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作者 Lee, Jaeha
書名 Relative and interaction effects of situational and personal factors on impulse buying
國際標準書號 9780549630258
book jacket
說明 102 p
附註 Source: Dissertation Abstracts International, Volume: 69-05, Section: B, page:
Adviser: Kim K. P. Johnson
Thesis (Ph.D.)--University of Minnesota, 2008
This research was planned to develop a new S-O-R model to understand impulse buying, by integrating situational influences on impulse buying and personal characteristics of impulse buyers. Given the predictable link between emotional states and impulse buying, my goal was to determine what environmental stimulus variations in a store produce changes in consumer's emotional states and hence trigger impulse buying. A survey approach was taken in this study with a convenience sample of 150 students at the University of Minnesota. Students were asked to complete the questionnaire immediately after an apparel, shoe, or accessory shopping trip. Students answered questions on impulse buying, store ambience, store aesthetics, store layout, store promotion, sales associate credibility, consumer emotional state, consumer involvement with product, consumer impulse buying tendency, consumer extrovertness, consumer innovativeness, consumer lack of control, and consumer hedonic shopping tendency. Overall, the results reinforce the conclusion by Donnovan and Rossiter (1982), that the S-O-R model is useful for the study of consumer behavior, which was impulse buying behavior. This research demonstrates that a positive mood induced by store environment appears to be a cause of consumer's impulse buying. Specifically, store ambience and excitement induced positive moods, and in turn encouraged impulse buying. Store layout directly influenced consumers' impulse buying. When store layout influenced impulse buying, consumers' lack of control moderated the relationship between store layout and impulse buying
School code: 0130
Host Item Dissertation Abstracts International 69-05B
主題 Psychology, Behavioral
Alt Author University of Minnesota
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