paper makes a theoretical contribution by connecting social identity theory, self-determination theory and patience with non-essential purchases and subjective well-being of bottom of pyramid customers.Relevance/ originality: Relatively fewer researches are available in Western marketing literature that connect patience with self-determination and subjective well-being of bottom of pyramid customers. The novel insight of this research showed that non-essential purchases can restore a sense of subjective well-being in such customers and when poverty related adverse situations tend to lower subjective well-being of these customers, patience positively impacts their self-determination and does not let them despair.Managerial and social implications: Marketers can use the insights from this research to develop products that satisfy bottom of pyramid customer’s psychological needs for self-determination that lead to subjective wellbeing in a consumer society.

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Analysis on Consumers’ Purchase and Shopping Well-Being in Online Shopping Carnivals with Two Motivational Dimensions

Cited by 40 publications

References 39 publications

E-Commerce Shopping Motivation and the Influence of Persuasive Strategies

E-Commerce Shopping Motivation and the Influence of Persuasive Strategies

Alişveri̇ş Merkezi̇ Seçi̇mi̇nde Hedoni̇k Ve Faydaci Değerler

Impact of smartphones, self-determination and patience on subjective well-being of bottom of pyramid customers

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