Shopping Motivation Research Articles

Pengaruh Kualitas Website Terhadap Pembelian Impulsif Konsumen Shopee Melalui Hedonic Shopping Motivation dan Utilitarian Value Sebagai Intervening (Survey pada Mahasiswa Universitas Sultan Ageng Tirtayasa)

This study aims to examine the effect of Website quality on impulsive purchases by including two intervening variables, hedonic shopping motivation and utilitarian value. This study uses a quantitative method with a survey approach. The research sample was taken as many as 100 people with a stratified random sampling technique on postgraduate students of Sultan Ageng Tirtayasa University. The data analysis used the SEM-PLS method with the outer model test stages, inner model testing and hypothesis testing. From the research results, it is known that. Website quality is proven to have a positive and significant effect on impulsive purchases; Website quality is proven to hcive a positive and significant infiuence on hedonic shopping motivation; Website quality is proven to have a positive and significant effect on utilitarian value, Hedonic shopping motivation has no effect on impulsive purchases; and Utilitarian value has a positive and significant effect on impulsive purchases, where the higher the utilitarian value, the higher the impulsive purchases of consumers using the Shopee application. From this study, it is known that 48.7% of impulsive purchases are infiuenced by other variables not examined in the model.

Pengaruh Dimensi Motivasi Belanja Hedonis terhadap Pembelian Impulsif pada Situs Marketplace Shopee

Abstract: Purpose: This research is based on the online shopping trend which has increased in Indonesia and the Shopee marketplace site which has experienced a very significant increase in sales from previous years. Research methodology: This study aims to analyze the effect of the Hedonic Shopping Motivation Dimension on impulse buying. The population in this study are consumers who have made impulse purchases on the Shopee marketplace site. The sample in this study was taken using a purposive sampling method and determined by the Bernoulli formula. Results: The results of this study indicate that Idea Shopping (X3), Social Shopping (X4), and Relaxation Shopping (X5) have a positive and significant effect on Impulsive Purchases on the Shopee marketplace site. The results of this study indicate that the variable that has the most dominant effect on impulse buying is relaxation shopping and the variable that has the least effect is social shopping. Limitations: This research focuses on experience, idea, value, social and relaxation as independent variables; and the competitive advantage as dependent variable. Contribution: This research explains the effect on Impulsive Purchases on the Shopee marketplace site and also the implications of marketing management theory. Keywords: 1. Hedonic Shopping Motivation 2. Impulsive Purchase 3. Marketplace 4. Shopee 5. Online Shopping

Shopping with augmented reality: How wow-effect changes the equations!

E-retailers have recently devoted novel forms of communication tools, such as augmented reality applications, to create a hedonic experience for customers and motivate them to purchase. AR has also obtained significant attention from managers and scholars in marketing theory and practice. Prior studies in the marketing discipline have examined the impacts of AR benefits on consumer attitudes and behaviors. However, there is limited knowledge on how multiple AR features can directly result in positive hedonic shopping motivation and behavioral consequences. This study investigates the chain of effects of AR features (i.e., novelty, wow, inspiration, information overload, and distraction) on purchase intention with AR via (1) examining how AR features trigger consumer hedonic shopping motivations, (2) analyzing differential impacts of AR features on consumer purchase intention, and (3) examining the mediating role of hedonic shopping motivations according to the stimulus-organism-response approach. Based on data from 297 consumers in Turkey, the results supported all direct and indirect hypothesized associations among the variables, except the association between distraction and hedonic shopping motivation which was insignificant. Interestingly, findings showed that a high wow-effect is not a benefit for AR because it can reduce consumers' hedonic shopping motivation and intention to purchase via AR apps. The study further revealed more appropriate adjustment of AR features facilitates positive consumer behaviors.

ANTESEDEN PEMBELIAN IMPULSIF DI PASAR RITEL MODERN : PEMBELAJARAN DARI INDONESIA

<p>The development of the industry retail modern is growing rapidly causing significant<br />changes to people's lives, especially in terms of shopping. The convenience of<br />shopping has an impact on people who are increasingly making impulsive buying.<br />This study aims to determine the effect of brand image, situational factors, sales<br />promotion and store atmosphere on impulsive buying mediated by hedonic shopping<br />motivation at retail modern market. In this study, the population studied were all<br />people who had go or had purchased at least once at retail modern market in West<br />Jakarta. The sample in this study amounted to 200 peoples using purposive sampling<br />technique. The data is then processed using the Structural Equation Model Lisrel<br />(SEM) method. Based on the test results, it is known that brand image, situational<br />factors, sales promotion and store atmosphere have a significant effect on hedonic<br />shopping motivation. While brand image, situational factors, hedonic shopping sales<br />promotion and store atmosphere motivation have a significant effect on impulsive<br />buying.</p><p><strong>Keywords</strong>: Brand Image, Situational Factors, Sales Promotion, Store Atmosphere,<br />Impulsive Buying and Hedonic Shopping Motivation</p>

