Perceived control and shopping behavior: The moderating role of the level of utilitarian motivational orientation

Lunardo, Renaud; Mbengue, Ababacar

doi:10.1016/j.jretconser.2009.06.004

Cited by 65 publications

(53 citation statements)

References 43 publications

(43 reference statements)

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“…Motivational shopping orientation determines consumers' in-store shopping goals (Lunardo and Mbengue 2009), and thus goal attainment naturally connects both domains. However, little research bridges the two streams.…”

Section: Shopping Stress and Motivational Shopping Orientationmentioning

confidence: 99%

“…When going to a store, their main goal is to complete this purchase with the minimum expense of energy (Kaltcheva and Weitz 2006;Lunardo and Mbengue 2009). Making a purchase without any distractions maintains their inner balance (Wolfinbarger and Gilly 2001).…”

Section: The Moderating Role Of Motivational Orientationmentioning

confidence: 99%

“…Interestingly, recreationoriented consumers regard in-store stress as both a threat and a challenge (Lazarus and Folkman 1984). Increasing levels of felt stress in the store make it difficult or even impossible to enjoy the shopping activity and have fun in the store (Lunardo and Mbengue 2009). However, the obstacles to enjoyment may lead recreation-oriented consumers to restructure their goal hierarchy and direct their efforts toward alternative goals-that is, to seek outcomes other than getting enjoyment from shopping (Brandtstädter and Renner 1990).…”

Section: The Moderating Role Of Motivational Orientationmentioning

confidence: 99%

“…We also split the sample into task-oriented shoppers (value of motivational orientation higher than the midpoint 4 on the 7-point task orientation scale; n = 117) and recreation-oriented shoppers (value lower than 4 on the 7-point task orientation scale; n = 72) (e.g., Büttner et al 2015;Lunardo and Mbengue 2009). Figure 3 shows that among task-oriented consumers, purchase abandonment was more likely in the high stress condition than in the low stress condition (25.87% vs. 12.96%, β low → high = .85, p < .05, one-tailed).…”

Section: Preliminary Analysesmentioning

confidence: 99%

See 3 more Smart Citations

The relationship between consumer shopping stress and purchase abandonment in task-oriented and recreation-oriented consumers

Albrecht

Hattula

Lehmann

2017

J. of the Acad. Mark. Sci.

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Shopping is sometimes a source of stress, leading to avoidance coping behavior by consumers. Prior research suggests that store-induced stress makes shopping an adverse experience and thus negatively affects consumers' purchase likelihood. We propose that consumers' response to shopping stress depends on their motivational orientation. The greater the in-store stress, the more likely task-oriented consumers are to abandon the trip without making purchases. However, recreationoriented consumers will be, up to a point, less likely to end the trip. The results of four studies show that the functional relationship between shopping stress and purchase abandonment changes from monotonic and positive for task-oriented consumers to an inverted U-shape for recreation-oriented consumers. Evidence of goal changes provides a process explanation for the differing functional relationships. The results offer an alternative explanation for why people buy or not and suggest approaches to structuring the shopping environment to appeal to both types of consumers.

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Section: Shopping Stress and Motivational Shopping Orientationmentioning

confidence: 99%

Section: The Moderating Role Of Motivational Orientationmentioning

confidence: 99%

Section: The Moderating Role Of Motivational Orientationmentioning

confidence: 99%

Section: Preliminary Analysesmentioning

confidence: 99%

See 2 more Smart Citations

The relationship between consumer shopping stress and purchase abandonment in task-oriented and recreation-oriented consumers

Albrecht

Hattula

Lehmann

2017

J. of the Acad. Mark. Sci.

View full text Add to dashboard Cite

show abstract

“…감 정의 인지적 평가이론(cognitive appraisal theory of emotions)은 인지적 평가가 감정유발에 필수적임을 전제한 다 (Lazarus, 1991) (Donovan & Rossiter, 1982;Mehrabian & Russell, 1974), 의류상품의 OMC 상황은 소비자가 지각 하는 쇼핑의 복잡성 지각이 높아질 수 있으며 온라인 탐 색과정이 소비자의 통제를 강화하고 쇼핑경험을 촉진 시킬 수 있다. 따라서, 소비자는 오프라인보다는 인터넷 상에서 지배력을 더 많이 경험하므로 (Dailey, 2004;Lunardo & Ababacar, 2009;Suh & Son, 2004), 본 연구에서 지배력이 즐거움에 미치는 영향력은 유의할 것으로 예 상된다.…”

Section: 의류상품의 온라인 대량고객화 제품추천 서비스unclassified

Product Recommendation Service in Online Mass Customization: Consumers' Cognitive and Affective Responses

Moon

Lee

2012

Journal of the Korean Society of Clothing and Textiles

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This study examined the effects of product recommendation services as an atmosphere for online mass customization shopping sites on consumers' cognitive and affective responses. We conducted a betweensubject experimental study using a convenience sample of college students. A total of 196 participants provided usable responses for structural equation modeling analysis. The findings of the study support the S-O-R model for a product recommendation system as an element of the shopping environment with an influence on OMC product evaluations and arousal. The results showed that OMC product recommendation service positively affected cognitive and affective responses. The findings of the study suggest that OMC retailers might pay attention to the affective and cognitive responses of consumers through product recommendation services that can enhance product evaluations and OMC usage intentions.

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Human crowding and store messiness: Drivers of retail shopper confusion and behavioral intentions

Coskun

Gupta

Burnaz

2019

J of Consumer Behaviour

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With today's cut‐throat competition, brick and mortar retailers are engaging in various in‐store elements like ambience, visual design, and social factors to entice consumers. However, these environmental stimuli if not used properly can lead to retail shopper confusion that can negatively influence shopper behavioral intentions. Drawing on the theoretical argument that information overload facilitates retail shopper confusion, two experimental studies are conducted. The findings of both studies suggest a main effect of human crowding and store messiness for each dimension of retail shopper confusion—irritation, inefficiency, and helplessness. Mediating role of retail shopper confusion between human crowding, store messiness, and shopping behavioral intentions is also examined. Interactive impact of human crowding and store messiness suggests store messiness to be more problematic. The moderating role of shopping motivations (task vs. recreational) is also examined that suggests the negative effect of retail shopper confusion for consumers pursuing recreational shopping motivations. These findings across the two studies offer a new perspective that recommend the importance of organized retail store environments. Theoretical and practical implications are discussed.

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Perceived control and shopping behavior: The moderating role of the level of utilitarian motivational orientation

Cited by 65 publications

References 43 publications

The relationship between consumer shopping stress and purchase abandonment in task-oriented and recreation-oriented consumers

The relationship between consumer shopping stress and purchase abandonment in task-oriented and recreation-oriented consumers

Product Recommendation Service in Online Mass Customization: Consumers' Cognitive and Affective Responses

Human crowding and store messiness: Drivers of retail shopper confusion and behavioral intentions

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