The effects of utilitarian and hedonic online shopping value on consumer preference and intentions

Overby, Jeffrey W.; Lee, Eun‐Ju

doi:10.1016/j.jbusres.2006.03.008

Cited by 797 publications

(752 citation statements)

References 50 publications

(66 reference statements)

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“…In addition, studies that have investigated consumption in the online channel have already indicated that the fun and entertainment in searching for products or in comparing products/ prices over the internet can generate a multisensorial experience in the process of purchasing products or services (Bridges & Flossheim, 2008;Hirschman & Holbrook, 1982;Overby & Lee, 2006), with or without the purchase actually being made.…”

Section: The Simultaneous Search For Information (About Products)mentioning

confidence: 99%

Cross Channel Consumer Behavior and its Benefits: Scale Validation to Assess Purchasing Process Performance

Porto

Okada

2018

RBGN

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Purpose -This paper developed and validated a scale of cross-channel behavior and its benefits capable of ascertaining the performance of the consumer buying process.Design/methodology/approach -The sample of 451 consumers filled out questionnaires for statistical validation purposes. Three first order reflective CCB constructs and four CCB benefits were tested with second and third order formative models Findings -The validation indicated that all constructs have convergent and discriminant validity. CCB is formed by simultaneous information searches, product/price comparisons, and interactions with the retailers/manufacturers, and the benefits are symbolic/ utilitarian and positive/negative. The coefficient between CCB and its benefits is considerable, with the avoidance of purchasing process problems being an expected result.Originality/value -The article highlights the conceptual construction of the cross channels consumer behavior construct as generating improvements in buying process performance. Marketing researchers can test the frequency of this new behavior in consumer relations.

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Section: The Simultaneous Search For Information (About Products)mentioning

confidence: 99%

Cross Channel Consumer Behavior and its Benefits: Scale Validation to Assess Purchasing Process Performance

Porto

Okada

2018

RBGN

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“…Bentley Glass [70, p. 583] Up to this point, various studies have tried to explain the concepts of loyalty and satisfaction in online markets as well as the potential factors that influence them [37,154,197]. However, many online companies fail to cultivate e-loyalty because they are not aware of the mechanisms involved in generating customer loyalty on the Internet [169].…”

Section: Purposementioning

confidence: 99%

“…According to Dinev and Hart [55], computer literacy is defined as the ability to use an Internet-connected computer and Internet applications to accomplish practical tasks. As stated by Taylor and Strutton [197], consumers with high levels of positive feelings about computers and online shopping have higher levels of computer affinity than consumers who -can do without their computer for several days and would not miss them if they were broken‖ [190, p. 139]. For instance, Zhang et al [235] investigated the factors that affect e-service satisfaction by using a sample of 704 university students.…”

Section: Pc Knowledgementioning

confidence: 99%

“…This association also depends on the sample examined, since website design, for instance, might not play a prominent role in affecting loyalty behaviours in novice e-commerce markets (e.g., in China, see Wang et al [211]). The associated concepts of assurance, security on online websites, and privacy concerns are also very important variables for customers and are important components of Internet marketing strategies [197]. Regarding links with loyalty, Semeijn et al's [180] survey of 150 online customers, among others, resulted in a direct association between assurance and loyalty.…”

Section: During-purchase Factorsmentioning

confidence: 99%

“…e-Satisfaction Satisfaction is considered to be the most discussed factor in the literature that leads to e-loyalty [37,197]. Customers become satisfied after they evaluate the quality of their purchase -as defined in the during-purchase stage -and their experience from a particular online purchase [197,234].…”

Section: After-purchase Factorsmentioning

confidence: 99%

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Critical review of the e-loyalty literature: a purchase-centred framework