A new theoretical framework of shopping motives and channel preference behaviour in the digital era

AbstractThe unprecedented dissemination of digital technology has changed people's psychology including their shopping behaviour in the last two decades. Smartphone led digital applications and advancements have disrupted consumers' shopping processes, purchase decisions, and priorities as well as increased their exposure, aspirations and expectations inevitably. Therefore, it is imperative to examine the relevance of various elements of shopping motives holistically. Therefore, the present study aims to develop a new theoretical framework based on significant elements of shopping motives for physical products in the digital technology era. For this purpose, an exploratory study, exploratory factor analysis (EFA), confirmatory factor analysis (CFA), and structural equation modelling (SEM) were used. EFA generated five latent factors by grouping 18 independent variables. CFA validated latent factor construct and measured model fit. SEM visualized the path analysis and portrayed the pattern of relations between latent factors into a single factor structural model (consumer shopping motives framework). Results show that consumers' shopping priorities are changing as 3 conventional variables (‘role‐playing’, ‘status and authority’, and ‘pleasure of bargaining’) became obsolete and 3 new (‘anywhere and any‐time shopping’, ‘safe and secure digital transaction’, and ‘unbiased reviews and ratings”) came into existence prominently. The format and perspective of ‘fun, entertainment and recreation’ ‘social interaction and communication’, and ‘exposure to new and latest trends' have been changing. Consumers are becoming more technology‐dependent in their shopping processes and purchase decisions. The validation of the framework on channel preference behaviour revealed that consumers largely prefer offline channels for the fulfilment of risk‐free and social sub‐motives, and online channels for convenience sub‐motive. Therefore, broad structural change and clarity, specification of priorities, a shift in the format and perspective of few elements of shopping motives, intrinsic passion for the use of digital technology and web service in the shopping journey, and simplification of antecedents for growing popularity of multi‐channel shopping paradigm are the key novelty of this study.

Pengaruh Shopping Lifestyle, Fashion Involvement dan Hedonic Shopping Motivation terhadap Perilaku Impulse Buying

This study aims to determine how the influence of shopping lifestyle, fashion involvement, hedonic shopping motivation on impulse buying behavior. Where this research is motivated as a result of the high use of marketplace sites which causes people's behavior towards unplanned purchases (impulse buying) to also increase. The increase in impulse buying behavior in this study was influenced by 3 (three) factors, namely shopping lifestyle, fashion involvement, and hedonic shopping motivation. This research design uses an explanatory research approach and a quantitative descriptive analysis approach. The respondents of this research are people from the Batam city area who have used the Shopee application. And the number of respondents in this study were 100 people. The data analysis technique used is descriptive analysis and multiple linear regression analysis with testing using SPSS Version 20 software. The partial results show that shopping lifestyle, fashion involvement, has no significant effect on impulse buying behavior, while hedonic shopping motivation has an effect on impulse buying behavior. Meanwhile, the simultaneous testing of shopping lifestyle, fashion involvement, hedonic shopping motivation variables has an effect on impulse buying behavior

Pengaruh Shopping Lifestyle, Fashion Involvement dan Hedonic Shopping Motivation terhadap Perilaku Impulse Buying

This study aims to determine how the influence of shopping lifestyle, fashion involvement, hedonic shopping motivation on impulse buying behavior. Where this research is motivated as a result of the high use of marketplace sites which causes people's behavior towards unplanned purchases (impulse buying) to also increase. The increase in impulse buying behavior in this study was influenced by 3 (three) factors, namely shopping lifestyle, fashion involvement, and hedonic shopping motivation. This research design uses an explanatory research approach and a quantitative descriptive analysis approach. The respondents of this research are people from the Batam city area who have used the Shopee application. And the number of respondents in this study were 100 people. The data analysis technique used is descriptive analysis and multiple linear regression analysis with testing using SPSS Version 20 software. The partial results show that shopping lifestyle, fashion involvement, has no significant effect on impulse buying behavior, while hedonic shopping motivation has an effect on impulse buying behavior. Meanwhile, the simultaneous testing of shopping lifestyle, fashion involvement, hedonic shopping motivation variables has an effect on impulse buying behavior

