The effects of self-monitoring tendency on young adult consumers’ mobile dependency

Kim, Jihyun; Hahn, Kim

doi:10.1016/j.chb.2015.04.009

Cited by 35 publications

(28 citation statements)

References 44 publications

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“…() (e.g., “I use my mobile device [smartphone] while shopping at the retail store”). MD was assayed using two items from (Kim & Hahn, ): “I heavily depend on my mobile device on a daily basis,” and “I frequently use my mobile device for any activity.” PCSI was assessed using items from Goff et al. (; e.g., “I consider salespeople to be a good source of information,” “I prefer dealing with salespeople who develop a personal relationship with me”).…”

Section: Methodsmentioning

confidence: 99%

“…Many retail customers now turn increasingly to marshaling information from alternative sources—particularly from mobile devices. As Kim and Hahn () aver: “Mobile technology has changed the retailscape drastically. … Due to the inherent characteristics of mobile devices, such as ubiquity, personalization, and flexibility, mobile commerce possesses its unprecedented market potential in the omni‐channel retail environment …” (p. 169).…”

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confidence: 99%

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Under the sway of a mobile device during an in‐store shopping experience

Rippé

Weisfeld‐Spolter

Yurova

et al. 2017

Psychology and Marketing

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Mobile device technology is transforming the retail shopping experience. Today's consumers are mobile dependent, preferring to consult with their phone, instead of using the salesperson, while shopping at the retail store. In the absence of literature investigating how the salesperson might sell to this omni‐channel, mobile‐connected consumer, this paper proposes a conceptual model and tests its proposed linkages. The empirically tested model presents a dyadic view of the omni‐channel consumer and the salesperson. Uniquely contributing to the omni‐channel and marketing literature, samples from an emerging economy (India) and developed (United States) economy represent the contexts. Specifically, the research examines the salesperson's role in selling to a mobile‐dependent consumer who uses mobile technology to search for information during the sales meeting. Findings show that adaptive selling can affect purchase intention and customer predisposition to comply with salesperson input. Results also reveal how perceived control, mobile dependence, and customer predisposition to comply with mobile device input affect purchase intention. Managerial and research implications specifically appropriate for the omni‐consumer retail setting are offered.

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Section: Methodsmentioning

confidence: 99%

mentioning

confidence: 99%

Under the sway of a mobile device during an in‐store shopping experience

Rippé

Weisfeld‐Spolter

Yurova

et al. 2017

Psychology and Marketing

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“…In their study on how companies are leveraging digital technologies with the aim of transforming the customer experience, Parise et al (2016) found that "72 per cent of consumers said that a relevant mobile offer delivered to their smartphone while shopping in a store would significantly influence their likelihood to make a purchase." Likewise, Kim and Hahn (2015) determined that consumer adoption of mobile technology increased future purchase intention, whereas Rippé et al (2017) more specifically demonstrated that in-store mobile searches are positively related to in-store purchase intention.…”

Section: Role Of Customer's Own Devicesmentioning

confidence: 99%

The role of technology in an omnichannel physical store

Mosquera

Pascual

Ayensa

et al. 2018

SJME

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Purpose-The new omnichannel strategy aims to offer a holistic shopping experience through the integration of online and offline channels. The introduction of technology in the physical store is an essential factor to this end. The purpose of this study is twofold: first, to analyze how the intention to use different interactive technologies in a clothing store affects purchase intention and second, to test the moderating effect of gender on this relationship. Design/methodology/approach-An original model is developed and tested with 628 omnichannel customers. A multi-group analysis is performed to compare the results between two groups: men and women. Findings-The results show that the incorporation of new technologies in the physical store positively affects purchase intention, but no significant differences were found between the two groups. Originality/value-This study furthers the understanding of the importance of the new connected retail system and offers new insights for both the theoretical framework and businesses.

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“…Related literature suggests that industry segments should be I n f o r m a t i o n T e c h n o l o g y & P e o p l e 6 considered separately (J. Kim & Hahn, 2015;Kushwaha & Shankar, 2013;Piotrowicz & Cuthbertson, 2014). Fashion retailing is defined by several unique aspects, such as the hedonic orientation of customers, transaction processes, store image, relative advantage to other retail formats, and task accomplishment (Blázquez, 2014;S.…”

Section: Multichannel Retailingmentioning

confidence: 99%

Service quality in multichannel fashion retailing: an exploratory study

Patten

Ozuem

Howell

2020

ITP

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Purpose Consumer purchasing behaviour has changed substantially in the light of recent developments in E-commerce. So-called “multichannel customers” tend to switch retail channels during the purchasing process. In order to address changing consumer behaviour, multichannel fashion retailing companies must continue to learn how to provide excellent service to such customers. The purpose of this paper is to contribute to the interpretation of multichannel service quality by explaining it from the perspective of the so-called “multichannel customers”. Design/methodology/approach Drawing on social influence theory, this paper aims to investigate these issues from the perspective of multichannel customers. In contrast with dualist and objectivist studies, this paper uses a constructivist epistemology and ethnographic methodology. Such an approach is associated with an interpretivist ontological worldview, which postulates the existence of “multiple realities”. The sample size for this research consisted of 34 in-depth interviews and 2 focus groups comprising 10 focus group participants. Findings The data analysis fundamentally found that multichannel customers tended to continually adjust choices regarding retailer and retail ckhannel when making purchases. The perspective of this paper is different from mainstream positivist service quality research which sees service quality as static, objectively measurable and dualistic. As an alternative, this paper acknowledges service quality as a dynamic, subjective and pluralistic phenomenon. Originality/value This paper contributes to the interpretation of multichannel service quality with a new concept that explains the phenomenon from the perspective of customers and thus considers it necessary for multichannel retailers to adopt strategies relating to customers’ changing behaviour.

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The effects of self-monitoring tendency on young adult consumers’ mobile dependency

Cited by 35 publications

References 44 publications

Under the sway of a mobile device during an in‐store shopping experience

Under the sway of a mobile device during an in‐store shopping experience

The role of technology in an omnichannel physical store

Service quality in multichannel fashion retailing: an exploratory study

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