Valvi

Fragkos

2012

Electron Commer Res

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Over the last few years, the concept of online loyalty has been examined extensively in the literature, and it remains a topic of constant inquiry for both academics and marketing managers. The tremendous development of the Internet for both marketing and e-commerce settings, in conjunction with the growing desire of consumers to purchase online, has promoted two main outcomes: (a) increasing numbers of Business-to-Customer companies running businesses online and (b) the development of a variety of different e-loyalty research models. However, current research lacks a systematic review of the literature that provides a general conceptual framework on eloyalty, which would help managers to understand their customers better, to take advantage of industry-related factors, and to improve their service quality. The present study is an attempt to critically synthesize results from multiple empirical studies on e-loyalty. Our findings illustrate that 62 instruments for measuring eloyalty are currently in use, influenced predominantly by Zeithaml et al. (J Marketing. 1996;60(2):31-46) and Oliver (1997; Satisfaction: a behavioral perspective on the consumer. New York: McGraw Hill). Additionally, we propose a new general conceptual framework, which leads to antecedents dividing e-loyalty on the basis of the action of purchase into pre-purchase, during-purchase and after-purchase factors. To conclude, a number of managerial implementations are suggested in order to help marketing managers increase their customers' e-loyalty by making crucial changes in each purchase stage.Keywords: e-loyalty, e-satisfaction, e-trust, customer behaviour, e-commerce, critical review, framework The penetration of the Internet in marketing and e-commerce settings has influenced, to a great extent, the entire business world. From the customer's viewpoint, it has created new and possibly less costly ways of participating in commercial activities [182]. From the business perspective, market globalization, along with the decreasing effectiveness of offline marketing, has motivated organizations to shift their plans to include Internet marketing [120]. Hence, consumers have increasingly favoured online shopping [166], gradually leading more Business-to-Customer (B2C) companies to establish an Internet presence in an effort to attract new and maintain existing customers for long-term profitability [203]. Building and maintaining brand loyalty has been a central theme of marketing theory and practice in traditional consumer marketing [71]. For this reason, businesses should be more interested in keeping long-lasting relationships with their customers than in accumulating occasional exchanges [17]. Presently, the notion of brand loyalty has been expanded to include online loyalty (also known as e-loyalty or website loyalty). The online shopping world has completely changed the relationship between customers and retailers. The minimal cost to a customer to switch brands (compared to the high costs for companies to acquire new e-customers) just...

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To whom and when to give: Effects of intimacy and obligation on expressive motives, gift choice, and information search in gift giving

Kim

2019

J of Consumer Behaviour

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When consumers purchase gifts for others, their behaviors are different from those when they buy something for themselves. The present study aims to understand the entire gift purchase process including perception of the recipient and occasion, formation of motives, gift type choices, and information search. For this purpose, an expressive motive (motive to express the relationship or givers' self through a gift) was introduced and hypotheses were developed on how perceived intimacy and obligation influence expressive motives and how these motives affect consumers' choice of gift types (hedonic vs. utilitarian) and information search modes (online vs. offline). A memory‐based survey involving a student sample (n = 355) was conducted, and three major findings were revealed. First, more intimacy and less obligation increased expressive motives. Second, expressive motives influenced the giver's choice of a gift type. More specifically, givers with high expressive motives tended to choose a gift with a high level of hedonic quality and a low level of utilitarian quality. Finally, gift types that givers intended to purchase influenced information search. Givers searched for information online more when they purchased gifts with high utilitarian quality whereas they searched for offline information more when they purchased gifts with high hedonic quality. Results have practical implications for manufacturers and retailers whose businesses involve gifts.

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The effects of utilitarian and hedonic online shopping value on consumer preference and intentions

Cited by 797 publications

References 50 publications

Cross Channel Consumer Behavior and its Benefits: Scale Validation to Assess Purchasing Process Performance

Cross Channel Consumer Behavior and its Benefits: Scale Validation to Assess Purchasing Process Performance

Critical review of the e-loyalty literature: a purchase-centred framework

To whom and when to give: Effects of intimacy and obligation on expressive motives, gift choice, and information search in gift giving

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