PENGARUH HEDONIC SHOPPING MOTIVATION, PRICE DISCOUNT, DAN VISUAL MERCHANDISING TERHADAP IMPULSE BUYING DI UNIQLO INDONESIA

This study aims to determine the effect of hedonic shopping motivation,price discount and visual merchandising on impulse buying in UNIQLO Indonesia in Tangerang. This type of research is explanatory research which explains the causal relationship between variables through testing hypotheses with quantitative analysis methods. This study uses a sample of 140 respondents taken from the UNIQLO consumer population of Tangerang. Sampling using purposive sampling technique. The sample characteristics chosen were, at least 17 years old and maximum 25 years old, consumer of UNIQLO, and had carried out impulse buying at UNIQLO. The test tool used to test the instrument of this study is multiple linear regression analysis which is supported by validity test, reliability test, classical assumption test. Hypothesis testing is done using the t-test using the SPSS 26.0 program. From the results of the study, it can be concluded that the variables hedonic shopping motivation, price discount, and promotion have a significat influence on the impulse buying of UNIQLO in Tangerang.

Value drivers of government issued mobile coupons usage

PurposeIn the pandemic time, many local governments in China issue mobile coupons to citizens in order to boost economy via stimulating consumption. This study examines value drivers for consumers to use government issued mobile coupons (GIMCs), which differ from traditional ones issued by retailers, during the pandemic time in mainland China.Design/methodology/approachContent analysis of 148 posts and 388 comments from Sina Weibo were performed to identify value-related antecedents of GIMCs' usage by consumers. Then, drawing on extant literature and based on the variables extracted from content analysis, a conceptual model was proposed addressing the determinants of value perceptions which motivate consumers to acquire and redeem GIMCs. A questionnaire survey was conducted among 510 citizens who used government issued m-coupons to verify hypotheses.FindingsThe research findings show that functional value (driven by economic benefits, convenience and relevance), emotional value (driven by trustworthiness, competition and altruism) and social value (driven by social norms and social recognition) positively shape consumer's attitude toward GIMCs and their intention to use GIMCs. Also, it is found that functional value and attitude link is enhanced by consumer's utilitarian shopping motivation and weakened by hedonic shopping motivation. Hedonic shopping motivation enhances the relationship between emotional value and attitude.Originality/valueThis research contributes to the theory development of coupon promotional tool by focusing on m-coupons issued by government (instead of retailers) under the pandemic background. Besides, it provides managerial insights for local authorities to design effective GIMCs policies.

Determinations of system justification versus psychological reactance consumer behaviours in online taboo markets

PurposeThis research aims to understand the determinants of consumers' behaviour and motivations to buy taboo items online. Two theoretical lenses, theories of psychological reactance and system justification, are invoked to frame the role of online shopping in shaping consumer behaviour in taboo markets.Design/methodology/approachA naturalistic inquiry paradigm was used to test a sample of 34 Saudi women who were buying taboo products online.FindingsThe determinant of such behaviour is based on differences in understanding the ritual restrictions between people, their society and their country. The four principal attitudes towards restrictions are justifying, accepting, rejecting and reacting. These attitudes frame five motivations: satisfying the restriction, to be unique, but aligned with social norms; breaking social norms; aligning one's self-image to liberal societies; and joy in challenging legal restrictions. The motives for online shopping are justification/utilitarian, to accommodate other restrictions in going to local markets; and reactance hedonic, to break restrictions. These motivations create seven different patterns of online shopping behaviour.Originality/valueThis research contributes to the literature by presenting an alternative perspective on online shopping motivations for taboo products. Furthermore, this research calls for a new socio-psychological theory for understanding the role of technology in influencing consumer behaviour in restrictive societies.

How do possessiveness, nongenerosity and envy in young female consumers convert into shopping addiction?

AbstractThe present age is witnessing a rise in materialism and its sub‐traits such as possessiveness, nongenerosity and envy. Combined with a marked increase in habitual shopping, this trend has resulted in some degree of shopping addiction. There are scant studies on contribution of materialistic tendencies of consumers towards shopping addiction; therefore, this study aimed to examine the effect of the sub‐traits of materialism (possessiveness, nongenerosity and envy) on shopping addiction. The role of hedonic shopping motives and self‐efficacy as mediators was also investigated. Data for the study were derived by administering a structured questionnaire to 423 young female consumers from the northwest region of India. The structural equation modelling technique was used to empirically evaluate the proposed model. The results confirmed that the personality traits pertaining to materialism have a significant impact on hedonic shopping motives and self‐efficacy, potentially triggering shopping addiction in young female consumers. The findings offer fresh insights for academicians, researchers and market practitioners into the impact of the materialistic attitudes of young female consumers on their buying habits. This study is unique as it provides an unprecedented holistic view of factors predicting the materialistic behaviour of young female consumers in fast‐growing, emerging markets and its impact on their consumption behaviour.

Determinan Pembelian Impulsif Pada E-Commerce Shopee Di Masa Pandemi Covid-19

This study aims to determine the effect of hedonic shopping motives and motivations on impulse purchases at e-commerce shopee during the covid 19 pandemic. The analytical method in this study uses primary and secondary data, the test stages carried out are: validity test, reliability test, normality test, multicollinearity test, heteroscedasticity test, multiple linear regression, coefficient of determination, partial t test, simultaneous F test. The data used in this study used a questionnaire instrument, and 100 respondents valid data. The sampling method in this study is probability sampling. The testing tool used is SPSS. The results showed that the motive variable did not have a positive effect on impulse buying, the hedonic shopping motivation variable also did not have a positive effect on impulsive buying. Meanwhile, hedonic shopping motives and motivations have a simultaneous effect on impulse buying.

Wanita Dan Belanja : Aspek Motivasi Dilihat Dari Sudut Pandang Perilaku Konsumen

This study aims to find and explain the underlying motives of women, especially mothers of Generation Y in shopping activities. The method used in this research is qualitative with a case study approach. The informants of this study were 2 women aged 26 to 41 years (1980-1995). Data collection techniques with in-depth interviews, observation and documentation. Data analysis used the Miles and Huberman model and tested by source triangulation and theoretical triangulation. The results showed that consumers' shopping motives, especially Generation Y mothers, had different shopping motives. There are several shopping motives, namely utilitarian shopping motives, hedonic shopping motives, product shopping motives, time shopping motives, place shopping motives and mood shopping motives. In this study it was also found that the dominant factor for mothers in shopping activities aimed at satisfying the emotional aspect. The findings of this study are the desire and the streets in shopping activities.

Pengaruh Hedonic Shopping Motives, Fashion Involvemen terhadap Impulse Buying E-Commerce Shopee (Studi Pada Mahasiswa Fakultas Ekonomi dan Bisnis Universitas Trunojoyo Madura)

This study aims to determine the effect of hedonic shopping motives, fashion, involvement on impulse buying e-commerce shopee (a study of students from the faculty of economics and business, Trunojoyo Madura University). The method used in this research is purposive sampling, namely the technique of determining the sample by considering certain criteria with a total sample of 97 respondents. The results of this study indicate that 1) Hedonic Shopping Motives variables have a significant effect on impulse buying e-commerce shopee on students of the Faculty of Economics and Business. 2) The fashion involvemen variable has a significant effect on impulse buying of e-commerce shopee for students of the Faculty of Economics and Business.. 3) Variable Hedonic Shopping Motives, fashion involvemen have a significant effect on impulse buying e-commerce shopee on students of the Faculty of Economics and Business. Based on the results of the F test, it can be seen that the value of the Hedonic shopping motivation and fashion involvement variables on impulse buying simultaneously has a significant effect.

The Influence Of Social Media Marketing, Hedonic Shopping Motivation And Electronic Word Of Mouth Towards Impulse Purchases For Shopee’s Customers In Medan

This paper aims to research regarding the impacts that social media marketing, hedonic shopping motivation and electronic word of mouth has to a Shopee customer’s impulse purchases. The method applied in this study is quantitative and data will be collected by providing online to Shopee’s customers located in Medan, Indonesia. Convenience sampling method will be used and the sample will be distributed to whom the writer can easily distribute to. From the questionnaires distributed, 97 respondent’s data were obtained and they will be processed with the SPSS statistical software program. Result shows that only hedonic shopping motivation will significantly impact the impulse purchases made by Shopee customers in Medan while the others will not much impact to impulse purchases.

Motives For Purchase of Skin Care Product Users (Phenomenology Study on Women in DKI Jakarta)

This study aims to analyze the purchasing motives of users of skin care products, and is a phenomenological study of women in DKI Jakarta. To find out this motive, researchers used a qualitative approach, which aims to explore the true meaning of women's motives for buying skin care products. The data used for this study are primary data and secondary data. The results of a research analysis using in depth interviews with women in DKI Jakarta who bought skin care products, that they made skin care purchases with Hedonic Shopping motives. Motivations for women in DKI Jakarta using skin care products were motives, namely Adventure shopping and Social Shopping, while utilitarian Shopping motivation is motivation needs.

Examining customer's intention to rely on online reviews

The use of online reviews among online shoppers has increased significantly in recent years and has reduced uncertainty and risks associated with online shopping. The objective of this research is to identify the segment of online shoppers relying on online reviews. Consumers were classified based on their shopping motivation, trait and online behavior. A quantitative survey involving 375 Indian online shoppers were performed to identify and understand their reliance of online reviews. The findings show that consumer with high price consciousness, value consciousness, brand consciousness and self-esteem rely on online reviews for their online purchases. On the other side consumer who are quality conscious and having online shopping anxiety don’t rely on online review. This research adds to the growing literature on consumer information theory and validates the link between consumer shopping motivation and their informational needs.

Consumer Shopping Motive Identification: Study of Webrooming vs. Showrooming

Although several researchers have already addressed the issue of channel preferences, the issue of webrooming and showrooming is still insufficiently researched. Therefore, based on the theoretical framework of the three-dimensional structure of the perception of smart shopping, the main goal of this research was to research which shopping motives lead consumers to prefer individual shopping channels (webrooming vs. showrooming). The research was conducted on a sample of 486 Slovak consumers and focused on a homogeneous category of fashion products. In general, given the sample of respondents and the nature of the selected fashion products, the shopping preferences favoured webrooming over showrooming, indicating that consumers prefer to search for product information online and then make purchases in brick-and-mortar stores. However, the differences between purchasing channels are statistically significant, given the individual purchasing motives. Thus, the results suggest that consumers who wish to save time in the purchasing process prefer webrooming and those motivated to save money and feel that they are making the right shopping decision prefer showrooming. However, webrooming and showrooming prove that this multichannel trend is strong and is likely to continue to grow, which may also result in a change in consumer behaviour. Today, consumers lead much more time-consuming lives and therefore appreciate and expect an efficient, smooth, and customized shopping process that covers multiple channels. The presented research contributes to expanding the theoretical knowledge base in terms of the use of shopping channels. The findings of this research could be useful also for businesses, as a better integration across channels might bring about consumer confidence, increase consumer loyalty and conversion rates, and increase sales opportunities. This paper presents the discussion of findings, the limits of this research, and the proposal for future research.

The impact of motivations, shopping orientations on fashion purchase intention in shopping centres: The moderating role of comsumption knowledge

This research was carried out in the context of fashion shopping at shopping centers in Vietnam, in which determining shopping orientations remains discrete, inconsistent and yet unable to meet the current rapidly changing consumer demands. Furthermore, topics including which motivations forming orientations and the impact of such shopping orientations on purchase intention are still under debate within the scientific community. Therefore, this paper aims to establish a theoretical framework to depict the relationship between motivations, shopping orientations and purchase intention as well as to evaluate moderating role of consumption knowledge. Deduction method was applied with research process divided into two stages: qualitative and quantitative research. Research results revealed that three shopping motivations did not directly impact on purchase intention but indirectly through the mediators (ie. shopping orientations), and the interaction effect of consumption knowledge with convenience shopping orientations on purchase intention was statistically significant. Several practical implications for fashion retailers are also recommended in this study.

Live Stream e-Commerce: Factors that Motivate the Evolving Consumer Patterns

Live streaming e-commerce (LSE), as a product of the digital era, is a form of e-commerce that uses live streaming as a channel to achieve marketing purposes. Since the launch of the live shopping function on e-commerce platforms in 2016, live e-commerce has grown rapidly. In spite of the pandemic we find ourselves in, the live e-commerce market size has maintained an average annual growth rate of over 200% in the past two years. LSE has not only driven the consumer industry, but has also impacted consumers’ consumption habits in very many ways. It is not surprising that the highest impact of the LSE-driven market has been evidenced in China, which is considered the largest growing economy in the world with a PPP only second to the US. This paper aims to investigate LSE as an upcoming business model, leading to evolving consumer patterns, as well as exploring the motivators of such consumption. The objective of this research is to provide SMEs with recommendations on the developing markets and inputs on how to maximise sales in a pandemic-affected world. In depth interviews were conducted with LSE consumers based in China, to understand their shopping experiences, explore their psyche and motivations behind such consumption. As a result of a qualitative research approach, it was found that the use of streaming anchors act as an external stimuli in LSE which affects consumers’ perceived value. This, in turn, affects consumers’ trust and purchase intentions. The use of utilitarian and hedonic shopping motivations affect consumers’ willingness to engage in an actual purchase and consequent shopping pleasure.